IT audits can be a difficult sell.  In order to overcome resistance you need to approach the sale from a features and benefits perspective.  You need to be able to answer the, "Why do I need an IT audit?" type questions.

Once you are clear about the benefits of an IT audit you can use them proactively in your advertising and marketing.  Including a features and benefits list of your IT audits is an excellent addition to fliers, postcards, emails, and other marketing strategies you use.  

So let’s first get clear about the features and benefits of an IT audit:

Features

  • I will review your existing network
  • I will look at your PC configurations
  • I will examine your telco circuits
  • I will critique your IT policy.
  • I will analyze your existing data security and data protection measures
  • I’ll tell you about some of the more common data loss risks
Features are great, but they don’t get to the heart of why a client should agree to do an IT audit.  The "whys" are the benefits. To get to the benefits you need to answer the client’s question, "So what?"

Benefits:

  • You’ll be able to understand what it is that you already own
  • You’ll become aware of inherent limitations of what you own
  • You’ll understand the weaknesses in your systems
  • You’ll learn about untapped potential that you could be using more efficiently
  • You’ll be able to get stronger benefits out of your existing IT assets
  • You’ll be able to take steps to prevent expensive disruptions and unplanned emergency downtime
  • You’ll be better able to safeguard and control your intellectual property  
  • You’ll be made aware of any potential exposure to hacking, sabotage or viruses
The value added information regarding the IT audit is what defines a benefit.  

The Bottom Line on IT Audits
IT audits are best sold from a benefits perspective.  Rather than listing all the things you’ll do in the IT audit, what you need to do is explain all the things the client will get out of the IT audit.  

In this article, you’ve been introduced to IT audits. To learn more about how you can improve your knowledge of IT audits, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.