In order to be successful with IT sales, you can’t give away services and products for free.  Research to make sure a client is someone with whom you can work before you move to IT sales.

An IT sales call can’t be an extended free consultation.  You’re not there to answer countless questions for free and show your certifications, prove your technical expertise or display your brain power.  The purpose of a first IT sales call is to figure out if you can work with the prospect for the long term.  

IT Sales:  Can You Work With this Prospect?

You need to make a big part of the IT sales call determining if the prospect is a good fit for your company, and specifically that the client resembles other good clients you have.  By this time you’ve already asked important questions about size and platforms.  You are looking at personalities and good chemistry to go to the next IT sales step.  

Spend an hour or so figuring out a prospect’s needs and giving away some limited advice for free.  But, be prepared to stop it at that point and start talking about IT sales, typically by proposing an IT audit or a tech assessment.  Move from free to fee!

Free in IT Sales Will Not Equal Success

If you don’t stop offering things for free, you will not earn a profit.  You have to draw the line or small businesses will keep asking you for free advice that will never end in IT sales.

What Service Do You Want to Sell Them?

Don’t give away the store.  Determine your client’s needs now before you go on the IT sales call.  Think about how you can solve problems and be prepared to sell something concrete for a fixed price, like an IT audit or a tech assessment.

Blogged By:  Computer Consulting 101 Professional Kit