When you are trying to execute IT sales to strangers, you need to sell knowledge and solutions instead of products.  

IT Sales:  Adding Value for Prospects

Sell the value of your company as part of IT sales rather than generic products.  Similarly, stop selling to customers that will base decisions on product offerings and price.  If you can’t bundle in value-added services, you need to stop competing solely on the basis of price.  Being able to survive will depend upon your ability to add value and sell services.

IT sales is about selling “You, Incorporated.”  Your whole marketing plan should revolve around reaching clients instead of customers and establishing long-term relationships with clients that will be willing and able to hire you as an outsourced IT department.   

IT Sales:  Use Your Expertise

There are possibly hundreds of professionals in your area capable of doing easy technical fixes.  But you are one of only a few that do exactly what you do.  When you stress your specific expertise as part of IT sales, you get rid of price-sensitive buyers.  

IT Sales:  Experience and Niche Mean Higher Rates

When you eliminate price-sensitive buyers, you can add to your rates.  Business-to-business clients will know they have to pay more for your expertise and will value it as specific to their businesses.  

Successful IT sales is about changing your mindset and using new marketing and advertising techniques that stress you and your particular services and solutions.

Added By:  Computer Consulting 101