As an IT consultant, one of your most important and unique tasks is finding out who your clients are BEFORE you sit down with them in a sales meeting.  Yes, you need to explain what your computer consulting business is all about … but you also have to go into any meeting thinking about the idea of the “mutual interview” and be prepared so you know what you’re doing and how to listen to your clients.  Otherwise, you’ll never be able to help them with their needs.

You’re an IT Consultant … Prepare!

Doing some homework and research on clients before a meeting may take you 30-45 minutes, but you have to invest the time as a responsible IT consultant so you can help close the sale.  In order for prospects to agree to pay for your services, you have to build credibility, and part of this is showing you know and care about their unique business problems. It’s pretty easy to go to Google and type in a person’s name or phone number and address to get a little information.  

An IT Consultant Knows Prospects and Clients

You need to learn …

1.    What their business is about;

2.    Their specific industry;

3.    The types of services they provide;

4.    The number of locations they have;

5.    How long they’ve existed.

You should also look up news stories and see what your potential clients have been up to in the community.

Today we talked about how you as an IT consultant can get more involved with your clients and build a better business.  To learn more about this topic, visit the attached link!

Added By:  Computer Consulting Kit