Relationships with clients are critical if you want to make meaningful IT sales.  Your relationships are your greatest assets when you are trying to sell prospects on your unique IT solutions.  

What about the size of your customer list?  Actually, list size is unimportant, as is revenue.  The real key to IT sales is longevity and the long-term relationships you develop with your prospects, customers and clients.  The following tips can help you with IT sales.

Tip 1:  Think about Lifetime Value

The lifetime value of your computer consulting clients could be in the six-figure range, so you really need to get to know owners and partners of the companies you work with if you want a genuine “in” on IT sales.  The time you invest in building relationships will really pay off in the long run.  

Tip 2:  Manage Customer Expectations

If you are initially doing all the IT sales yourself, you won’t have to worry about inconsistent salespeople or pitches.  When you have inconsistent and misrepresentative salespeople, you will have a lot of issues managing expectations of your prospects.  You need to build a very personal relationship with your prospects at the beginning of the IT sales cycle.

Tip 3:  Train Your IT Sales Staff YOURSELF

Many consultants are actively involved in the IT sales process in the early stages of growing their businesses.  When this process becomes more routine and you have 5-10 great clients on your roster that generate substantial monthly revenue, you can train new salespeople and staff to do some of the work for you.  Delegate IT sales staff only when you are big enough to handle it.

Today we talked about some tips for better IT sales management.  To learn more about this topic, visit the attached link!

Added By:  Joshua Feinberg