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Sunday, July 08, 2007

IT Sales: Turn Prospects into Paying Clients

When you are trying to get IT sales, there will come a point that you will have to make a decision about when you stop offering advice for free. Your first IT sales meeting should see you offering some free advice, but you have to know when to stop and move prospects to the next phase of the process.

“Could You Just Look at This for a Second?”

During the course of your initial IT sales consultation, you will probably be asked to look at something. The prospect might say, “We’ve been having a problem with this router. Could you just look at it for a second?”

Don’t Risk Your Future Relationship

If looking at a router only takes a few minutes, you might think there can’t possibly be any harm. However, if you find you can’t fix it in the few minutes as you expect, you might find yourself in a lot of trouble. You are dealing with a non-paying prospect, and you are risking a slow fix time and potential damage. Neither of these realities will get you closer to IT sales.

Just Step Away

You should be really careful about sitting down at prospects’ PCs, looking at their server or laptop configurations or at anything else that could cause major trouble before you have a plan to do a paid IT audit. Make it a policy to not do free work, and you avoid any potential problems in this area.

Even an IT audit requires caution. You need to just limit it to low-risk exploratory work so you don’t break anything by accident. You are working with those you want to be future clients, and your reputation is on the line.

The Main Idea About IT Sales

Your job as part of an initial IT sales consultation is to close the deal, not do free work. Move clients from free to fee by getting them quickly through the sales process and offering only limited advice.

Created By: Computer Consulting 101 Professional Kit