IT audits have three separate components.  You need to explain each component in terms of benefits in order to sell a client on paying for an IT audit.

The first component of an IT audit is the actual features of your audit.  These are items such as:

  • Review  existing network
  • Look at PC configurations
  • Examine  telco circuits
  • Critique IT policies
  • Analyze existing data security and data protection measures
  • Explain common data loss risks
To sell the IT audit you need to convert these features to benefits like:
  • Ability to understand what it is that you already own
  • Awareness of inherent limitations of what you own
  • Understanding of system weaknesses
  • Learning about untapped potential
The next component of your IT audit is the written, detailed report you will provide. The report a client gets with an IT audit includes an up-to-date asset inventory.  The benefits associated with this are:
  • Client has complete documentation for insurance purposes
  • Ability to make much more informed decisions on future purchases
Finally, as part of the IT audit, you will deliver an independent, vendor neutral set of recommendations prioritized by potential risk and severity.  What is the IT audit benefit here?  

Protection from becoming victim to sales bias from non-technical, commission-hungry sales reps
Understanding of what makes the most sense for existing IT investments and future business and IT needs.  

By presenting the three components of your IT audit in a features and benefits framework you tell the client what the IT audit includes, but even more important, you to tell them why they need it.  When you talk to potential clients, listen for the things that are most important to them. Then tailor your IT audit benefits to address their primary concerns.

The Bottom Line on IT Audits
It audits are an excellent way for you to get closely involved with a business’ systems.  They enable you to prove your value to a client.  The key to selling your IT audits in the first place, is to customize your benefits to the clients’ needs and highlight how your IT audit will help solve a client’s current and future problems.  

In this article, you’ve been introduced to IT audits. To learn more about how you can improve your knowledge of IT audits, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.