If you are involved in computer consulting, you need to conduct research on a prospect before you even meet him.  You have to accept that you will spend money on the initial consultation as part of your computer consulting business.  

The sales process is more about pre-sales that stresses the consultation aspect.  You need to communicate professionalism and how your services are special and potentially more valuable than others in your field.  If you take a real interest in prospects’ businesses, their problems and then get a handle on their problems to come up with a viable solution you will have a better chance of closing a sale quickly.  

Is there Dirt?

You might find dirt on prospects before the initial consultation that makes you unwilling to accept their business.  Because the computer consulting sales call is an interview for both your computer consulting company and the prospect, you should pay attention to strange things you find during the process of doing research and heed warning signs.  

Your Time is Incredibly Valuable

You will need a half an hour to an hour to compile introductory packets for prospects, spend the same amount of time driving to the call and will probably not start or finish the consultation on time.  You can expect to spend two to three hours on a typical computer consulting sales call.  If you are billing, for example, $75 per hour for your services, this means the process will cost you $225 even before gas, parking, tolls and other expenses.  This cost is why doing homework before the call to determine whether a computer consulting prospect is a good fit for your business is essential.  Qualify them as well as you can so you can avoid wasting time and resources.

Blogged By:  Computer Consulting Kit