You need to prepare for the initial IT sales call so you can be aware of your prospect’s needs and design a pitch that will make him/her aware of your services.  Before you make that first IT sales call, get ready for meeting a potential client for the first time with the following tips.

IT Sales is Dependent Upon Doing Homework

Before you get to the first IT sales call with a prospect, do your homework.  It might only take you 10-15 minutes to determine whether a prospect is worth the two - four hours it will take you to drive out and have a meeting, which is well worth the time.

Before you even get to the point of research, make sure you qualify your prospect to determine that all the time you might spend will be wise.  Once in the IT sales meeting make sure you ask questions about size, platform and industry.

IT Sales:  Services vs. Products

You need to research your prospect ahead of time and manage their expectations right away.  They should know you are selling your expertise and your sophisticated solutions and not just a machine or computer.  You can’t build a successful IT business without focusing on services instead of products.

If you want to sell products as part of your IT business such as white boxes, notebooks or web licenses, feel free, but this should not be the focus of IT sales.  Your prospects should know you are people-oriented and interested in real service.

Choosing Clients

Prospects should know you are a service provider at the start of your relationship.  You need to interview potential clients as diligently as they should interview you during the first IT sales call.  If you are selective, you will find clients you like to work with that will be in business with you on a long-term basis.  

Added By:  Computer Consulting 101