Many times IT sales consultations amount in requests for quick fixes from prospects.  When faced with this proposition, just say “no,” or you will never move clients from free to fee as part of IT sales.  

During the initial IT sales consultation, you will probably be asked to look at something specific as long as you’re there.

Stay Out of Harm’s Way

If the quick fix requires just a few minutes of your time, you might think there’s no harm in it.  However, you might start and then be unable to fix it in five minutes.  The prospect isn’t even a paying client, and you are considering risking the possibility you may not be able to fix the problem at all or worse, do further damage.  These prospective occurrences will not help you with IT sales.

Stay Away From Computers

Be careful when thinking about sitting down in front of PCs or messing around with configurations for servers or laptops or PDAs.  Anything could get you into trouble before you have a signed agreement for an IT audit.  Your goal with IT sales is to get a paying client, not do free work.  Do exploratory work that is low risk so you don’t break something and have to take responsibility.

Before you respond to “take a look,” close the deal as part of moving from free to fee with IT sales.  

Blogged By:  Joshua Feinberg