Before you make your initial IT sales call with a client, you have to get ready.

Prepare Before-Hand

Prior to your initial IT sales call, you have to do some homework.  If the prospect is worth driving to and spending half an hour, an hour or even more with, then you should take the time to learn more about his/her business.   Properly qualifying your prospects before you even get to the point of the initial IT sales call is CRUCIAL so you know you are spending your time well.  Ask the right questions about size, platform and industry.

Services vs. Products

You need to research your prospect before an IT sales call so you can manage expectations right away.  Prospects need to know that you are selling your expertise and comprehensive business solutions and not hardware or software. 

If you want to sell hardware or software you can, but don’t lead off in an IT sales meeting with this.  You are in the services business, and you need to communicate this to prospects. 

Choose Your Clients

Tell your prospective clients that you are a service provider the second you start speaking to them.  Your initial IT sales call is as much their interview as it is yours.  Be selective so you are getting the best long-term clients. 

Blogged By:  Computer Consulting 101 Professional Kit