You should be wary of prospects that ask you what you do when it comes to your computer consulting business.  You should just be giving an explanation of what your computer consulting business is about so the prospect can figure out if any of his/her products or services fit with your business.  Know what to expect before you go in and be ready to help prospective clients with their needs.

Do Your Research

You may have to spend 30 or 45 minutes to do homework before a meeting, but any research you do can help you better close a sale for your computer consulting business, whether you close the sale on the spot or within a week or two.  If you want someone to agree to your computer consulting services, you have to make yourself credible and share ideas with a prospect to show how much you care about his/her business.   

There’s no reason not to do your homework, because it’s so easy.  Simply go to Google and type in a person’s name or phone number or address and you will find out everything you need to know and more.  

What Should You Know about Your Prospects

When you are researching, find out the following information about your prospects:

1.     What their businesses are about;

2.     Which industry they are in;

3.    Which types of services they offer;

4.    The number of locations they have;

5.    The length of time they’ve been in business.

What is the Recent News about Your Computer Consulting Prospect?

You will most likely find articles in the local newspaper about your prospects that will show up in a Google search or by going to the local newspaper Web site and doing a directed site search.  Look for anything that will give you extra background and help you determine whether prospects will be a good fit for your computer consulting business.

Blogged By:  Computer Consulting Kit