For maximum IT sales, make sure that your marketing messages position you as a service provider—whether it’s print, online, trade group presentations, conferences, direct mail, cold calls, or business cards. In this article you’ll learn how to brand your IT services business.

Think about whether you want to change your company name. Think about whether you want to change your tag line or your branding. For example, does it pay to stop advertising the certifications and the logos? They may not be helping your IT sales. You may be hurting it because it’s detracting and it’s putting you into a commodity status.

IT Sales: Advertise Your Niche

Start thinking about advertising the specific benefits that you can provide for the niche that you’re going after. For example, if you decide that your best clients are small dental offices, you may advertise something like: “Learn how dental network solutions can help you increase your patient billing by up to 73 percent without increasing your payroll. Call for our free report today.”

Why Not Talk about Your Certifications and Products?

They are features, not benefits. They reduce you to commodity status. If a customer is looking for someone who’s Microsoft or Cisco certified, they don’t have to go too far on the Web to get a whole list of people in your area. Now you’re reduced to bidding against your competition. Even Dell dropped the computer from its name. They just want to be called Dell because they’re doing other things besides computers. So if you really want to be seen as a consultant and not just a reseller, you really have to think about readjusting your whole mindset to increase your IT sales.

The Bottom Line about IT Sales

In this article, you’ve learned more about IT sales. To learn more about IT sales, click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.