Before making the very first IT sales phone call to your customer, you need to prepare for it. In this post you’ll find out exactly how to prepare for meeting with a client for the very first time.
IT Sales: Do Your Research
Before you even reach your initial IT sales call with a customer, make certain you have actually done your homework. If the prospective customer is worth you heading out of your means to drive there and spend a half hr or hour or even more and afterwards meeting with them for another hour or more, then it’s definitely worth your time to spend 10 or 15 minutes researching their company.
Even more notably, prior to you get to that degree, appropriately qualify your possibility. By doing this you’ll know whether you’re investing your time sensibly. Ensure you ask the best concerns about size, platform and also industry.
IT Sales: Market Providers, Not Products
Do some background research on this prospect beforehand and start handling their expectations right away. See to it that they recognize that you sell your knowledge as well as options and also you’re not there to market them a computer system. It’s really, truly difficult to build an extremely successful, profitable company if you’re not concentrating on marketing the solutions primarily.
If you intend to offer white boxes, note pads, web licenses or peripherals, that’s fine, however absolutely do not lead keeping that. Ensure that they understand that you’re primarily in the services organization. Otherwise that possibility may not recognize where you’re originating from as well as may make a decision to browse and price-shop.
Select Your Customers
Make sure that they understand that you’re a service provider from the start of that relationship. You ought to be seeking to interview them as long as they’re interviewing you. Be particular and discover a client you’ll delight in partnering with for the long term.
Copyright MMI-MMVI, Small Biz Tech Talk. All Worldwide Legal Rights Reserved.