IT audits are a source of revenue for your systems integration business.  They are sometimes perceived as a tough sell but there are two distinct situations where selling an IT audit works very well.

The first really important time to offer an IT audit is when a prospect is looking for a new vendor. Often this happens if they want to replace their incumbent technology provider or replace a vacancy.  You can get in to do an IT audit very effectively in these circumstances because the company may have had a falling out with someone or someone left them high and dry. 

At this stage of the game, your prospect has no idea what he/she has or what he/she needs.  An IT audit will accomplish both goals.  Because they have had a provider taking care of their IT needs, they are likely clueless about what they even own, let alone what they need. 

You offer an IT audit in order to start fresh and figure out the best approach to take in order to accomplish their IT goals.  You know they are willing to pay for IT service, so suggesting an IT audit is a natural extension of the services you offer. 

The second time you’re in a really good position to sell the IT audit, is when you just finished handling an emergency crisis.  Essentially you put a band-aid on the problem and saved the day.  Your new customer thinks you’re wonderful and they have proven their interest in professional IT service as well as their ability/willingness to pay.  

In order for you to figure out a long-term solution, and avoid future band aids, you suggest doing a complete IT audit.  The suggestions make perfect sense and the client will be in a great position to want to do anything proactive – regardless of cost.  An IT audit is just the proactive tool you need to offer.

The Bottom Line on IT Audits
IT audits are an easy sell when you suggest them in the right context.  When people are looking to replace a provider or when they have just emerged from an emergency they are in a place where they are indicating their willingness to pay for an IT audit. This is the time to sell the IT audit and establish yourself as their systems expert because now you know what it is they want and need.

In this article, you’ve been introduced to IT audits. To learn more about how you can improve your knowledge of IT audits, just click here now to get access to a free one-hour audio training program on 5 Easy Ways to Grow Your Computer Consulting Business.