Overcoming objections to performing an IT audit is sometimes tricky.  When you are overcoming objections that deal with price, one of the best things you can do is let your past clients speak for you. Testimonials and references are two excellent ways for overcoming objections and we some more ideas for you as well.

Testimonials and Overcoming Objections
One of the best things you can do to overcome price objection is to share testimonials from well-known businesses in the local area.  If the testimonials talk about the value of the IT audit, even better.  For example, solicit a case study from a client that talks about how he/she used your recommendations over a period of a couple of months to cut their payroll costs, increase their sales without adding staff, close out their monthly accounting cycle faster each month.  

Regardless of the example, if you can tie some concrete benefits that other businesses have enjoyed to the  results of things you uncovered in an audit, that can be a phenomenal method for overcoming objections.

Other techniques for overcoming objections include: 

  • Encourage your prospects to spend a few minutes and call some of your reference accounts.  Your current accounts can be some of your best salespeople. 
  • Sell the IT audit on a fixed-price basis, certainly not by the hour.  Using this method for overcoming objections you lessen the company’s price risk because they are not concerned that the meter is running every minute.  
  • Offer to apply the cost of the audit to any subsequent work that you do for them.  That work can be an installation , upgrade, or some kind of project or service agreement.  Make sure your offer is time limited.

The Bottom Line on Overcoming Objection
Overcoming objections that surround price are best handled by letting past clients make the sale for you.  When a  new contact hears the success other businesses have had with your IT audits, there is much less resistance.  Use these and the other ideas the next time you are faced with overcoming objection.

In this article, you’ve been introduced to overcoming objection. To learn more about how you can improve your knowledge about overcoming objection, 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.