Part of IT sales is clear expression of benefits to prospects, along with persistently building a relationship with your clients.

There are no such things as instant IT sales; you need to put in significant time and effort.  Showing your clients how beneficial your services can be to them will help develop relationships and help IT sales efforts.

What Benefits Can You Deliver?

If you encounter a problem you can’t solve during an IT sales call, focus on the problems you can solve and the things you can do for a client to help his/her business.  The client should be able to see real benefits and agree they sound really good.

IT Sales:  What is Your Pitch?

You should talk about work you have done with other past clients and the benefits they saw as a result of what you recommended, designed, set up, supported and otherwise.  Your pitch as part of IT sales will better sit with clients if you bring up benefits.

IT Sales:  Relationship Evolution

You may have to wait a couple weeks or months for your prospect to sign.  Be patient, yet persistent with e-mails, faxes, postcards and phone calls.  

That being said, avoid obnoxiousness.  Don’t get to the point that you are calling every day.  Still, if prospects seem to really want to do it in the next few months, you can call once or twice a month to gauge their progress.

Extra Questions

If prospects have questions or issues that come up, you need to know about them.  You should also ask them if they need anything revised from the initial quote or bid.  Even if they say they will get back to you, but are saying that they are really interested, don’t let the discussion be over.  They don’t need to agree to IT sales right away.  The following basic questions can help you understand their interest:

How important is this?

When do you want to get started?

Is this urgent?

Where are you in the process of deciding about this project?

Where are you in the research process?

Is this a good time of year for the project?

Have you budgeted for this project?

Ask these questions in many ways, and don’t let “later” become “no” when you’re pushing IT sales.  

Blogged By:  Joshua Feinberg