Tips from SP Home Run Inc. Help Small Business VARs, IT Consultancies, and MSPs Set Clear Goals to Improve Results from IT Sales Calls
LAKE WORTH, FL - IT sales calls are the bread and butter of a successful small computer consulting business. However, sales calls will get a business nowhere if the business owner or account manager isn't taking steps to make sales calls more productive. An on-site appointment should not be the only screening mechanism in the IT sales process, and it should definitely not be free consulting.
SP Home Run Inc. shares the following tips on making IT sales calls more productive for small business VARs, IT consultancies, and MSPs:
* Establish the Purpose of the Meeting - The most important reason for an IT sales call is to find out if a particular company and a potential client can work together. Sales calls also provide owners of small VARs, IT consultancies, and MSPs the opportunity to evaluate if specific potential clients are a good match for their firm. Some things to think about: does everyone seem generally easy to work with? And are their budgets and expectations reasonable?
* Do Some IT "Gardening" - Owners and account managers for computer businesses must be able to weed out potentially problematic clients before they make it onto the company's client list and wreak havoc. As part of IT sales, computer business owners need to check out prospective clients just like prospective clients check out prospective VARs, IT consultancies, and MSPs.
* Plan, Plan, and Then Plan Some More - When the owner or account manager for a computer business is properly prepared for sales calls, he or she will appear in control, calm, cool, confident, and professional. There should be a list of prepared, open-ended questions and plenty of patience to listen carefully and answer questions from potential clients. If a prospective client seems like a good fit, there must be a plan prepared to move forward to the next step. If the client is not a good fit, the owner or account manager for the computer business must be prepared to say "sorry, no thanks."
"Planning is the key to effective and productive IT sales calls," said Joshua Feinberg, Business Development Director of SP Home Run Inc. "A little preparation can be the difference between coming off as polished and professional, and coming off as desperate and unprepared. With only one chance to make a great first impression, you really need to do your homework. In the age of Google, Twitter, LinkedIn, and Facebook, prospective clients expect you to know the basics before you walk in the door."