IT Marketing Sales Tips For Experts-Turned-Salespeople
Six Strategic Sales Perspectives
IT marketing is complex and transitioning. You want to use every bit of strategy at your disposal to ensure maximization in conversions, acquisitions, up-selling, and other regions of business. The following are six tips to help you do that:
• Identifying approaches
• Assessing needs
• Designing presentations
• Closing sales
• Following up
Before you strike sales gold, you’re going to have to find a mountain known to be rich in the proper ore deposits. You need to know where your most likely customers are and then figure out how to reach them. Sometimes, your efforts will be fruitless; sometimes, you’ll be blessed with success.
Proper prospecting requires discernment. Some clients are really only a lead, others are a basic prospect, and still, others represent a “qualified” prospect. You’ll want to design a profile of existing and potential customers which is stratified by designations such as these— this will help you effectively direct outreach energies.
Identifying an Approach
Once IT marketing prospect acquisition solutions have yielded leads, prospects, and qualified prospects, it’s time to figure out an approach. You need flexibility. Sometimes, you’re going to be strictly informative; other times, you’ll want to talk with clients on a more personal basis. It all depends on the client and the products and services they’re interested in.
When you’ve got prospects and leads, you want to research them beforehand to help identify the proper approach.
Assessing Client Needs
Of course, you mustn’t forget to ask the client just what kind of services they need directly. You may already have some idea, especially if you have worked with other clients in the same or a similar industry. However, you want to know what the client’s needs are as much as you can before you make a presentation— this can help you truly secure a close.
A presentation utilizing a sound approach that addresses client needs is more likely to result in a sale. Be sure and keep this information handy for when you encounter other clients and use such IT marketing materials in content which pertains to broad markets of similarly configured potential clients.
Here is where you can fail in a heartbeat if you do not know what you’re doing. You simply must secure that client conversion. There are a lot of ways to do it: you can assume the sale by asking for a payment method, you can ask what the client will need from you to close, and there are many other options. Read your client and use the best closer for them.
This has two areas of importance and applicability. Firstly, you want to follow up with clients that have successfully been converted to your MSP’s products or services— this can result in an up-sell or fixing an issue that could become a major problem later on. Secondly, when you follow-up with a client who didn’t buy, you may close with them during the second call.
About our Contributor
Robert Naragon is the Founder and President of ITQue, Inc. (pronounced “i-teek”), an Managed IT Services based in San Jose and Campbell that provides IT Support in San Jose. ITQue provides a wide range to IT services to San Jose based companies. And ITQue provides managed services to help San Jose small and mid-sized businesses increase productivity and profitability with customized, flexible hybrid cloud and IT outsourcing solutions is San Jose. Prior to ITQue, he was the Founder and President of VistanetIT, Inc., also based in Campbell, a IT Outsourcing Provider to small and medium-sized businesses in San Jose.