Article Categories
» Arts & Entertainment
» Automotive
» Business
» Careers & Jobs
» Education & Reference
» Finance
» Food & Drink
» Health & Fitness
» Home & Family
» Internet & Online Businesses
» Miscellaneous
» Self Improvement
» Shopping
» Society & News
» Sports & Recreation
» Technology
» Travel & Leisure
» Writing & Speaking

  Listed Article

  Category: Articles » Business » Sales » Article
 

IT Sales: What is Your Unique Offering?




By Joshua Feinberg

What benefits you can give your clients that will be different from the average Joe Consultant? In this article, you'll learn some ways to differentiate yourself from your competition to increase IT Sales.

XYZ Consulting: A Case Study

XYZ Consulting moved into a new location in a 27-story building full of high-end firms. There are a number of other such buildings within a two-minute walk. They asked me if they should play up the close proximity?

Positively yes! They can effectively own that neighborhood. What is their unique benefit? They are right there. They can get things done better, faster, and cheaper than anyone else who is not right there.

Sell Your Unique Benefit

Sell service agreements and lead up with a response time guarantee. When you're right there, you can afford to make bold promises like you'll be onsite within 60 minutes of a server down emergency during regular business hours. You can even back that up by offering something like $100 off your bill that month if you're even a minute late.

If you have enough clients in that area and your staff is located right there, too, it's almost as if you're working on a corporate campus. Obviously there's no travel time involved. Staff utilization rates should easily increase by 10 to 30 percent. There will be no hassle with driving, traffic, or parking.

IT Sales Case Study: How To Identify These Businesses

What should XYZ do to identify these local businesses? Do a survey. Mail something out to every owner or CEO in the building and in the neighboring buildings. You might even bribe them that if they return the survey, you'll give them a gift certificate for a dozen bagels at the coffee shop across the street.

IT Sales: The Survey

The survey should have really basic questions like:

o How many PCs do you have?
o How many employees so you have?
o How do you get your IT support today?
o What do you like and dislike about it?
o What's your number one business challenge today?
o What's your number one IT challenge?

It's really a response vehicle. You're getting people to tell you not only what they want, but you're basically going to get people who are at least marginally interested.

This should produce a very good response rate and canvassing should be a breeze. It should be as simple as hanging out in the local coffee shop and getting to know the regulars and the people that are in and out of those offices all the time.

IT Sales: Get To Know The People Who Know Everyone

Befriend the local shoe repairperson, the person who's delivering Chinese, pizza or the deli, the mail carrier, the UPS and the FedEx driver. Get to know everyone so you can gradually network yourself into all the offices in the area. These people are already in and out of these offices all the time, and they can often point you in the right direction as to who to call on for IT sales.

The Bottom Line about IT Sales

If you really want to sell based on your guarantee and your proximity, brand everything around it.

Copyright MMI-MMVI, Computer Consultants Secrets. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

 
 
About the Author
Joshua Feinberg has helped thousands of computer consultants get more steady, high-paying clients. Learn how you can too. Sign-up now for Joshua's free Computer Consultants Secrets audio training at http://www.ComputerConsultantsSecrets.com/blog/

Article Source: http://www.simplysearch4it.com/article/24986.html
 
If you wish to add the above article to your website or newsletters then please include the "Article Source: http://www.simplysearch4it.com/article/24986.html" as shown above and make it hyperlinked.



  Some other articles by Joshua Feinberg
IT Consulting Services: 3 Factors For Choosing What to Offer
IT consulting services are offered at different levels and types in almost all the virtual IT businesses you encounter. Deciding which IT consulting services you should offer is a key consideration ...

IT Services Outsourcing When You Don't Know Everything
IT services outsourcing is what you need to do when, not if, your prospects ask for products and services that you are not ...

Computer Business Software - What Should You Buy?
Computer business software is an area where many new network consultants get overwhelmed. There are so many great products out there that it is hard to decide which computer business software to invest ...

Business Agreements For Quality Referrals
Business agreements with other IT companies can be an excellent way to secure high quality referrals. When you are dealing within ...

IT Consulting Services: Offer What Your Prospects Need
IT consulting services come in all shapes and sizes. When you first start a business it is often difficult to decide which IT consulting services to offer. Should you sell what you know, sell what is ...

Product Ideas: How To Determine What to Offer
Product ideas or services that your computer business will offer are not as easy to decide upon as you may think. When you start ...

  
  Recent Articles
Achieving Business Success: How to Fuel Determination Today for Breakthrough Achievements Tomorrow & Beyond
by Chuck Mache

Where Sales Meets Service: Up-Selling and Cross-Selling Made Fun & Easy!
by Craig Harrison

Stop Justifying Your Price and Start Touting Your Benefits
by Yvonne Weld

Is This a Trend? Three Horrible Calls Reviewed
by Art Sobczak

Automatic Watches versus Mechanical Watches: What Is The Difference?
by Zai Zhu

Benefits Of Using Oil Mist Eliminators In The Metalworking Industry
by Chuck Jaymes

Trion Mini Mist Eliminator Protects Employees and Equipment
by Chuck Jaymes

Sell Your Home By Yourself
by Ron victor

Italian ceramics
by Marco

Trust, The Power Word in Sales
by Harlan H. Goerger

How to tackle the strategic change in business
by soma

PS3 for $1.68? Lowest Bids Snag Big-Ticket Items at SilverTag Online Auctions
by Kris Nickerson

Can't connect to database