IT Sales: What's Your Unique Offering?

 




What benefits can be given to clients that are different than a regular Joe advisor? In this article, you'll learn a few ways to stand out from the competition to increase IT sales.


XYZ Consulting: A Case Study


XYZ Consulting moved to a new location in a 27-story building filled with high-end businesses. Several other similar buildings are within a two-minute walk. They asked me if they should play so close. Satta king


Positively yes! They can effectively own that neighborhood. What is your unique advantage? They are right there. They can do things better, faster, and cheaper than anyone else who isn't right.


Sell ​​your unique profit


Sale of service level agreements and consequent guarantee of response time. When you're there, you'll be able to make big promises, as you'll be on site within 60 minutes of a server emergency during normal 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 a lot of clients in that field and your team is also based there, it's almost like you're working on a corporate campus. There is clearly no travel time involved. Staff utilization rates should easily increase to between 10 and 30 percent. There will be no problems with driving, traffic or parking.


IT Sales Case Study: How to Identify These Companies


What should XYZ do to identify these local businesses? Make a survey. Post something for each building owner or CEO and nearby buildings. You could even bribe them, if they return the survey, to give them a gift certificate for a dozen bags at the coffee shop across the street.


IT Sales: The Survey


Some basic questions should be asked, for example:


o How many computers do you have?

o How many employees do you have there?

o How do you get your IT support today?

o What do you like and dislike about it?

o What is your biggest business challenge today?

o What is your biggest IT challenge?


It really is a response vehicle. You want people to tell you not only what they want, but basically you want people who are at least a little interested.


This should have a very good response rate and polling should be very easy. It should be as simple as hanging out at the local coffee shop and getting to know the regulars and people coming in and out of those offices at all times. Play bazaar 


IT Sales: Meet the People Who Know Everyone


Make friends with the local shoe repairman, Chinese delivery man, pizza or deli, postman, UPS and FedEx driver. Meet everyone so that little by little you can network in all the offices in the area. These people are in and out of these offices all the time and can often point you in the right direction for anyone who calls you to sell IT.


The bottom line for IT sales


If you really want to sell based on your guarantee and closeness, mark everything around you.

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