By contacting local business directories you can find out which companies might need your services. You can also use networking events to get your name out there and sell your services to other business owners.
Many consultants send out sales letters or brochures for the client's perusal and then they make follow-up calls a week later. Sometimes you will have interested responses and other times, you won't be able to get people on the phone. Be prepared and don't take it personally.
Once you've talked to the prospect and have an idea about what they need, set up a time to meet face-to-face. You should find out what their needs are prepare to overcome any hesitations they may have. In addition, remember to focus on your services and the benefits to the prospect rather than your products.
Remember to ask for the sale before you leave. Determine the cost and when the project will begin. Have your contract ready so that you can close the deal while at their office. To learn more about selling your technology assessment services, read the complete article (link above).
Submitted by Joshua Feinberg