New computer consultants often make the mistake of allowing a sales call to become an extended mooching session. The prospect will ask endless questions and the sales call never leads to a new client. Avoid these by knowing which prospects to focus your time on.
Types of Prospects
You need to know what type of people you are looking to meet at networking events. You should be able to size up a person in the first 60 seconds. Asking these four questions will help you quickly decide whether or not you're talking to a prospect: What do you do? What's your company like? Do you use and have computers? How many computers do you have? Don't necessarily ask these questions, but the answers to these are what you're looking to get to find out whether they are a prospect.
Client Acquisition Business
When you first begin your IT consulting firm, you are primarily in the client acquisition business. Your first goal is to find clients with whom you can work who will be willing to pay for your services and refer others to you.
Learn more about avoiding freebie mooching sessions in the full article (link above).
Blogged by Joshua Feinberg