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Wednesday, August 02, 2006

IT Sales: Move them From Free to Fee

During your IT sales consultation, you will likely be asked to take a look at something else while you’re there. So, what do you do? You don’t want to offer free services forever, but how do you move from free to fee?

Even if looking at a server might only take a few minutes, if it takes longer you’re in hot water. You may not be able to fix it quickly and leaving it as it is could cause damage. The best advice is to stay away from PC and server configurations until you have signed a service agreement.

If you’re doing a technology assessment, make sure that you keep it basic. Only conduct very low risk exploratory work so that a prospect can’t accuse you of breaking their system. Instead of taking a look and possibly messing something up, move them from free to fee.

Learn more by reading the complete article (link above).

Submitted by Computer Consulting 101 Professional Kit