To be successful in the IT consulting world, you need to focus on client research. Be wary of vendors asking you to explain what your business is about, instead offering a basic idea of what your computer consulting business is about, including philosophy and style so a client can figure out if his/her business will fit in with yours. If you know what is required of you before you go in to meet a client, you will be able to best help the client solve problems.
COMPUTER CONSULTING AND RESEARCHING A MEETING
It might take you 30 to 45 minutes to study up on a client prior to a meeting, but this research will put you ahead and help you close the sale, either at the initial meeting or shortly afterwards. In order for a client to agree to work with you, you have share your views and build credibility with the prospect, communicating concern for your field and their business. Research is often as easy as a search through the Google search engine.
COMPUTER CONSULTING: WHAT’S TO KNOW ABOUT CLIENTS?
To get a thorough profile of a company you may work with, you should answer the following questions:
1. What is the goal of the business?
2. What is the industry?
3. What types of services are provided?
4. How many locations are there?
5. How long has the company existed?
FINDING RECENT NEWS ABOUT A COMPUTER CONSULTING PROSPECT
You will most likely be able to unearth articles from the local newspaper about your prospect that may show up in Google, or else you will be able to find them by going to the newspaper search function online. Look for anything that gives you extra background and the competitive edge to know what the company is about before going in to make a sale.
Added By: Computer Consulting 101
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