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Tuesday, August 29, 2006

Tips for Solution Providers: Closing the Sale

As a solution provider for small businesses and others, the best way to keep clients is to fully comprehend the business problem and be prepared with a solution. While the hardest part is figuring out the intricacies of what a CTO needs within a company, this process is important for you as solution providers and allows for easier problem-solving and tailor-made solutions.

You need to research the problem of each business and know the finer points so you can start a meaningful conversation that isn’t just a standard speech you give to all clients. Ask yourself how the business you are working with as a solution provider can improve its efficiency.

Time is critical for solution providers. If you are a solution provider, you need to remember that time is important to you and your business, but also to your clients and their businesses. You need to be able to quickly express interest in your clients’ problems and offer a good solution even faster to grab their attention. If you do your homework before the initial meeting with a prospect, you will be poised and ready to respond to whatever is thrown your way.

Experts and companies that work with solution providers agree that they need to work with a solution provider that truly understands their problems and pains. Typically business people are so busy that they respond best to someone that offers a lot of information succinctly.

Managed services are most interesting to end users if service providers can offer an impressive case about how efficient and what a great value they are. Many clients will buy into an entire system analysis and even software or hardware upgrades if presented with a good first assessment by solution providers. Many businesses just want an expert to tell them what they need and provide it. Solution providers act as virtual CEOs for companies of all sizes. Even larger businesses with a lot of IT staff members find themselves turning to solution providers for second opinions or to handle some of the more complex and sophisticated technology needs their company has.

Blogged By: Computer Consulting 101