In the computer consulting industry, you have to be very careful with vendors that ask them to tell you what exactly your company does. You should provide these vendors with a brief explanation of the methodology and mission of your computer consulting business so he/she can figure out if you will fit in with a specific business plan. Focus on proactivity by knowing what the company you might be working with is doing so you can best tell them how you can help them fulfill their needs.
RESEARCH IS ESSENTIAL TO COMPUTER CONSULTING
Be prepared to spend about 30 to 40 minutes on homework to find out about a prospect before the meeting. Researching a potential client increases the likelihood you will complete a sale quickly, either in the first meeting or just a week or so afterwards. A prospect has to believe in your credibility and knowledge in order to sign on for computer consulting services. Prospects also want you to care about their specific business problems.
Research is simple. Go to the Google search engine and type in the name or phone number of a prospect or an address and you will be able to find a great deal of information.
WHAT DO YOU NEED TO KNOW ABOUT YOUR COMPUTER CONSULTING CLIENTS?
Before your initial meeting you need to have the following information about prospects: a complete profile of what their business is about; information about their industries; the number of locations of businesses; how long the prospects have been in business.
You will probably find local newspaper articles about a client in the process of research, either in Google or the online version of the local newspaper. Look up anything that will give you background information and company details so you know what these people do before you ever set foot in their office.
Added By: Joshua Feinberg