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Tuesday, January 08, 2008

IT Sales and Relationships

If you want to create real relationships, you need to establish them with the IT sales process. Your ability to sell your IT services is not about the size of your customer list or revenue; it’s about long-term relationships you build with customers and clients as part of the IT sales process.

You need to keep in mind that the lifetime value of your clients could be in the six-figure range, so you need to really invest in relationships with them.

Manage Customer Expectations

If you are in charge of IT sales at the start of your business, you won’t have to worry that your salesperson will change regularly, causing you to start over again each time you meet with a prospect or customer. With IT sales, the amount of effort required is often underestimated by consultants. If you are not mindful and don’t manage expectations from the beginning, building a personal relationship with your prospects and customers, you will find yourself struggling later.

Train Your Own IT Sales Staff

Most consultants get really involved in generating leads and closing sales in the beginning stages of their businesses. When you establish a routine and have five or ten really good clients that are giving you $5,000 to $15,000 per month in IT services, you may want to think about having someone help you with IT sales. Don’t delegate it until you are sure you have steady, solid clients that will sustain your business.

Added By: Computer Consulting Kit