Technology Assessments Sales Strategies

Do you offer technology assessments to your new IT consulting clients?

If not, you're really missing the boat. Why? Simply put, technology assessments are a very important part of a well thought-out, step-by-step sales process.

These small initial proving ground projects show prospects that you know your stuff. And they help start real, long-term relationships with steady, high-paying business owners that will sustain your business long term.

However, technology assessments can be a difficult sell if you don't know what you're doing.

In order to overcome resistance from prospects, approach the sale from a features and benefits perspective, and be prepared to answer the important question, “Why do I need a technology assessment?”

Answering this question involves making sure you are explaining the benefits and not just generic features.

The following 3 pieces of advice can help you stress the benefits of technology assessments to your prospective clients.

1. Know What Features Are. Features are great, but they don’t get to the heart of why prospects buy technology assessments. Features are often loaded with technical jargon, a big turn-off to non-technical business owners that want to hear things in business-focused terms. Features of technology assessments include the following examples: “I will review your existing network;” “I will look at your PC configurations;” “I will examine your telco circuits;” “I will critique your IT policy;” “I will analyze your existing data security and data protection measures;” “I will tell you about some of the more common data loss risks.” Features will often leave your prospects saying, “So what?” They don’t answer the important question, “Why do I need a technology assessment?” Benefits provide a definitive and irrefutable answer to, "And this matters to me because?"

2. Know How to Present the Benefits of Technology Assessments. Some of the benefits you can present to your prospects include: “You’ll be able to understand what it is that you already own;” “You’ll become aware of the inherent limitations of what you own;” “You’ll understand the weaknesses in your systems;” “You’ll learn about untapped potential that you could be using more efficiently;” “You’ll be able to get stronger bottom-line benefits out of your existing IT assets;” and “You’ll be able to take steps to prevent expensive disruptions and unplanned emergency downtime.”

3. Emphasize the Benefits of Technology Assessments in Your Marketing Materials. Once you are clear about the benefits, be sure to clearly articulate these benefits in all of your marketing materials that you use to convert qualified leads into new paying customers. A benefits list is an excellent addition to fliers, postcards, e-mails and any other marketing collateral you use with your prospects. But first, you need to know the difference between “features” and “benefits.”

In this article, we discussed 3 proven strategies for more effectively selling technology assessments to your prospective clients. Learn more about how you can use technology assessments to attract great, steady, high-paying clients now at the attached link.

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