Finding new IT support leads can be a difficult endeavor. With so many services and companies vying for the same customers, it is essential to have a sales presentation that truly sets you apart from your competition. The salesperson you have in charge of creating appointments has to have an effective strategy to be successful.
The key to gaining more proposals is complex. The first element is creating a sales presentation that shows the amazing value of the services you offer. This makes your prospects interested and curious about services and prices. Once you have gained interest, you have to explain to the potential customer how a no cost audit, that takes just 20 minutes, would allow you to create a custom proposal.
Selling the Free Audit
It is essential that you stress that when potential customers schedule a free audit to receive a custom proposal that it does not commit them in any way. Instead, it offers them the full benefit of seeing the presentation and learning about the IT support and services you provide. After all, there is no point to tell a prospect how great your services are if you don’t tell them how much they cost. Regardless of whether they decide to move forward with your services, it will allow them to make a competitive comparison. If they ever become unhappy with their existing IT provider, they will have this information on hand.
When you are able to approach the audit from this non-committal, rational point of view, it can be extremely persuasive.
Setting Up the Audit Appointment
It is important to remember to ask to set up the audit at the end of a sales presentation. This is the absolute best time to do it since the information will be fresh on the minds of your prospect -- as well as all the benefits you have to offer. Also, someone who is considering a new company for IT support will likely have their cell phone or computer nearby, allowing them to check their calendar to determine when a good time to do the audit would be.
A good way to transition to ask for the IT audit meeting is to simply ask the prospect what their calendar looks like for the next few weeks. In most cases, if you did your job right, the prospect will be willing to suggest a time and date for the audit.
In some cases, the prospect will have to verify with you how long the audit will take and what information they will need to provide. This is where you need to make sure that they know all they have to provide (such as the username and password for the server) and that you are able to complete the audit without installing any type of software on their servers. This will ensure that their existing IT provider will not realize that anyone has examined their network.
