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.
