IT Sales: What Is Your Unique Offering?

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IT Sales: What Is Your Unique Offering?

In this article we will show you how to increase your IT sales by differentiating yourself from the average IT consultant, work out what unique offering does your company provide?

 

What are the benefits that you can offer the customer that the competitors cannot?

 

In this case study, you’ll see how a company can play up their unique benefit of a convenient location to increase IT sales.

 

ABC Consulting: A Case Study

 

ABC Consulting Ltd. relocated into a 20-story building full of high-end firms. There were a number of other such buildings within a two-minute walk. They asked me if they should use their close proximity to their neighbours as a selling point.

 

Absolutely! They are right there, they can get things done faster cheaper and better than anyone else who is not there

 

Selling Your Unique Benefit

 

Sell service contracts with a response time guarantee. You can afford to make bold promises like you’ll be onsite within 60 minutes of an emergency during regular business hours when you’re already there! You can even back that up by offering something like £100 off your bill that month if you’re even a minute late.

 

IT Sales Case Study: How to Identify These Businesses

 

How should ABC identify these local businesses that may need their services? Do a survey. Send out mail shots to every owner or CEO in the building and in the neighbouring buildings. You could even bribe them with a gift certificate for a dozen donuts if they return the survey.

 

This survey is just a response vehicle, you will not only be finding out those who are marginally interested, but they will also be telling you what they need.

 

The survey should contain only basic questions like:

  • How many employees so you have?
  • How do you get your IT support today?
  • What do you like and dislike about it?
  • How many PCs do you have?
  • What’s your number one business challenge today?
  • What’s your number one IT challenge?

 

It Department

 

It will be as though your customers have their very own IT department without costing them the overheads. If you have enough clients in that area and with your staff is located right there, there won’t be any travel time involved. No parking problems or traffic jams.  Staff utilization rates should easily increase by 10 to 30 percent.

 

The Bottom Line about IT Sales: If you really want to sell based on your guarantee and your proximity, brand everything around it. i.e. “Your LOCAL IT Company”

An uncomplicated survey like this should prompt a very good response rate and canvassing them should be simple. It could be as easy as visiting the local coffee shop and getting to know the regulars and the people that work in those offices all the time. If they are not the people you need to speak to for IT sales, they will often know the right people and point you in the right direction. Get to know everyone so you can gradually network yourself into all the offices in the area.

 

It will be as though your customers have their very own IT department without costing them the overheads.  With enough clients in that area and your staff  located right there,  there won’t be any travel time involved, no parking problems or traffic jams. Staff utilization rates should easily increase by 10 to 30 percent.

 

The Bottom Line about IT Sales: If you really want to sell based on your guarantee and your proximity, brand everything around it. i.e. “Your LOCAL IT Company”

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