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Sales calls are an art form. Many new IT Consultants have never had to sell anything before. For the uninitiated, sales calls are intimidating. By gaining the right perspective about a sales call and understanding the possible outcomes, you are on your way to becoming a sales call expert.
The number one trick to sales calls: Don't Sell.
When you are on a sales call the trick is to guide the client's decision. You ask them questions that almost seduce them into hiring you. This is an entirely different dynamic than when you are pushing them during the sales call. An effective sales call has the client pushing you to take them on.
With every sales call you will have one of four outcomes (2 good, 2 bad) as follows:
Client needs emergency service: many sales calls end this way. There is something that is broken that needs to be fixed. You fix it right away and that proves to the client you know what you are doing, you're likable, and you're trustworthy. You end up with a couple of hundred dollars in revenue which proves to you this client is willing to pay for the services.
Client is receptive to your audit or IT needs assessment: Here the sales call ends with a contract for further work.
Client is just picking your brains - this sales call is free advice in disguise. These people have typically never had professional IT service and they aren't about to pay for it. Be on the look out for these sales calls and cut them loose.
Client is shopping prices: this sales call is a solicitation for bids. They aren't really interested in your services, they just want to know what it might cost them to do what they need to do.
Bottom Line on Sales Calls
Sales calls are part of business. Some will end well, others will be a waste of time. The important things to remember are (1) do not involve yourself in hard selling; let the client come to you, and (2) be on the lookout for the type of sales call you are on. Use this information to determine your next steps and how long you stick around.
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