Skip to main content
SolarWinds MSP
  • Login
  • Support
      SolarWinds MSP
      • Products
        • SolarWinds RMM The RMM platform that grows with you. You can be up and running quickly.
        • SolarWinds Backup Leverage on-site and off-site storage to quickly recover from a disaster.
        • SolarWinds Mail Assure Robust spam and malware protection, including zero-hour detection.
        • MSP Manager Manage your IT business effectively with a system that minimizes the overhead.
        • SolarWinds Risk Intelligence Put a financial value on your IT risk profile.
        • MSP Anywhere Get quick, efficient remote access tools that let you get the job done fast.
      • Solutions

        I'm looking to...

        I'm looking for...

        • Manage my MSP Business More Efficiently
        • Manage my IT Department More Efficiently
        • Layered Security
        • Data-Driven Insights
        • Cross-Platform Support
      • Resources

        Webinars & Events

        Resource Center

        • Ask the N-Central Experts
        • Backup Foundations Training
        • RMM Foundations Training
        • Upcoming Events
        • Upcoming Webinars
        • Case Studies
        • eBooks
        • White Papers
        • SolarWinds MSP Free Tools
        • GDPR Resource Center
        • Security Center
      • About
        • Contact
        • Worldwide sales and support
        • Careers
        • Awards and Recognition
        • Get A Quote
        • Newsroom
          • Press Releases
          • In The News
          • Media Contacts
        • Leadership Team
        • Legal
          • Cookie Policy
          • Privacy Policy
          • SolarWinds MSP UK Software Services Agreement
          • Terms of Use
          • Backup Fair Use Policy
          • GDPR
        • Security
      • Blog
      • Contact Sales
        • Get A Quote
        • General Inquiry
      • TRY NOW
        • SolarWinds RMM
        • SolarWinds Backup
        • MSP Manager
        • SolarWinds Mail Assure
        • SolarWinds Risk Intelligence
        • MSP Anywhere
      Filter Blogs
      • Filter by:
      • MSP Business
        • Backup & Disaster Recovery
        • Best Practices
        • Business
        • Business Growth
        • Business Risk
        • Cloud Computing
        • Customer Service
        • Cybersecurity
        • Data
        • GDPR
        • Internet of Things
        • IT Support
        • ITSM
        • LOGICcards
        • Machine Learning
        • Mail
        • Managed Services
        • Marketing
        • Mobile
        • Networking
        • Operations
        • Podcast
        • Product
        • PSA
        • Remote Management
        • Research & Trends
        • Risk Intelligence
        • Security
        • Security Vlog
        • Service Desk
        • Services & Support
        • Tips & Advice
        • Training
      Home Blog MSP Business Sales Techniques for Non-Salesmen
      MSP Business

      Sales Techniques for Non-Salesmen

      By Scott Calonico
      31 May, 2012

      salesman with welcome mat Techies can be successful when marketing their products.

      The only difference between a failed startup and Google is that Google was able to transform technical innovations into a business plan that works.

       

      For IT support, technical professionals are being handed the keys to one of the most important assets that a business holds: their IT infrastructure.

      For this reason, IT support professionals will want to do whatever possible to convince their prospective clients that they are trustworthy and competent.

      Give Free Consultation

      One of the best ways to generate business for an IT support company is to offer things for free. Of course, free graphicIT support professionals are in business to make money. But customers will love that they can try your services for free before committing to a long-term contract. One thing to offer for free is an initial diagnosis of a problem that the company is facing. The IT support professionals can then provide a solution for an affordable price.

      Offer Free Software

      Another effective strategy for promoting an IT support company is to offer a free software program or application that can solve a problem that the company is currently facing. Providing something for free will help the client remember the IT support company and will also create a sense of reciprocity.

      Use Newsletters and Social Media

      IT support professionals often amass a great deal of knowledge that can be of use to other people. This knowledgebase can be useful when staying in touch with clients. IT support professionals should always ask current and prospective clients if they want to sign up for a newsletter. Newsletters serve similar purposes as free software and will also help the IT company position itself as a thought leader. Asking clients to get in touch through social media such as Facebook or Twitter account is also effective.

      Specialize in One Area

      As an IT support company begins to expand its business, it might feel that it needs to expand the number of services that it offers. While this is sometimes a good idea, specialization is usually a more effective marketing strategy than being a generalist. It is much more effective to specialize in one area and focus marketing efforts toward convincing clients that the IT support company is the best solution for that particular problem.

      For example, an IT support company might want to present themselves as the best security monitoring company in the area.

      Contact Prospective Clients Early On

      The best time to reach a company through IT marketing efforts is before they realize that they need IT support. Then, the IT support company will be the first impression for their prospective client when it comes time to hire an IT support professional.

      Small businesses do not always realize that they need an IT infrastructure to make their workflow more efficient.

      Use a Case Study

      There are many marketing strategies that are effective at winning over customers. One type of marketing material that technical support specialists see a lot of success with is that of a case study. Case studies are essentially stories that a company tells about a problem that they solved.

      You Don't Have to be a Salesman to Sell

      By just trying one, two or a combination of the above sales techniques you can help conquer your fear of selling and, at the same time, grow your customer base and become a thought leader in your field. What have you got to lose? 

      You might also like...

      MSP Business

      Selling to Line of Business Managers

      MSP Business

      Why Integration Is a Critical Component of MSP Growth

      MSP Business

      5 Best Practices for Adding Business with Existing Customers

      MSP Business

      MSP Customer Retention: 6 Tips for QBRs

      MSP Business

      Six big reasons you should give your technicians sales training

      MSP Business

      Direct mail: still a powerful marketing tool for MSPs

      Recent Posts

      • How to Manage Your Sales Team
      • Password Security: Central to GDPR Readiness
      • 10 Steps to Cybersecurity—Why Practicing Good Cyberhygiene Is Critical
      • The Blurring Line Between MSP and MSSP 
      • Managing reporting to build customer confidence
      • More Results

      Categories:

      • Business Growth (374)
      • Tips & Advice (341)
      • Managed Services (296)
      • Best Practices (251)
      • Cybersecurity (217)
      • Business (204)
      • Security (195)
      • IT Support (96)
      • Backup & Disaster Recovery (87)
      • Data (69)
      • ITSM (67)
      • Cloud Computing (54)
      • Product (47)
      • Mail (38)
      • Marketing (37)
      • Risk Intelligence (32)
      • Customer Service (29)
      • Remote Management (22)
      • Networking (22)
      • Service Desk (16)
      • Services & Support (16)
      • GDPR (13)
      • Research & Trends (13)
      • Business Risk (12)
      • PSA (10)
      • Internet of Things (10)
      • Mobile (9)
      • Operations (7)
      • Training (6)
      • LOGICcards (4)
      • Machine Learning (3)
      Show moreless
      SolarWinds MSP

      Products

      • SolarWinds RMM
      • SolarWinds N-central
      • SolarWinds Backup
      • MSP Manager
      • SolarWinds Mail Assure
      • SolarWinds Risk Intelligence
      • MSP Anywhere

      Solutions

      • How We Help MSPs
      • How We Help IT Departments
      • Layered Security
      • Cross-Platform Support
      • Data-Driven Insights

      About

      • About Us
      • Careers
      • Newsroom
      • Leadership Team
      • Upcoming Events
      • Privacy
      • Legal
      • Security
      • Subscription Preferences

      Support

      • SolarWinds RMM
      • Solarwinds N-central
      • SolarWinds Backup
      • SolarWinds Mail Assure
      • MSP Manager
      • Solarwinds Risk Intelligence
      • MSP Anywhere
      • MSP Mail
      • MSP Anywhere Downloads
      • Backup & Recovery Downloads
      • Sitemap
      • Service Status