MSP Business
Sales Techniques for Non-Salesmen
31 May, 2012
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, 
IT 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?Â
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