Hey there it’s Joshua Feinberg from Technology Assessment Secrets and I’m here to talk with you today about some selling strategies, some selling strategies that you can use to sell your technology assessment offerings a lot more effectively.
Technology assessment sales strategies and in particular, three easy ways to sell the benefits of technology assessments to your perspective clients. Do you offer technology assessments to your new IT consulting clients? If not, you're really missing the boat. Why? Because simply put, technology assessments are really important part of a well thought-out step by step sequential sales process.
The small initial proving ground projects, the technology assessment, show prospects that you know your stuff and they help start real long, meaningful long term relationships with your steady high paying small business clients, small business owners and managers that help to sustain your business long term. However, technology assessment can often be in difficult sell, if you don’t know what you’re doing.
So in order to overcome resistance to prospects and resistance from prospects, why don’t you approach the sell technology assessment from a features and benefits perspective, and especially emphasized the benefits, and you need to be prepare to answer the really important question of, “Hey, why do I even need the technology assessment?” So in answering this question, usually involves making sure that you’re explaining the benefits and not just talking about features, so let’s look at the three pieces of advice that can help you stress the benefits of your technology assessments to your perspective clients.
First, you have to know what features are. Features are great, but they don’t get to the hard of why prospects buy technology assessment. Features are often loaded with all kinds of technical jargon which can be a big turn off to non-technical business owners that want to hear things and business focus terms, and what that means to them.
Features of technology assessment will include things like, “I will review your existing technology network,” and, “We will look at your existing PC configurations.” “We’ll examine your telecommunications circuits.” “We’ll critic your IT policy.” “We’ll analyze your existing data security and your data protection measures.” “We’ll tell you about some of the more common data lost risk that you’re facing,” but the problem is features will often leave prospects saying, “So what?” They don’t answer the important question, “Why do we need a technology assessment?”
Benefits however, do that. Benefits provided definitive and irrefutable answer to and this matters to me because….so first and foremost, know what features are which are good, but they’re not going to cut it, if you want to be able to sell more technology assessments.
Second, know how to present the benefits of technology assessments. Some of the benefits that you can present to your prospects include—you will be able to understand what it is that you already own. You’ll become aware of the inherent limitations of what you own. You will understand the weaknesses of your systems. You will learn about untapped potential that you could be using a lot more efficiently. You’ll be able to get strong bottom line results out of your existing IT assets and infrastructure and you’ll be able to take important steps to prevent expensive system disruptions and unplanned emergency down time. That’s the big difference between benefits and features and boy this makes a huge difference between being to close more sales for technology assessment versus having people sit there and say, “So what? Why do I need a technology assessment?” You need to be able to be very clearly articulate the benefits of your technology assessment.
And third, once you do that make sure you emphasize the benefits of technology assessments and of your collateral materials, and all your marketing materials. Once you’re clear about the benefits, make sure that you explain these , and all of your marketing activities that do you, so you can convert more qualified leads with the big emphasis on qualified into new paying costumers. A benefits list is an excellent addition to your flyers, your post cards, your emails and any other marketing collateral that you use with your prospects. But first of course, you need to know about the differences between features and benefits.
And you know in the short video, we’ve looked at three proven strategies for more effectively selling technology assessments to your perspective clients.
To learn more about how you can get the best steady high paying clients in your area onto your client lists, go sign up for proven technology assessments secrets now at TechnologyAssessmentSecrets.com. Again, the URL is TechnologyAssessmentSecrets.com.
This has been Joshua Feinberg from technologyassessmentsecrets.com. Thanks for tuning in today, and we look forward to connecting up with you again real soon. Take care now.
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