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Monday 15 October 2018 22:23

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How to sell IT services



 
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AndersenSoft
New Programmer


Joined: 28 Oct 2009
Posts: 3
Location: Belarus, Minsk
How to sell IT services
In our press releases we usually write that in Andersen we develop and implement software. It is true, but only partially. We are also constantly searching for new customers and selling them our services.

And this article is about experience and skills that we have achieved in this process. In 8 points I will try to cover the most important things which can help you to convince your potential client that you are the right company to work with.

1) Be Competitive. Not only in IT

In order to be successful in selling IT services you should be more competent than a customer in the business sphere that you offer your customer to automate. It’s necessary to be interesting for the client. You should be able to generate not less than two solutions for each problem your customer has. If you are experienced in his industry (not mean in IT) and your experience is interesting for him, he will sooner or later order your services.

2) Understand and be understandable

You should establish such a communication between your and your client which will make it comfortable for your partner to cooperate with you. It’s important to use understandable terms while talking to the customer and it is also necessary to sort of develop his intelligent level. In such case a person won’t feel like a fool but will feel the nuance of euphoria that arises with the immersion in an unknown area. For example, when a person learns a first word in a foreign language he usually feels a kind of inspiration. People become full of enthusiasm and want to learn more.

3) Learn the language of your client

Before the meeting or at the first meeting you should study the psychological features of the customer. For example, for some people it is better if new information is presented in numbers as they rely on them and understand them better, thus your presentation should consist of various tables and diagrams done in Excel format. Another type of people perceive new information when it is visualized . In this case the best decision is to use a Power Point presentation with metaphorical images that would symbolize nodes of the system. In any case you need to adapt your material for the customer; it means to understand his way of thinking, and talk to him on his language. Otherwise it will look like a conversation between a deaf and a blind.

4) Be honest

In my opinion it is important to be frank and open. If you couldn’t express your mind honestly about something (as for IT it can be a question of quality), you better change the topic and speak about something more suitable for an honest conversation. Be sure, your interlocutor feels whether you doubt something you are talking about or or speak honestly.

Sometimes it will be a good idea to impress a client with WoW effect. Usually the same projects are sold by not less then two or even three companies except your company. For most of them to take part in the presales is a routine. And when you propose to your potential client to work out a small prototype of his system will impress him a lot. Your proposal becomes the most interesting among other unvaried featureless business proposals. The customer will be intrigued.

5) “you are absolutely right”

It is important to avoid contradiction by all means . My first boss began his study of English by learning the phrase: «You are absolutely right». Actually, this is a common phrase that means nothing but the main idea is usually in the second part of the sentence which starts after the word «but». For example, “You absolutely right setting up such demands, BUT the cost of the project haven’t included this”. After this phrase the area for maneuvers is free. After the phrase «the cost of project hadn’t been implied your supplementary demand» you are likely to find yourself in a conflict situation.

6) Be ALWAYS well prepared

It is important during the presentation to notice when a customer became tired. For example, if you see that your client shifted his look from the flip-chart and began to look around for no reason, that means that your client might be bored. If he starts doing something else, he is not interested in your speech. I remember one presentation when one of the participants of the meeting fell asleep and even was snoring. In this case your situation is not a good one. You need either to change the style presenting the information , or start presenting it with more energy , talk more metaphorically, or even try to involve someone in a dialogue. If nothing helps then you should have been better prepared

You should give a customer a feeling of importance. By managing the money (even the corporate money), he becomes a man with money. And people with money demand respectful attitude , They want that their status was understood . How could you make them feel their own significance? A good way is to behave obsequiously. An ability to be obsequious without much efforts is a great gift.

7) Tense forms can also make a difference

Although you may not agree with me. During a presentation it is important to use verbs in the present tense. For example: "the system menu loads" "the installer starts”. Even if you do not have any system menu, nor the installer. This is correct in a sense that the customer tries on a situation where he begins to "engage" with you. And if he starts repeating after you: "We load", "We install", this means that he has just chosen you as a business partner.

Cool Do not over praise yourself!

When you advertise a product it is desirable not to over use superlative forms. It means that you should not use such words as “the best product, good product, super product” too often. Sometimes it is even useful to mention some small disadvantages of the product. For example: “Our program is good, but there is a problem of placing your employees who become useless after implementation”. Usually this kind of problem is called a pleasant bustle. I am sure the customer will be happy to solve it.

And what about your secrets of success?
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http://www.andersensoft.com

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CamillaStephen
New Programmer


Joined: 12 Jan 2009
Posts: 24
Simply use a shopping cart on your website to add e-commerce to it. There are several options available and you can use any copy-paste shopping cart. I have used in the past with no issues. E-junkie provides with a copy-paste shopping cart which you can paste in your site and your buyers can pay you using PayPal, Google Checkout (both of these work with credit card too)
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iPhone applications

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AndersenSoft
New Programmer


Joined: 28 Oct 2009
Posts: 3
Location: Belarus, Minsk
Can you tell some more about use of a shopping cart in such purpose?
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http://www.andersensoft.com

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phpdeveloper
New Programmer


Joined: 07 Sep 2010
Posts: 3
Location: India
CamillaStephen wrote:
Simply use a shopping cart on your website to add e-commerce to it. There are several options available and you can use any copy-paste shopping cart. I have used in the past with no issues. E-junkie provides with a copy-paste shopping cart which you can paste in your site and your buyers can pay you using PayPal, Google Checkout (both of these work with credit card too)


Please read carefully what actually post is saying before posting your comment. What the hell you right here. Can you explain how shopping cart use to sell IT service.

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chrisxboyle
New Programmer


Joined: 03 Nov 2010
Posts: 11
you can use the forum marketplace - services section, there you can post the services you can offer or even look for those who needs assistance
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Live help Software | Free Office Messenger and Organizer

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sabanmaklayin
New Programmer


Joined: 09 Nov 2010
Posts: 9
Really great information about IT service, nice helpful for all, i think these are the best tip for IT service, great work.
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social bookmarking service | article submission services

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