Increasing the amount of sales from a client is probably the #1 objective of any VAR, MSP or ITSP. The question is how to do it. If you are already delivering upon all of their IT needs, then you have already succeeded. If not, read on…
The key is to change the conversation from selling stuff into helping your client to understand their IT risks and opportunities. Easier said than done! Professional IT Consultants understand exactly how to do this job. That is why they are so successful!
They study their client’s business and systems. They benchmark with their competitors. They do assessments to test their IT risks. They investigate how they can help their clients improve efficiencies and reduce costs. In essence, they advise their clients how to protect their business, streamline operations and become more competitive. It is a process.
There is a tool you can use to help you get this job done with minimal skills. You can customize it to include your expertise. It will help anyone in your company to follow the process, ask the right questions and fill in the answers. Once done, it will generate a report for you to present to your clients. You simply present the report to outline the risks and opportunities to your client. You can also present a proposal with a solution and budget to help them to reduce the risks and make them more competitive.
“Hello Mr. Client, here is a report that outlines the IT risks that you are facing and I have identified a few IT solutions that can truly help you to become more competitive. Would you like me to present a proposal and budget to fix these problems and improve your business?” Says Ms. Sales Rep.
What will be the response of the client?
It’s obvious that they will be more open in getting a proposal to fix the issues. This is the huge step into the right direction to closing a larger and more profitable sale. It is also a big step into become THE trusted business advisor of the client.
Check out a tool called Fuse Expertise. It is cloud-based and it is like having a virtual IT Consultant at your disposal 24/7. It guides you through the process step by step. It is designed for sales reps and tech staff to become more of a professional IT consultant and uncovers new sales opportunities. With smarts like this, your staff will be empowered to grow sales immediately.
Most VARs, MSPs and ITSPs ask us how they could get new clients. However, maximizing the sales of your current customer base is a prudent first step. Once you have mastered the art of maximizing your customer’s spend, then you will generate more new clients and more sales from them, at the same time.
This is a great starting point for growing the sales of any VAR, MSP or ITSP. As a subscriber to Fuse Expertise, you also get access to a self-assessment tool that you can leverage to determine the strengths and weaknesses of your business. Leverage the same tool by adding your expertise so you can build a powerful knowledgebase that will help you improve your productivity and quality of work.
You can check out this tool through a live webinar or at one of the face-to-face events. See www.vartrends.com for the upcoming calendar of events.