Or, don’t sell the steak, sell the sizzle!
Many computer consultants are trained to sell managed services through a cost analysis, aka ‘the steak’. Many times this is a good approach but consider adding a new technique to your sales ‘bag of tricks’.
Why not also sell the ‘sizzle’ of the steak and the aroma, and make the prospect’s mouth start to salivate. If you can get your prospect to begin to visualize the benefits of managed services then you are much closer to selling them on your computer consultant marketing contract.
What do you want them to visualize and how do you get them to visualize it?
As addressed in a previous blog we want to get the IT Liaison to visualize all the specific task that they will no longer have to perform; because your managed services model will be taking care of that from now on. On top of that you want to get the IT Liaison to visualize what he/she will be able to do instead of all the other task that they used to be bogged down with. You can get them to visualize by asking questions, here are some question to get you started:
- Have they been so busy that they normally don’t get to take lunch? Wouldn’t it be nice to get out of the office more often to enjoy a nice restaurant?
- Have there been any project’s that they wanted to research that could help the company save money by lowering cost? Like setting up a virtual work force for some workers to telecommute thereby shrinking office space needs, lower workers transportation cost and day care cost.
- If it’s someone involved with technology then are there some projects they could develop like getting the salesmen set up to do remote meetings and taking a closer look at any cost cutting measures etc…
- If the person you’re meeting with is over HR then have they been able to do all their performance reviews and could they spend more time helping improve employee morale/training.
- One easy question to get this whole process started is to simply ask if they there are some ways the business could be improved or if they are planning on any growth!
Bottom line, you have to get your prospect thinking about the coming change and realize that having less unproductive, unprofitable task and more profitable tasks is a no brainier! Once you can get them to visualize this for themselves then your will have a much easier job selling managed services and you can start taking your computer consultant marketing efforts to the next level.
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and var marketing to help them get more IT sales