Should You Judge IT Sales Leads By Their Cover?

When my son started playing chess he would size up his opponents by looking at how old they were or how smart they looked.

However, this proved to be a big mistake!

Should computer consultants judge their IT sales leads by how they look?


The Lesson

At chess tournaments when my son would sit down across from his appointment he would immediately start making assumptions about how good the player might be based on how old they looked etc…

Unfortunately a few times when there were players that looked younger or perhaps did not look quite that threatening, my son would get overconfident and it would cost him the victory.

Now he has learned his lesson and assumes he is playing a champion no matter what they look like when they sit across the table from him.

The Cost

Much in the same way my son jumped to conclusions about the abilities of chess players based on their looks, many computer consultants make the same mistake with prospects.

Often when computer business providers sit down with an IT sales prospect they will begin sizing them up to see if they ‘look’ like they have an interest or have enough money to pay for their services.

Of course, as we just demonstrated ‘looks’ can often be deceiving.  While occasionally your snap judgements might be spot on, that still leaves plenty of missed opportunities on the table.

Rest assured there are plenty of real life examples of computer sales people who prejudged a business prospect incorrectly and left the sale for their competitor.

The Solution

Instead of trying to read minds why not simply ask pointed questions that will give you insight into your prospects interest level in managed services along with their ability to pay for it.

Sometimes a book with the oldest beat up cover turns out the be the best read ever in your life!

About The Author:




John Black is the Marketing Director at MSP Telemarketing and has over 10 years’ experience in IT marketing for computer support providers and VARs to help them get more IT leads that turn into IT sales!