Post on 15-May-2015
description
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IT Sales Strategies:
Closing Sales or
Contracts with
Potential Clients Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com Source: iStockphoto
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While Qualified
Leads are
Pretty Valuable,
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Closing Sales
and Contracts
with New Potential
Clients is Even
More Valuable
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How Do I Close
a Sale or
a Contract
with a Potential
Customer?
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Differentiate
Between Closing
a Sale vs. Closing
a Contract
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Relationships
and Credibility
Need to be
Established
with Customers
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Before You Can
Make Repeat Sales
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And then Ultimately
Transition those
Relationships into
Long-term Support
Contracts
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Don’t Propose
“Marriage” on
Your “First Date”
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While This
Approach May
Seem Relatively
Harmless at First,
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It Can Have
Several Negative
Consequences:
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• It Lets
Prospective
Customers Know
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That You Care
More About Your
Own Immediate
Financial Interests
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Than the Long-
term Relationship
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• It Lengthens the
Sales Cycle
Unnecessarily
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Because of the
Risk Perception
on the Part
of the Prospective
Customers
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• You May
Inadvertently
Commit
Your Company
to Toxic,
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Distracting,
Money-losing
Relationships
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How Do You Know
That You Actually
Want these
Customers’ Long-
term Business?
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Seven IT Sales
Strategies
That Close Sales
and Ultimately
Contracts Faster
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To Shorten the
Sales Cycle for
Your IT Business
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And Establish
Healthy Customer
or Client
Relationships,
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Consider the
Following Best
Practices:
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1. Use Highly
Targeted
Marketing
Activities and
Lead Generation
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2. Develop Efficient
and Consistent
Lead
Qualification
Criteria
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3. Focus on Selling
a Small, Initial,
Low-risk,
Proving-ground
Project
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4. Bring an
Engagement
Letter with You
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5. Present
Testimonial
Letters, Videos,
and
Case Studies
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7. Offer to Apply
the Cost of the
Proving-ground
Project
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In this Post,
We Looked at
How to Distinguish
Between Closing
a Sale vs.
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Selling a Contract,
Why You Need
to Pace Yourself,
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And Seven
Strategies that
Close Sales Faster
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Which IT Sales
Strategies Have
You Found to be
Most Effective
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at (a) Converting
Leads to
Customers,
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And (b) Converting
New Customers to
Contracts?
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Please Share
Your Tales
From the Field
in the Comments
Section Below
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Recommended Reading:
Seven IT Sales Secrets
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