Secrets to Selling IT Services
To Serve and Develop
Just like any other service provider, you might be wondering: are there any ways to improve my results? Am I doing something wrong? Well, let's stop with the self-deprecation there and go through some tips that might help you in your service-providing ventures. Here is some advice to help you bring your sales to the next level.
The major setback that you might encounter is that people might (and most likely won't) be so knowledgeable as you. That means that they won't understand more than half things you will say about both the design and development. In its turn, it means that you have to drop the unnecessary details: it's not like they will understand what this framework does and how, and what that does not!
With all the contracts and agreements coming their way, your client will get confused even faster. So, instead of making a reeeeeally long list of things you do, keep it simple by shortening them to a 3-4 bullet list that is digestible.
Be About Value, Not Services
It is one of the basic things that you will have to understand as a sales manager. People don't want your services, or your product, they want value and results that they will get. Think of yourself picking groceries: are you picking them because you want them, or to just get rid of hunger? Right, it's just a basic need, it needs results.
When talking to a lead, or a client, you always need to make everything about them, and what they will get.
Be Clear in Organization & Responsibilities
When making a deal, you are expected to provide a document with a set of clear responsibilities from your side: what you will do, and when will you do it. There is no way around that if you want to be good at what you do and get good reviews after.
Apart from the obvious benefits for your client, a better organization will help you to always be focused on the task at hand, and never lose control of the situation. It is important to bring this advice into all areas of your life, personal too!
I never thought that I would have to say it, but really: your client is a human being. You have to treat them with respect, and try to know and understand them as a person. Every business is different because there is a different person behind them: they have special needs, beliefs, and all that little things.
Your goal must be to try and connect to your client from the very first interaction. That way, you will build trust and make them stay: most people value personal connection and are more willing to come back to a company that rather treats them like humans than clients.
Be a Storyteller
Just like I've said earlier, selling is all about the value that you will bring to the client, not about the service itself. Taking it further, it is only fair to say that it is far better to sell through storytelling, and not your regular pitches.
Tell your lead how you helped a client in the past, how you have them a tool that made their life easier, how it increased the quality of life, and how it benefitted their business.
We are designed this way — our brains like being a character in a narrative.
Offering a range of choices is always a good thing to do — it shows that you truly care about your customer, that you are all about making their life a little bit easier.
If there is such a possibility, always try to find different variants for the client and let them choose. The more choices they get, the bigger are the chances that they will work with you.
Pricing is one of the most disputed things in sales. You should be fair in your pricing, and never charge your client more than the job is worth — otherwise, you can forget about any long time relationships and trust overall.
It may be somewhat difficult to determine what is fair and what is not, but you can do a little research. Scroll through your competition, especially if they are of your level, and take notes.
The final step is to just be better. Better than yesterday. Every day, you should try your best and give your hundred twenty percent to every project, and it will pay off!
Do not cut any corners and don't seek easy ways to do your job, because the quality of your end product will show.