I have a very simple – yet incredibly powerful – strategy that will help you not only close more large managed services contracts or IT projects, but also eliminate bad debt and slow payers.
You ready for it? Here it is…
NEVER quote a client on the full price of a project; always give the price in monthly payments. This is particularly important when selling upgrades, installations, and other large projects to startups or companies who are desperately watching their cash-flow, or that need to invest in a large hardware refresh.
Of course, this is not a new strategy. Almost every company that sells high-ticket items such as cars, homes, timeshares, furniture, etc. know to quote the payment and NOT the end price to the client to avoid sticker shock. Plus, it’s much easier to justify the value of a $500 a month payment than a $6,000 annual contract.
I’ve been training my clients to do this for years because IT WORKS; and now that most companies are concerned about cash-flow, this is an even more important selling strategy.
Here’s another benefit for you…
When you work with a finance or leasing company, YOU get paid the full amount up front, and THEY take on the responsibility of collecting the debt. Many of my clients use Microsoft Financing (https://www.microsoftfinancing.com), but I’d love to hear from you on what companies you are using – the good, the bad and the ugly!
And if you like this tip (and want to know MORE about what’s working right now to close more IT sales) I would suggest you register for my 9-Step Marketing Secret Seminar:
For the full details: www.sellmoresolutions.com
You’ll get to see real-life examples, case studies and campaigns from other IT business owners that are driving sales and growing despite this tough economy.
As of today (January 21st) we only have 18 spots left for San Diego and 23 for D.C.
Posted via email from Robin Robin's Managed IT Services Sales Training
No comments:
Post a Comment