Sell exclusively to new customers who ve already experienced our firm s value proposition first hand-most owners of computer consulting businesses, vars, network integrators, it solution providers, msps, system builders, and computer repair businesses make their sales cycle unnecessarily long because they only try to close sales on large ticket purchase commitments.
if youve ever heard marketing professionals refer to a front-end sale vs. a back-end sale, where you have a small initial purchase that opens the door to a much more substantial purchase, youre on the right track.
if not, just understand that its much easier to get a small business owner to commit to a small, initial proving ground project than it is to get the same small business owner to commit to a $12,000 per year it service contract (or the local currency equivalent).
however once your firm has done a great job on the initial proving ground project, youll find a much more receptive decision maker open to discussing your big question of, gee, have you given much thought to how youd like all this supported on an ongoing basis?
