How to Sell a Managed IT Service

Selling IT services is unlike selling any other product. Often, companies are unsure of their IT needs, and this can lead to a variety of problems when attempting to negotiate and sell products. However, there are several important concepts to remember and apply when selling managed IT services.

• Target medium to large companies. Small companies are unlikely to have enough demand for IT services to pay for IT management services. Ideally, you will want to target companies that are engaged in technology intensive sectors or that have a large number of customers. These are the firms that will have the greatest demand for your services. 


• Communicate with the decision makers in companies. It is critical to communicate with the decision makers in the company. It will be easy to find individuals that will have an opinion about the IT practices of a company. However, most of these individuals will be unable to make the decision to purchase your IT management services. 


• Emphasize the benefits of your products. You will want to target this discussion towards the particular needs of the company. Companies will be more likely to purchase products that directly address a particular need. Emphasize your experience with the particular situation of the company. Discuss previous clients, and how your services benefited their bottom line. 


• Do not over sell your products. It is important for a salesperson to not appear overly pushy. This will make the potential client start to view you with distrust. Rather, address their needs, and how your company can provide economical solutions for specific problems.