Seeking Business for IT Companies
IT companies often have a difficult time building their business. This often seems to be down to having a much deeper appreciation for their technology than understanding the need to communicate with their clients and build business relationships. Our tips will help you build your IT business.
Start with some Market ResearchIf you need to find suitable customers for your business, start by deciding what kind of clients you are looking for. Once you have a profile of your ideal client type, design a simple five-minute survey with the questions you want to explore and build a list of prospects. You can find out more about using market research to build your business on the SeekingBusiness site.
Explain the Benefits of What you DoYou may have a great product, but your client probably isn’t as fascinated by how it works on a technical level as you might be. Try and put yourself in their place and communicate the benefits using your company will bring to their company. In the broadest terms, your clients will be looking for solutions that help them cut their costs or build their own business. Frame the benefits round these areas and you are half way there.
Invest in your MarketingIf this is an area where you lack in-house skills then look at bringing in a consultant or freelancer to help you get the benefits of your products and services across to your clients in a professional way. You might also want to consider coaching on presentations and making pitches for business.
Don’t Bamboozle your ClientsIf your client isn’t an IT specialist don’t overload them with technical specifications and jargon. Not only will they not understand you, they may not want to ask what you are talking about in case you make them feel stupid. Try to convey your enthusiasm in terms that are straightforward.
Your client will want to be sure that you know every tiny detail of your product or service in the most exacting detail, but will probably be less than riveted should you choose to explain it. Not realising this has cost IT companies a lot of sales.