If you want to get more clients for your IT business, you need to be
able to effectively and persuasively overcome prospect sales
objections. In order to do this, you need to turn the tables on your
prospective clients and ask questions that make them decide on their
own that they need your help. Because after all, don't most ideas sound
better when they are "your" ideas?!?

Now in order for your sales IT strategies to be successful, you
need to convince your prospects that what you are trying to sell is
both crucial and urgent. The following 3 tips can help prospective
clients overcome their own objections and get on the road to being
great new clients for the long-haul.

1. Suggest Potential Problems to Your Prospects.
In order to get your sales IT strategy to work with potential clients,
you need to set up in their minds that there are some potential
problems with their current systems that they simply aren't aware of.
You need to ask questions that will get them thinking. “When was most
of our system infrastructure installed?” “How long ago was that and who
did the work?” “Is that person or company still maintaining the
systems?” After you ask these questions, your prospects will start to
think, “Gee, it’s been a while since we had these installed, and I
don’t even really remember who did it. No one’s been maintaining it for
at least the past six months, if not more.” They will start to realize
the need for more consistent, responsive, proactive professional
support. And of course, if you have some client case studies and
testimonial letters to support this all, don't be shy about flaunting
your credibility enhancers.

2. Ask Questions about Maintenance. The next
part of getting your clients to do the work with your sales IT strategy
is asking questions about how often their systems are maintained. These
questions will help you get a better idea of the current condition of
their computers and technology assets, while also showing prospects
that they are more disorganized than they believed and need your
expertise. You have to rattle their cage a little, get them to
second-guess their previous judgment and become a little bit
borderline-obsesses about rectifying this severe oversight on their
part. “What kind of maintenance is done and how often is it done?” “Do
you have a log showing the maintenance activities and routine support
requests?” “Do you have any support history, or do you have copies of
some support invoices or something similar?” "What kind of encryption
is being used?" "What's your automated data backup and restore plan?"
"When was the last time your firewall was tested and updated?" "If your
office was devastated tomorrow by a tornado, flash flood, or
earthquake, could your business survive? Really? How?"

3. Get An Idea of How Many IT Professionals Your Prospects Have Used.
To really get your prospects to buy what you’re selling and ease them
along the sales IT process, you need to ask about the number of people
that have been involved with their systems over the years. If they are
like most typical business owners, they have had three or five
different companies in the past several years. This means they probably
have a very messy IT environment and a much bigger blob of blurred
accountability and botched, highly-vulnerable infrastructure than they
probably even realize.