How do you sell your IT service contract program? - ProProfs Discuss
Topics
Products
Follow Us:

How do you sell your IT service contract program?



A. Run ads advertising monthly prices and included services in local newspapers
B. Send postcards out to local small business owners advertising monthly prices and included services
C. Sell exclusively to new customers who ve already experienced our firm s value proposition first hand
D. Drive pay per click (PPC) advertising traffic to the home page of our Web site, which lists monthly prices and included services
Asked by COLE, Last updated: Aug 06, 2020

+ Answer
Request

1 Answer

John Smith

John Smith

Answered Sep 09, 2016

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?
 

Search for Google images
Select a recommended image
Upload from your computer
Search for Google images
Select a recommended image
Upload from your computer
Search for Google images
Select a recommended image
Upload from your computer

Email Sent
We have sent an email to your address "" with instructions to reset your password.