| Topic : Selling High End IT Services |
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IT Sales and Business Development |
IT Sales in U.S |
IT Security and IT Governance
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Activity:
Question posted: 05 11 2009 06:52:16 +0000,
4 answers, 296 views, last activity
07 06 2010 20:18:08 +0000
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How would you position your pitch for a new concept in technology, if you were selling, say, a mobile phone in 1980? If people, and your target audience has been fed a lot on existing technologies, and they seem to be the only way to go, how would you come out with a pitch to be used for something radically different?
How do you shift orbits of thoughts in customer's mind? You know the needs, and thus you have come out with a new technology to address the unaddressed gaps.
Honesty is best policy. Always deliver what you have committed, client is always ready to spend more for excellent quality on time. Take responsibility and deliver what is promised. Always give maximum space to your client. They will stand with you in any case, if you are true and honest. It is easier to get the projects but more difficult to deliver the expected results, if you have that caliber then only accept the projects. I do not believe in short term relationship.
The main thing in our mind should be to make them realise that they really need that product in this current period. This is the latest technology and better than its present version. They will be befitted a lot of these. For this, via promotion, target those audiences who have little knowledge on this product. From there, other people surrounding them can be targeted. People normally prefer to buy what they need so its better if we make them realise that they will be needing this technology very soon in the near future
Here's what I think about selling of concepts - people/organizations may or may not buy things that they want however people/organizations would definitely buy things that they need. Hence the key in selling process is to clearly discern what are the wants and what are the needs. This would lead you to position your concept so that there is a definite match with needs. That way the probability of your concept flying well increases by leaps.
Target your audiance who really needs new idea & innovation in the products It’s all about marketing Get an email contact or something. Send regular updates. Eventually they will buy something. Don’t spam though. Turns people off. And if emails keep bouncing, it may be an abandoned account. Don’t waste your time.
Give a call to action. Do not let them just read the advertisement and move on It’s all about building up a relationship with existing customer & new customer.
And one more thing Learn to face rejection.
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