Winning Your Prospects Over and Making Them Choose Your IT Services

When you sell your IT services, you often focus on the benefits: productivity, collaboration, security. But your prospects have heard it all before. Here are the messages to focus on to differentiate yourself: boosting revenue, reducing costs and minimizing risks. Here's how.

Stuart Crawford, Consultant

December 29, 2014

3 Min Read
Winning Your Prospects Over and Making Them Choose Your IT Services

As IT guys, we all know how important information technology is for the average business; but the truth is, not all business owners think of information technology as a benefit. In fact, many business owners consider their IT systems as a hassle – always causing issues, costing a lot of money, and taking a lot of time to implement and maintain.

First things first, when it comes to selling your IT services, you’ve got to convince the prospect that your IT services can truly benefit their business. Sure, you can talk about the cloud and how it makes their employees more productive, or you can talk about VoIP systems and how it helps them collaborate more effectively; but that’s all been said over a thousand times!

So what does it all come down to? What actually sells your services? Sometimes, when you’re trying to sell your IT services, you’re thinking too far into the benefits: productivity, collaboration, security; your prospects have heard it all before, but what do business professionals really care about?  IT Services in Houston expert BJ Farmer says it is simple:

  • Boosting revenue

  • Reducing costs

  • Minimizing risks

These are your key selling points. These are the way to win your prospect over and make them choose YOUR IT services over the IT guy down the street; because let’s be honest, you’re selling extremely similar, if not the same services as him!

Now let’s talk about communicating these selling points… Before you’ve gotten to the point of making your sales pitch, you’ve got to get prospects. How do you pull in potential clients? The answer is simple: make yourself known as a leader in the IT world. Get your name out there. Share information.

You’ve got a wealth of knowledge when it comes to information technology. Go ahead, share that knowledge and make people think you’re the smartest IT guy they’ve ever known. Here’s how to do that:

  • Participate in groups on social media: Create groups, join groups, share information and answer questions that are relevant to your business.

  • Use your blog to publish articles: Write articles that people care to read, offer useful information that’s helpful to the average person who’s not tech-savvy.

  • Search for prospects: Keep searching for prospects on social media, look for decision makers and reach out to them.

Now, once you’ve got some prospects coming in and asking questions, make sure you’re ready to communicate how you can help them boost revenue, reduce costs, and minimize risks. Focus on these three selling points: what do you do that helps them achieve these goals? Explain that and don’t go into techno-overdrive. Keep it simple, and you’ll have new clients in no time!

Only 1 in 100 IT firms think marketing first, but 100 out of 100 want more leads. Ulistic is here to help managed service providers think strategically about their marketing and achieve stratospheric success. We engage with you, day after day, to provide the expert materials and advice YOUR IT firm needs. Learn more at

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About the Author(s)

Stuart Crawford

Consultant, Ulistic

Stuart Crawford is Creative Director and MSP Marketing Coach with Williamsville, NY and Burlington, ON-based Ulistic, a specialty firm focused on information technology marketing and business development. He brings a wealth of knowledge and experience pertaining to how technology business owners and IT firms can use marketing as a vehicle to obtain success.

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