Providing a technology assessment at no cost can be a great way to “get your foot in the door” at a new client site, sometimes even when they already have IT support in place. Everyone likes to get something for nothing, and offering a free report on a company’s IT infrastructure with no obligation to buy any products and services may be tempting to company owners.
If you decide to give this a go, it’s wise to stick to a few rules and principles to minimize wasted time and ensure that potential clients don’t take advantage:
Limit the scope. Decide exactly what areas you are going to focus on and stick to the plan. Concentrate on the types of issues where shortcomings can easily be found: failing backups, expired server warranties etc.
Use a template. By using a template for your reports, you will minimize the work required to complete each report. You will, essentially, be giving away time that could otherwise be billable, so you should avoid committing too much of it.
Follow up. Obviously, you’re not performing a free technology assessment just for the fun of it; the ultimate aim is to win the client’s business. So make sure you have a clear follow-up strategy in mind so you can do your best to turn these hot new leads into sales.
Have you ever offered a free technology assessment in the hope of winning a new client? Share your experiences in the Comments box below.
And to follow-through on the tips introduced in this short article, be sure to download your free copy of the special report on IT Service Contract Secrets for Getting More Repeat Clients and Recurring Service Revenue.
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