Outsourced IT Support: Have All Objections Covered Prior To Sales Calls

Practicing your reasoned arguments and responses to objections raised by your potential customers is something that you should take the time to do. You’ll need to practice and have those counter arguments well prepared because small business owners are deeply in touch with their businesses and are often entrenched in their ways.

They are unclear of how outsourced IT support can be a solution to many of the issues that they face within their organizations. It’s your job to demonstrate these benefits. Here are nine of the most common things that come up, so that you can get yourself prepared:

1. Reducing overheads – Depending on the services that you offer, this could include office space, electricity consumption, and hardware. Know their business setup and illustrate savings each small business could gain.

2. Reducing fixed costs – A big benefit for most organizations is that they will not need to employ specialized IT support staff. Therefore, they will make big savings on items such as salaries, wages, and bonuses. You can illustrate this even with sample figures.
   
   

3. 24/7 IT support – You’ll need to iterate that your business structure provides for 24/7 professional IT support 365 days of the year!

4. Expertise at their fingertips – They’ll get unparalleled access to specialized technicians, which they would be unlikely to have within a small in-house IT department.

5. Focusing on business goals – IT support is not generally something that aligns with a business’s goals. It can be a significant drain on resources that could be better utilized elsewhere.

6. Reduction in training costs – It can be expensive to keep your in-house team trained and up to speed with changes in technology. Not something to worry about with outsourced IT support.

7. One vendor, less hassle – Hopefully, you are able to provide all of the services needed by your potential clients. If you’re not able to, carry out the coordination between vendors, so that the strain is taken away from the client.

8. How can they trust you – IT is the backbone of many small businesses and they are terrified of handing this type of support over into the unknown. To assuage these fears, have testimonials from current clients, provide the opportunity for your clients to talk to each other, and suggest a taster service to start with, so that they can get to know you better.

9. Meeting their needs – There’s a concern that with outsourced IT support, the person providing the support has no stake in the client’s business or their marketplace. You need to assure potential clients that this is not the case. Show them case studies of your other work in the same sector and demonstrate your credentials as a virtual CIO.

It’s important to be able to illustrate how your solution will benefit the client organization. And it is just as important to be able to answer these types of question there and then. That’s why you need to research and know the answers in advance. As you do more sales calls, you’ll become keenly aware of the main objections raised in your marketplace and you’ll be able to tailor your calls to counter the objections before they are even raised!

What sort of objections have you had to deal with when selling outsourced IT support? Share your experiences with us in the Comments section.

And to follow-through on the tips introduced in this short article, be sure to download your free copy of the special report on 7 IT Sales Secrets for Attracting High-Lifetime-Value Clients.

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