Earning the trust of a potential client is the most important first step in new business development. Instead of being focused on the sale we must be focused on the needs of the client. When it comes to sales, what separates sound IT outsourcing companies from the runner-up is whether they are broadly selling insights or simply selling a solution.
Craig Skevington, the CEO of STEADfast, talks about gaining insights and deep diving into a conversation to discover the customer’s needs and wants. Never make assumptions. It’s exciting to see people get into what they are trying to accomplish and then talk about the solution.
Asking questions, many of them, listening to the responses and understanding one’s business can be a difference-maker. The question is: do you want an IT partner or to simply buy a product? We firmly believe that having a deep understanding of your business creates a team atmosphere where we are as dedicated to your success as you are. When a problem arises (and they will) our day does not end at 5pm, our engineers will stay with you until the issue is resolved.
That’s a partnership.
IT outsourcing company
