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What benefits you can give your clients that will be different from the average Joe Consultant? In this article, you'll learn some ways to differentiate yourself from your competition to increase IT Sales.  

XYZ Consulting: A Case Study

XYZ Consulting moved into a new location in a 27-story building full of high-end firms. There are a number of other such buildings within a two-minute walk. They asked me if they should play up the close proximity? 

Positively yes! They can effectively own that neighborhood. What is their unique benefit? They are right there. They can get things done better, faster, and cheaper than anyone else who is not right there. 

Sell Your Unique Benefit

Many years ago I attended a sales workshop in Arizona. It didn't take much to convince me to leave Toronto Canada in the middle of winter and go to Scottsdale. Little did I know how much that trip would change my outlook on selling.

Let me digress for a moment. Upon arrival at the hotel I was immediately impressed. A beautiful setting, first class service, lovely room, and sun, lots of warm sunshine! The next day, regrettably we were indoors for the first of three days in a meeting room, 17 of us, indoors in Scottsdale. On the breaks many of us would rush to stand outside and enjoy the sun. It was on one of these breaks we were standing at a side entrance to the hotel when a large number of very tall men approached. Now I'm not a tall person. I stand 5'7" first thing in the morning before gravity sets in. Turns out these "giants" were the San Antonio Spurs basketball team in town to play the Phoenix Suns. They were using a side entrance to avoid fans at the front of the hotel. I don't think I came up to the belly button of one of them! 

This is the one question that every Internet Marketer is seeking the answer to. If you know how to motivate people to buy, then you can increase your sales and your conversion rate. And wouldn’t that be good for your profit and your business?

So what motivates people to buy?

It is often said that you should give people what they need, because that is what they are going to buy. That may well have been the case once but sadly today society has changed and people no longer buy what they need.

Instead they buy what they want and what they crave – hence people struggling to put food on the table, but have a 42” plasma TV, satellite system and a bottle of Jack Daniels!

the garage sale! That little slice of suburbia that ties communities together, brings friends and neighbours to your doorstep, and helps your turn the cast off flotsam of bygone years into money in your pocket. These familiar scenes of summertime are a great way for people to buy the stuff they need at a fraction of the retail cost. 

Similarly, garage sales are a great way to get rid of stuff that you no longer use or need. A garage sale is a favourite of collectors, bargain hunters, and the random passer-by with an idea of seeing what there is to buy at low, low prices. Having a garage sale can be fun or stressful, useful or counter-productive, profitable or costly. 

There are many reasons for having a garage sale. Perhaps you want to sell all those unused "treasures" taking up space in your house. Perhaps it is to clean out the house prior to an imminent move. Perhaps you simply want to make a few extra dollars. Some people simply do it for an opportunity to meet the neighbours and do a little haggling. A garage sale is very useful at all these times and for all these reasons.

These are simple and effective methods to increase your sales. You may think that you know what your customer wants, but do you really? Instead of assuming that you know, why not listen to the customer and ask questions to find out what it is that they REALLY want.