If you run an IT business, you know how competitive and challenging it can be to find and win new clients. You have to stand out from the crowd, showcase your expertise and value, and convince prospects to trust you with their IT needs.
One of the most effective ways to do that is to offer a free consultation to your potential clients. A free consultation is a one-on-one interaction, conversation, meeting, or interview given freely to share your thoughts and discuss possible opportunities of working together.
A free consultation can help you attract more qualified leads, establish rapport and credibility, demonstrate your skills and solutions, and close more deals. However, to make the most of your free consultation offer, you need to follow some best practices and avoid some common pitfalls.
Here are some tips on how to craft and deliver a successful free consultation for your IT business:
- Define your goals and expectations. Before you offer a free consultation, you need to have a clear idea of what you want to achieve and what you expect from the prospect. For example, do you want to generate more leads, build more relationships, or make more sales? Do you expect the prospect to have a specific problem, budget, or timeline? Having a clear goal and expectation will help you target the right prospects and prepare the right questions and solutions.
- Create a landing page and a form. To promote your free consultation offer, you need to create a landing page and a form that capture the attention and interest of your prospects. Your landing page should highlight the benefits and value of your free consultation, as well as include some social proof, such as testimonials, case studies, or awards. Your form should ask for the essential information you need to qualify and contact the prospect, such as name, email, phone number, and company name. You can also ask some optional questions to learn more about their IT needs and challenges, such as their current IT situation, their goals and expectations, and their main pain points.
- Follow up and confirm. Once you receive a form submission, you need to follow up and confirm the free consultation with the prospect. You can send an email or a phone call to thank them for their interest, verify their information, and schedule a date and time for the consultation. You can also send a reminder email or a text message a day or an hour before the consultation to ensure they show up and are ready.
- Prepare and customize. Before you conduct the free consultation, you need to prepare and customize your approach based on the information you gathered from the form and your research. You need to review the prospect's IT needs and challenges, and come up with some possible solutions and recommendations. You also need to prepare some questions to ask the prospect to learn more about their situation, goals, expectations, and objections. You should also prepare some materials to showcase your expertise and value, such as your portfolio, testimonials, or case studies.
- Deliver and follow up. During the free consultation, you need to deliver and follow up on your promise. You need to be professional, friendly, and attentive, and listen to the prospect's needs and concerns. You need to ask open-ended questions to understand their situation and challenges, and provide value and insights to help them solve their problems. You need to demonstrate your skills and solutions, and explain how you can help them achieve their goals and expectations. You also need to address any objections or questions they may have, and overcome any barriers to working with you. At the end of the consultation, you need to ask for the next step, such as sending a proposal, scheduling a demo, or signing a contract. You also need to follow up with the prospect after the consultation, and send them a thank you email, a summary of the consultation, and a clear call to action.
Offering a free consultation is a powerful way to attract and convert more clients for your IT business. By following these tips, you can create and deliver a free consultation that showcases your expertise and value, builds trust and rapport, and closes more deals.