IT Administrator

Likes

Uptime, security, control, documentation

Dislikes

Vendor lock-in, black box

Recommended sales approaches

• The BAB Before-After-Bridge: where they are, where they could be, how.
• The Badge Award or certification badge.
• The Bundle Bundle for perceived value and higher ticket.
• The Coffee Quick coffee meeting; casual.
• The Free Sample Offer something free (sample, trial, audit) to lower guard and demonstrate value.
• The Loss Leader One item at a loss to win the relationship.
• The Member Price Members get a special price.
• The Monthly Low monthly; easy to start.
• The Onboarding Great onboarding as part of the sale.
• The Soft Sell Low pressure; inform and invite.
• The Visual One strong image or diagram that sells.