Prospecting for business

Here's the delimma...we all want to expand our client base and let companies know we exist to help them but IT managers are extremely busy and don't usually have the time to sit and listen to a sales person explain their company to them.

When we call we should understand that our prospects are busy and have probably heard every sales pitch in the world. Our pitch should be short and to the point; we have people or solutions that could probably benefit them. We may have the cheapest rates in town or we may have the most experienced people to work on their systems, whatever it is remember - they don't care about you, they only care about themselves.
Remember that and be prepared with the proper answers to any questions they ask.

A New Year, same old problems

With the turn of the calendar we have swept into 2008 but the same old issue came along with us from 2007; a shortage of good qualified IT Professionals. Many companies I have talked with tell me they continue to look for experienced people to help them with projects that haven't been completed or with new projects.

The economy has slowed but the pressure on IT hasn't. It seems as though they are being asked to do more with fewer resources. So, hiring of full time people is down but since the work still has to be done the need for contract labor has increased.