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[T273]The Best Foot Ball
by Joshua Feinberg, Jos

IT Sales: Do Your Homework

Before you even arrive at your first IT sales call with a client, make sure you've done your homework. If the prospective client is worth you going out of your way to drive there and spend a half hour or hour or more and then meeting with them for another hour or two, then it's certainly worth your time to spend 10 or 15 minutes researching their business.

Even more importantly, before you get to that level, properly qualify your prospect. This way you'll know whether you're spending your time wisely. Make sure you ask the right questions about size, platform and industry.

IT Sales: Sell Services, Not Products

Do some background research on this prospect ahead of time and start managing their expectations immediately. Make sure that they know that you sell your expertise and solutions and you're not there to sell them a computer. It's really, really hard to build a highly successful, profitable business if you're not focusing on selling the services first and foremost.

If you want to sell white boxes, notebooks, web licenses or peripherals, that's fine, but certainly don't lead with that. Make sure that they know that you're primarily in the services business. Otherwise that prospect may not understand where you're coming from and might decide to look around and price-shop.

Choose Your Clients

Make sure that they know that you're a service provider from the beginning of that relationship. You should be looking to interview them as much as they're interviewing you. Be choosy and find a client you'll enjoy partnering with for the long term.

Copyright MMI-MMVI, Small Biz Tech Talk. All Worldwide Rights Reserved.


Every week, editors and book agents, receive many first-time authors' manuscripts for review purposes. Some authors want them to read their manuscript and give them a complete written report while others simply want them to look at their manuscript and see if the possibility exists that they can help them to publish it as a book.

Still others, while acknowledging the rough draft form of their manuscript, only want professional thoughts of what they believe to be a bestseller. Most editors believe everyone possesses a story inside of them; although they know that people also encompass varying degrees of gifts and level of skills.

Some even maintain the uncanny ability to "look beyond the faults" of most new authors and can see their story or book idea - regardless of their ability to write it. So while many of their manuscripts come to them, apologetically, many do not expect most of them to write on the order of a Rick Warren.

These manuscripts come in all manner of formats, including being written by hand on yellow legal pads or typed on an old-school styled typewriter. Regardless of the format, and although some editors still consider it an honor to receive their interest, the lack of reasonable care that some people employ takes most of them aback.

In the self-publishing arena, author services companies get their share of clients who can pay in full for their publishing projects. Yet, many common, everyday men and women whose dreams of being published may be stymied by financial resources.

But there is an old saying which circulated in the inner-city streets of Houston, Texas, by proud, working mothers, "You may not be rich, but you don't have to be dirty."

Can you imagine what happens when some of the manuscripts are sent to major publishing concerns or agents for possible representation - in the same shape?

Every author owes it to his or herself to learn the generally accepted manuscript formatting style and should at least use the spell-check function in their word processor. Author and writing coach Jessica Morrell, allowed me to reprint her report, "The Top Ten Reasons A Manuscript Is Rejected," in a book for writers.

I often refer others to it regardless of whether they want to pursue a major publishing contract or self-publish a few copies for their family members. The majority of the top ten reasons pertain to fiction books, however the first three applies to everyone - even if your book falls into the non-fiction category.

1. The manuscript format is inappropriate or contains errors. There are no exceptions to the guidelines for manuscript submission. Margins, line spacing, formats must be adhered to or your manuscript will be ignored.
Note: Do not send it to the wrong person or place. An editor or agent wants to know that you have chosen him or her for a specific reason. Submission requires meticulous research and care. Whenever possible, make contacts in the industry and in general, send brief inquiries before sending any manuscript pages.

2. The writing style is sloppy, flowery, cluttered with modifiers. Overuse of modifiers is one of the most obvious indicators of an unsophisticated or sloppy writer at work. The simple solution is to limit your use of modifiers and use them only when they contain information that a noun or verb cannot.

3. Mechanical errors such as spelling mistakes, grammar slip-ups, poorly constructed sentences, or punctuation problems. In an increasingly competitive marketplace, these errors will knock you out of the running. Editors and agents are only interested in professional, polished and error-free writing.

I'll save you the horror stories, but suffice it to say that the preceding three points underscores by far the state of the manuscripts received by book publishing executives. The saying still rings true: "You may not be rich, but you don't have to be dirty."
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Both Joshua Feinberg & Marvin Cloud are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Joshua Feinberg has sinced written about articles on various topics from Adwords, Business Plan and Information Technology. . Joshua Feinberg's top article generates over 1000000 views. to your Favourites.

Marvin Cloud has sinced written about articles on various topics from Business Plan, Fishing and Writing. Marvin D. Cloud provides a at mybestseller.com. For a free writers' workbook and online marketing tips, go to. Marvin Cloud's top article generates over 33100 views. to your Favourites.
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