Last nights sinus headache became this mornings issue. I gave some serious thought about calling in sick, but decided to tuff it out and get my ass into the office.
Thus, I finally arrived at the office about 10AM, not my idea of a good start, but never the less, I was there instead of sleeping on the couch.
My goal for the day?
Was to get some of these opportunities to close and too schedule appointments for some of the larger opportunities that I have in the pipeline. First things first, I followed up with my appointment from yesterday for the inexpensive wide format color scanner. Had to leave him a voice mail, but also sent him and email asking for the order.
BTW, I use this subject line almost all of the time in my emails, "sorry, I missed, you", I read this on Hubspot a few months ago and the blog stated that the "sorry, I missed you", subject title gets more opens than "following up".
If I have that the contacts email address and I'm down to leaving a voice mail, I will opt out of the voice mail and send the email.
After a few calls, a few emails, I was no close to closing a few orders than I was yesterday. I had completed all of my follow ups and moved nothing forward.
Incoming
I received a call from one of my existing account prospect that's fighting for me, however I've got competition and I'm at my lowest price, and that also translates that I've also got the highest price out of my two other competitors. My prospect agreed that service and support is key, however there was a very large margin from the lowest price copier to mine. Stating he could pay more, but needs additional justify for his boss to obtain the OK to move forward.
I had completed a side for side for him the other day vs the other two competitors. It was a simple side by side that picked out seven specs that makes my Ricoh stand out. That side by side proved not to be the answer, thus while on the phone with him, I stated, let me go through all of the features again and let me see what I can come up with.
Rather than supplying a spec side by side, I decided to research the heck out of my features and pick out four to five of them that my competition did not have. That was the easy part, what I needed to do next was to put those features to work as to what they could do for his workgroup. I then racked my memory banks for a current client that was in the same vertical market. One I found that client, I then thought about how they benefitted from those features. Thus the first line of the spreadsheet was the feature, the second line was a detailed outline of how they used the feature, and how the feature saved them time or money. Yes, it's quite a bit of work, but that's why I'm at work.
Within an hour I had my customized side by side. I called my existing account prospect and read line by line, by the time I was done he was pretty excited and thinks he can put this to bed tomorrow. What's another day at this point in time, right. Three days into the new month and I feel like it's been three weeks.
Later that day
Scheduled an appointment with an existing account that wants to upgrade to color. Bingo! Another opportunity. More calls, more emails. I scheduled an appointment for Saturday with a net new account! So much for sleeping in.
Home
Dang, this getting longer than I thought. I had an email from an existing client that he wanted to move in a different direction. WHAT!, different direction I thought? I had pitched him on a color wide format system and was in the follow up stage because he could not make the decision alone. I knew this going in. After a half a dozen emails back and forth, no decision was made, the objection was the price, and he was looking for just a plotter. Ok, I got those, and we agreed that we will talk more tomorrow. WHEW!
Till tomorrow!
Amount Sold Today = $0K
Total Revenue to Date = $44K
New Opportunities Created Today= $10K
Total New Opportunities Created = $176K
Revenue Required $156K
-=Good Selling=-
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