It's Monday, the weather was clear and I got a head start on the day. Just about 8:30AM I received an email from an existing client that he had signed the order docs and they were ready to be picked up.
I'm all over that and scheduled an appointment to pick them up at 3:15PM. I selected the 3:15PM time slot because I had another appointment booked for 4:15 a few miles away with an existing client.
The other day, we had our net new telephone prospecting morning. One of the newbies in the office made 90 calls and no connections. Wow, that's awesome dialing that many numbers, but on the other end it's a real bummer that the newbie could not connect with anyone. No worries newbie it happens from time to time.
I learned some time ago, that I will not make a telephone cold call unless I know what that company sells. This allows me to ponder some type of vertical pitch before I make the call.
The main pitch will not be about we sell copiers or IT, but more focused on how the DM could benefit from what our service or product can do for them.
For instance, I might ask the DM if they every have overage charges on their copiers. If so, I would make this statement, "our program could eliminate overage charges for copiers and MPS programs, is that something that you would be interested in?"
If I have the DM's name, then it's off to LinkedIn and Google to see if we have mutual connections or anything in common. Commonality is huge, whether it's sports, fishing, reading organizations, try and find something that you have on common.
My goal for today was to get 10-15 mailers in the mail, which includes a corporate brochure, my card, a folder and then a brief hand written note. Thus, all of my calls today took some time. I checked out each company on their website and google. In addition I also checked out the DM's for any commonality. One mailer even included a copy of the LinkedIn page and who we had in common for first level connections. That was a first!
I'll be following up on those accounts next week, since the mail takes so long now!
After lunch I was still committed to cleaning up the rest of the calls in my CRM. I scheduled two additional appointments later this week and was able to schedule 3 webinars with existing clients for workflow processes. Not a bad day so far.
At 3:15PM, I picked up my order! The a short drive to over to my next appointment. My client had expressed interest in moving from a black device to a color device. They were doing more marketing and did not have a color printer, in addition they were tired of going back and forth to Staples and the local printer for color docs.
Seems like there is always some of issues that we need to work through. In this case it was twenty payments left on the lease. Which added up to a pretty hefty amount, but I had a plan. My plan was to show my client their existing costs, and then their proposed costs, and then break the cost down from yearly to monthly and then to daily. The end result is the daily cost to upgrade was ninety eight cents a day for 26 work days. I have the closing appointment scheduled for Thursday to sign the docs for the new color device!
Amount Sold Today = $8K
Total Revenue to Date = $52K
New Opportunities Created Today= $0K
Total New Opportunities Created = $176K
Revenue Required $148K
-=Good Selling=-
Comments (0)