I'm not going to get into a lot of details, because there was not much going on for Friday.
I had two stops and one appointment scheduled for the day. The stops were due to some issues with one client about supplies and another client with mobile printing. I could have handled one of them on the phone, but I wanted to get in from of the client fort two reasons. One is that mobile print tends to be a little tricky and I wanted to make sure I asked for a referral in person rather than over the phone.
I had about 90 minutes before my first call and I used those ninety minutes to send a few emails, return a few emails, check LinkedIn and then prepare for my 2PM appointment.
The 2PM was the one I was looking forward to all week. I'm looking to knock out a 90ppm A3 black device, along with a color A3 printer. This opportunity will not be an easy one, since both devices are owned by the client and it was my idea for them to at least consider upgrading both devices. I stated I would give them an analysis of the last year of maintenance, supply, labor and parts for both devices. I would then take the existing volume from both existing devices, migrate the volume to the potential new A3 80ppm color and see where the numbers fall. I have one plus in my favor and that's the age of the current devices. The 90 ppm A3 device is at least nine years old and the color A3 printer is at least seven years old.
I arrived at 2PM, waited around for about 25 minutes because there was a previous meeting still in session. Once my clients exited that meeting, we all gathered around the table, and one of the clients stated, "it's lunch time", and before I knew we were ordering up a pizza. While someone went out to fetch the pizza, it was my time to go over my idea and the analysis for the potential upgrade. I won't get into to details, however the meeting went so well that I was invited to prepare a presentation for the board and come to the board meeting which is slated for Thursday night of this week.
Thus, I have the opportunity to present and close this Thursday night, what else could I ask for? I'll create a short and sweet power point, what's old vs what's new, existing costs vs proposed costs and a slide that details the age of the current device along with the parts availability for both devices.
I ended the day at an existing account that was not able to find toner that we had shipped to them. Their IT person was on vaca and their current device was out of toner. After five minutes I located the "lost" toner and was then on my way back to my home office to finish up the last few hours of the day.
I'm looking forward to next week. I have at least three scheduled closing appointments and I do see a path to $100K before Thanksgiving.
-=Good Selling=-
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