Since I had a 9:30AM appointment about 20 miles from the house. I opted to make that my first stop instead of driving 45 minutes north to the office and then have to leave 30 minutes later for a 40 minute drive south to the account.
The appointment was with another non-profit account that needed to replace an older Canon device (did not know it was a Canon until I arrived). Yesterday, I did my home work for the account and had readied a spreadsheet of four different MFP's. Two of them that were pre-owned black MFP's, one pre-owned color MFP and one new color MFP. The speeds started at 20ppm for A3 color (new), 30ppm A3 color (preowned) and then the two black pre-owned MFP's.
A side note for everyone. About two years ago, I stopped using the work "used", and replaced it with pre-owned. Over those two years I've noticed that clients are more receptive to a pre-owned MFP rather than a "used" MFP. Thus, if you're using "used", I suggest you move to "pre-owned" and I think you'll create some additional opportunities for those devices.
Our meeting took about an hour, of course our gatekeeper needed to review with someone else. There was more interest in the two color devices and they would have a decision on which one they wanted in a few days or so.
So, here's something else that may help you with non-profits. If they support me, then I will support them, meaning I offered up taking an ad in their ad book rather than giving them a discount. Spending the $100 for the ad helps me garner additional exposure, along with a copy of the ad book. Once I have a copy of the ad book, I will pick out the paper intensive accounts, call them and make sure that I reference their company, the ad book and the 501C corp.
The ride back to the office took me ninety minutes because of a bad motorcycle accident on the parkway. As soon, as I arrived back, I broke for lunch. My afternoon was filled with additional emails, a couple of calls and I spent about an hour researching a Samsung X7500GX for a net new account. The specs on that device are awesome, however when you look at some the MS Word productivity print times, my A3 Ricoh is blowing that device away. I'm involved with a "bean counter" and that bean counter does not understand value, nor productivity, only price. How the frack can I compete with .039 for color and .0067 for black? The answer is I can't. I've got to find another way, and that way was to research the crap out of that device. BTW, Jason and John, thanx for the help. (Jason and John are P4P Hotel members, and that's the real value behind the P4P Hotel is that we can reach out to others that are not in our market placed for help. You would be amazed at the amount of people that are willing to help you get an order).
I spent another hour crunching numbers and devices for that 501C from last night, because I wanted to have some ideas for the Charity Dinner on Sundayt night.
I busted out early, because I didn't want to drive home in the dark, and finished up the last hour from my home office. I created one opportunity for a pitiful $4K.
Amount Sold Today = $0K
Total Revenue to Date = $80K
New Opportunities Created Today= $4K
Total New Opportunities Created = $224K
Revenue Required $138K
-=Good Selling=-
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