Count em, six fracking days left in the year! As with most of my months and quarters it seems that hitting or not hitting my numbers is going to come down to the wire.
Why is that?
I'm thinking I can answer that. My answer for coming down to the wire, is because I was not able to develop enough opportunities to meet my opp goal of $600K. To date, I believe I'm somewhere around $350K in opportunities. Having the $600K in opps around the first week of December would have given me a cake walk for the end of the year. However, sometimes no matter how hard you work, there are some things that just won't pan out. Been there, done that.
I had a 9:30AM appointment close to home this AM for a net new account. The appointment went very well, in fact there were three of us and during the entire presentation and discovery none of us sat down. We gathered around the existing copier, and that's where we held our meeting. Initially I thought this would be a January opp, however, there is some dough in the budget and this may happen in 2016, not my 2016, but the calendar year of 2016. Nothing big here, probably a very fast A4 device with a few paper trays.
An hour later I was on my way back to the office, where I had to finish up a few things before my 1PM appointment. The 1PM appointment was to present our proposal for the replacement of 4 competitive devices. In addition the DM is going to make a decision on Monday or Tuesday of next week. We went through the entire proposal, at the end I asked the DM if there were any questions. None, nada, thus I needed to ask the questions.
1. Does the equipment we're proposing meet your needs? Yes
2. Are we competitive? Yes
3. How is the color cost per page? That price is good
4. Ok, how about the black cost per page? Seems you might be a little high, but not a big deal.
5. How is the overall price with the hardware and supplies? I'm not sure, I would have to check, but it seems you are in the ball park
6. If I could replace the 75ppm device with a 90ppm device at the same price would that cinch the order for us? If you could do that for the same price it might just do it.
I wasn't ready to give in on six just yet. I know I have awesome pricing, I know this is a price sensitive deal, and I have some wiggle. We agreed that we would touch base on Monday of next week. On the way out the door, the DM asked if I could supply him with local references. I stated there were a few on the proposal, but would be happy to supply a few more. Told him, that I would send them tomorrow.
That one last question about the references told me that our quote is in contention and that I presented a great argument for change. Walking out, I felt much better than walking in, and now it's time to work some magic to see if I can use (6.) as a close on Monday.
Afternoon
Arrived back at the office about 2PM, got some lunch and then finished up the proposal and paper work for the 80ppm color opp with an existing account. The paperwork is going the owner on Friday or Monday. The annual savings to the client is almost $3K, thus, I can't see any reason why this does not move forward.
Four PM came around and there was not a soul in the office. Most of our reps left the office much earlier so they could take the 2 plus hour drive to the Corporate Holiday Party in PA. I opted out because I would have lost 3 hours of work today and most likely would have lost another 3-4 hours tomorrow, because of travel time back to NJ.
So, while most of the other reps were gathering for a great time, I hunkered down and set my sights on what I want. Sometimes, I feel like a greyhound racing and racing around the track trying to get that elusive artificial lure that's pulled around the track. If I ever get a hold of it, I'm gonna tear that thing up!
Tomorrow, one webinar with an existing client for IT services. Otherwise it's time to follow up with all of the outstanding opps and great ready for the last week of the year.
Amount Sold Today = $0K
Total Revenue to Date = $123.5K
New Opportunities Created Today= $5K
Total New Opportunities Created = $362K
Revenue Required to hit 200K Goal = $75.5 K
Lost Opportunity Today = $0k
-=Good Selling=-
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