Change is good, right? I'm going to change is even better.
Being the same old you and doing the same old thing when presenting copiers can be prove to be a bad thing. Everything is changing at break neck speed in our industry.
Thus last week I thought I would change it up a bit. Instead of providing the same old boring talk track of speeds and feeds. I opted for making one short power point presentation (5 slides) that centered around scanning workflows. There were no pictures of copiers, no talk track about how fast the device printed or copied.
My first slide posed this question. "Is this the way you're currently scanning your documents?" I showed the picture below and asked about which one do they use and or do you use both? One client was using scan to email and the other client used both.
I then showed a slide that outlined the steps required after the document was received in the scan folder or thier email.
I went over each step and confirmed that for the most part all of these steps are required when scanning documents, right? Both clients were in full agreement.
My next slide showed my Ricoh Op panel and explained that we can set up a one touch workflow scan button for them. For the one client that was named "work permit" and two of the others were labeled as "A License" and "B License". I explained that the magic happens because we can pre-program the 
scan destinations (email, folder, fax) for each workflow.
In addition, the documents would be programmed to scan as searchable .pdf's, color, and blank page detection. At the copier we could also preview the scan and name the file. Thus all of the pre and post programming can be accomplished when the documents are scanned. This saves time and also prevents users from forgetting to post process the scanned file.
Before I forget. I'm still amazed at the amount of people that do not know what a "searchable pdf" is. With both clients I asked, "do you know what a searchable pdf is? Both clients did not know and I took the time to explain how a searchable pdf works and how that feature saves time when reviewing scanned documents.
My next slide centered on Cloud Scanning applications. In the Ricoh world we call this Ricoh ICE.
Thus, I'm listing all of the connector and asking if they use DropBox, Box, Google Drive, One Drive, MS 365, Evernote, NetDocuments, etc. If I get a yes to one of these, I then take the time to educate the clients on the amount of time they would save by scanning directly to these cloud applications. If I get a no for these, then I ask about the need to scan documents back to MS Word or MS Excel. This too provides a great education and talk track for the clients.
Why is the above slide important? Most business lines of software (that's the software that clients use to run thier business) has a scan feature. In most cases it allows for a TWAIN scan driver work with the copier. Users can then place documents on the copier, then open thier business line of software and then scan those documents directly into thier business line of software. This my friends, can also save an incredible amount of time.
Okay, you've seen all of the slides, and not once did I mention print speed, paper trays, fax (cause fax is dead), nor cost per page. It was refreshing for me and it was even more refreshing for the clients. Just the talk track of focusing on scanning applications led to additional questions for higher end content opportunities. I told them I'm not the expert for the higher end stuff, however I got peeps I can bring in to help after we've installed the new device
Change is good, I'm going to change.
-=Good Selling=-
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