Today was one of the most interesting days I've had in quite some time. Let's start off with a BANG! I was able to connect with my net new prospect for a meeting in the AM. This is the net new account for about $30K, this is account that I've lost twice and working a third time around. Good news is that with a blind sampling of print quality my Ricoh device was picked as best quality 5 out of 5 times. Competitors were Sharp and Canon on this one. In a previous blog I spoke my travels to one of our offices to run the samples because I didn't want to lose control of making sure those samples were spot on. Special thanx to Brian for working with me on this.
Competition was fierce and all of the proposals were within a few dollars of each other. Now for the other news, even though we won the coveted top spot for replacement of two competitive units the purchasing of the devices is now moved to December because of COVID19. There as no overcoming the objection today. With only a few people in the office everyday and no guidance from the State of New Jersey as to when offices can go back to full staff the decision is to stay status quo for the rest of the year.
Yup, I was pretty bummed about that because how often do you win and lose in the same moment? I did!
I was also able to finish up my proposal late in the day for the other net new account. That proposal is for $60K, however I'm not sure what to expect for getting the order in for this month. There is still 25% of the month left for me but pickings on slim since it seems most of the opportunities are in the weeds right now.
It was about 1PM when I acquired another net new win for about $7.5K, I didn't think this order was going to pop until the first week of our new month. I'm sure glad it did. With a week left in the month almost all of the 25 (60 day) ops are moving to August. I have the one shot with the large net new but other than that pickings are slim.
Do you believe in fairy tales? As we know many of the fairy tales are legends that are told and re-told over time. There's one about a slumbering giant and I can't remember the name of it. It will come to me at some point in time. Well I'm going to be that slumbering giant for the next 90 days. I pulled the trigger on the lead service today and even though it's going to cost $500 a month I think the investment will pan out with time. If it doesn't then it's a good tax write off for 2021. Invest in yourself.
As far as phone calls and emails today well I stunk, from the start of the day I wasn't feeling that well. It may have been the over indulgence of jalapenos and tequila that I had last night. Thus I opted to write some additional content for wide formats, which I posted in Jersey Plotters, Linkedin and then re-posted within some of the groups on Linkedin. Writing content is similar to planting and seed and watching it grow. Today I have almost 45 blogs posted on Jersey Plotters and most times I'm ranked on the first page or the secong page when someone is searching for plotters or wide format.
Tomorrow I'll concentrate on rolling through my CRM and making those calls.
-=Good Selling-=
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