As of right now I have five selling days left in the month, quarter and year. Over the last three days I've been able to acquire zero orders. Yes it's been somewhat disappointing however I still have one week or 25% of the month left to work some magic.
For a quick update, my content deal for $53K is still there and still has a decent shot of closing for the month. I have to re-do the proposal one more time and put it into an easier format. In addition the client asked me to list the pros and cons for each of the four offerings. At this time I'm thinking this will take the better part of tomorrow to review, re-format and change.
I received two emails today that I should have docs for two other opportunities by the end of this week. One is for $8K and the other is for $16K. I have any appointment tomorrow morning at 9:30AM on-site that should result in documents for $15K. On the far rail is a net new client that will give me a go or no for wide format color by Friday. This opportunity may post for $9K
My demo from last week was okay at best. I'll be the first to admit that you can be a little rusty after 9 months of not doing one demonstration. However being rusty with the presentation was not the issue. The issue is that a competitors device could a couple things that my device could not. However at the end I was able to point out the pro's of my device and made the argument that our device will save countless hours when printing and scanning. Not going to get in the weeds on this one because it's a working opportunity right now. I did speak to the client today and we have a call scheduled for Monday. This opportunity is $21K.
I had another client today that told me my price was too high! Stated I was 25% higher than what he could find on the internet. When I asked compared to what he wouldn't answer. I also asked to let me see the quotes so I can make sure we're apples to apples. He wouldn't do that either. I then asked about scheduling a call and he stated "send me your final price". Yes I was kinda ticked because I put a lot of time into this but what do you expect from a pig but a grunt.
I wanted to write about videos in the last blog however my my fingers got tired of trying to keep up with my brain. Since emailing and virtual presentations of proposals are more of the new normal why not try incorporating a couple of videos or video links for your clients. Of course YouTube is the place to go and if you can't find a video that you're looking for then make your own. I've done it several times for clients in the last few months and I believe it can give you an edge with the competition. Think about the video thing for a moment, when you're in need of information and rep takes the time to send or make you a video who will you gravitate towards?
Big day tomorrow, I need to get one of these six opportunities under my belt and at least move two more towards a possible close by the end of the weeks. The next few days will tell the take for the end of the year.
-=Good Selling=-
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