COVID19 Remote Working Day One Hundred and Thirty-Five of Selling Copiers
Today was one of those days when you it was non-stop action all day long. I finally finished up about 5 minutes ago with presenting an existing client a creative way to keep their existing copier. (PM me for details)
I didn't receive any docs today but had two more clients that want to move forward with new MFP's. One was an existing account that I've been chasing for two years and another is a net new for a small A4 MFP which had some decent GP in it. Funny after I received the verbal for the net new I asked the client this "I know you received a lot proposals, and our entire correspondence was via email, can you tell me why you made Stratix your choice?" I received my answer that was two fold with the least important being the brand of copier and the most important was how we would support the MFP and the client for the next three years.
Over the years I've learned to be as thorough as possible with my quotes/proposals and try to make the transaction simple and explain the proposal in their language. Thus I don't use our language for proposals I use their understanding of our business. Which in most cases is very limited. I don't use CPC, FMV, Clicks, ARDF, SPDF acronyms, I spell it out for the clients so that there are no questions about what those acronyms mean. In other words I try to communicate with their level of knowledge about MFPs. In this case it worked and all of the extra work was much appreciated.
I still have all of the other deals in a seven day cycle that I spoke about. Hoping within the next seven days I can have $60K to Make October Great!
There was zero time for prospecting, inmails or emails today. All of the calls and emails were focused on moving orders across the finish line. Thus the last two days of this week made up for the bad beginning to the week.
I'm hoping by the end of tomorrow to have three orders completed and then perform follows up calls and email on the remaining 30 opportunities that I have open.
Lately I've been spending more time on Linkedin looking for those special treats. I posted one a few weeks that I thought was interesting and thanx to Dayna Karron I found another treat today. See below
I especially loved the part about dopamine rush. Yup I am that junkie that needs his dopamine rush as many times a week as I can get it.
If you get the chance connect with Michele and Dayna you'll be glad you did.
-=Good Selling-=-
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