Tuesday the 23rd of June marks the end of my sales quarter. For me there are three days left to see if I can hit my goal of $300K for the quarter. What I can tell you is that it's not looking that good as of today.
With the order I received yesterday I'm thinking I'm sitting around $249K. Earlier in the day I emailed out the order docs for the wide format existing upgrade and I'm hoping to have them back tomorrow. I could be at $262K by tomorrow and then it's the two days left to the wire.
For some reason my existing client where the deal is in the weeds is not calling or emailing me back. Another call was placed today. I'm thinking I'll get my VP of sales to give them a jingle since they won't recognize that phone number tomorrow. From there I have another $20K out there for a net new opportunity and I know a decision needs to come in the next 12-24 business hours. Of course a follow up call and email is slated for tomorrow.
It took me the better the part of the morning to roll through my to do list, along with processing one order and developer order docs for the other. The do list consisted mostly of calling or emailing those clients that I thought may have a chance to move forward. The calls and the email produced nothing.
My entire afternoon was dedicated to producing a side-by-side chart for the net new opportunity for $30K. There are three players including me, I was able to get the model numbers of the devices that the others are quoting. Special than to those Print4Pay Hotel members that helped me today with the other brands. The one item I learned along time ago is that if you're developing your own side-by-side comparison you've got to make sure it's 100% on the mark. There's no fudging, and no stretching of the specs either.
Side-by-Side
Prior to developing the side-by-side comparison I had asked what their buying criteria was for new MFP's. I laid out four or five specs that were somewhat unique to my Ricohs. When developing the comparison I will have those five features aka specs listed at the very top. Better will be in bold and some terrible specs for the others will be listed in red. Yes, I know the side-by-sides are a lot of work but who else is going to take the time to do one, let me re-phrase that who else knows how to do them? Side-by-side comparisons is old school and what's old can sometimes be new.
I also understand that you can get side-by-sides from other sources, however in most cases I've found faults in all of them. In addition wouldn't you rather have a discussion about features and specs that matter to the client. With the best of my ability that's what I created. Hey it's all about putting yourself in the best position to win with the products that you are dealt.
Tomorrow will see me hand delivering the print samples and the side-by-side to the client. Because of Covid19 it's more of a short 5 minute meeting and the follow up is scheduled next week for a TEAMS meeting.
Other than that I'm looking forward to the weekend and then the last two days of the quarter. The last week of the month is really pretty exciting also because it gives me two closes to the month. My close on Tuesday and then I get to take part in everyone else trying to close for the last week of the month.
-=Good Selling=-
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