COVID19 Remote Working Day Two Hundred and Fifty-Eight of Selling Copiers
My apologies again for not posting more of these blogs. My last week has been focused on trying to move opportunities since the last day of our sales month for March is today. I was afraid I was going to put up a goose egg this month and that's something I haven't done in years.
One Opportunity
That one opportunity that I had for last week emailed me late last week and stated they wanted to wait a couple of months because of tax season. I agree what accountant would want a copier delivered the busiest time of the year. It was time to get the thinking cap on and deliver them an option that would allow them to order now. Will all of the uncertainty around inventory and how long it's taking to get equipment. I laid it all out in an email format for the client and stated we're not sure when this is going to end. Told them that they could wait the two months however they would then move to the back of the line. It was my recommendation to do it now because it will be weeks to get the equipment. In addition I threw in a couple of links about all of the issues our industry is facing with shipments from the east. I also threw the client a bone and offered up the first year of maintenance and supplies at no cost. In the end we were able to secure the order and turn the objection of waiting two month to ordering now.
The Last Week
The last week has been extremely painful because I was not able to deliver the revenue that I forecasted this month. In fact I was not even close to my number. Thus while delivering $240K for January & February, March came at a paltry $10K in revenue. I guess the most painful parts was that I was not able to contribute to the team with a decent number and that most of my funnel feel apart this month. It's not that I lost opportunities it's that I didn't do a great job with asking one of the most basic questions which is "what is your buying time criteria?". If I would have done more of that I would have had a better handle on my forecast.
Now I find my self with the task of rebuilding the funnel. In order for me to hit my revenue goal for each month I need to have three times my monthly revenue with opportunities that can close that month. Yup, I have a tall task ahead in the coming weeks.
New Jersey
I believe I made mention in my last blog that our Governor extended the Health Emergency Order for another thirty days last week. In an interview this week our Governor stated something to the effect that NJ will not be moving forward with any additional openings for some time. This is due to an increase of almost 15% of COVID cases in the last two weeks. Thus while more that 1.3 million have been inoculated, many are now immune because they had COVID19 our Governor is still keeping his thumb on the necks of businesses that want to get back to business.
Many of those businesses that I've spoken to are still unsure when they'll be back in the office. Some have stated July, then August while others have stated they would institute a hybrid work place until all of this has passed.
Q2
Q1 is over and thoughts are now set for Q2. We all know you're only as good as your last month or quarter. For the month of April I've laid out some personal goals.
- develop 5 opportunities each week
- 100 calls and 100 emails each week (prospecting)
- eight to ten appointments each week
I feel as these are goals that I can reach and in 30 days I should be able to get my pipeline back where it needs to be. Tomorrow starts Q2 for us and I'm excited to see what the future holds.
-=Selling=-
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