COVID19 Remote Working Day Two Hundred and Sixty-Five of Selling Copiers Managed IT, BDR & Content
According to our Governor New Jersey is in another surge even with almost having two million people vaccinated in the last two months. There were two software models that showed a moderate surge over the next 90 days with an average of 6,000 infections a day and then a super surge which would have us back at 8,000-9,000 per day. Our Governor stated, "we are in for a long hot summer".
You know me I always try to read between the lines and these lines are telling me that the Health Emergency Order will not be lifted in the next 60 days and maybe 90 days. I still can't understand with all of the mandates in place why another surge.
Back to the office
In recent meetings many of my accounts have told me about their back to work initiatives for the coming months. Most are planning for a full re-opening of the offices by July with a hybrid in-office and some remote. My fear is the continuation of the Health Emergency Orders that some businesses may reconsider their openings and drop back to Labor Day. Seems the Governor may be telling the true for once with the statement of "one long hot summer".
Thursday
There were no orders for today and so far none for the month of April. Even though it's the calendar first of the month I'm at seven days already. Today saw me with two appointments with existing clients. The first meeting was to introduce myself to the new CFO of an existing account. My old contact retired about a month ago and and it was time to start a new relationship with an account that has 5 print devices from us. All I was expecting was to make the introduction, see how things were going and give a copy of the current leases and costs (just in case she did not have them). One lease is coming due in September and of course there is the 90 day notification clause which got us to June 1st (two months away) to make a decision. At then end of the meeting I was able to walk away with a $12K opportunity to upgrade the lease that's ending in September. Unexpected because I let the client do most of the talking and I just kept on listening.
One good deserves another
My second appointment was virtual with another existing client. We have all of the copier business with that account but I've never been able to crack the wide format device that they have. I won't get into details about what I did for this account but that I can tell us is that I went out of my way to make sure an issue was solved to their satisfaction on our chat. At the end I asked for copies of invoices for the last 12 months for their wide format because I believe I can save them money. This all stems from analysis I did years ago and hit a snag with their current agreement. The snag is now gone and the CFO stated he will send me all of the invoices. Another opportunity created for the day and I believe it's in the $15K range.
All in all not a bad day, coupled with the opportunities from yesterday and today I think that's about $80K that could close this month. It may or may not but the end result is I've padding my opportunity bank for the month to almost $150K. I'm a firm believer that in order to hit your monthly quota you need three times your quota in opportunities that could close that month. Any thing less is like mystery meat you just never know what's in it.
Friday
Working a half day to catch up prospecting emails, my to do list and then to create my constant contact mailer to net new prospects.
-=Good Selling=-
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