Do you feel that you're the one of the best at selling MFP's & MPS?
Do you consult more to the end user and then let the customer pry the order from you? Are you consistently producing print assessment reports for customers that have an ROI?
If so, you need to add this weapon to your arsenal. In your territory look up the 10 largest CPA firms. Once you have them, be prepared to make the calls to success!
CPA firms rely on selling their services. They have many business clients that have trusted their services for years and years. Those CPA firms offer many different services to their clients which they charge additional fees for.
Why not pitch the CPA firm to add a "Print/Cost Assessment" for their clients? It's an additional service that they can offer with no overhead!
Keep in mind that you are not pitching that CPA firm on using your service (but they just might want you to), rather they can re-sell your service to their clients and use your service as an additional profit center. You could charge by the hour or a fee for every print device. You would then furnish the end user with a detailed print assessment report.
This could be a lot of fun, and why not have some fun! When you call on those ten CPA firms, you're calling for an appointment to tell them how they can add value to their services, without increasing overhead and how that may become a new profit center for them.
It's a great way to position yourself as the resident expert/guru, meet with the "C" Level Exec, along with doing print assessments for net new accounts. The best part, you don't have to sell, well at least not yet. Your print assessment reports will open up new opportunities for you with new clients.
Bring a few sample Print Assessments that you've completed to show the CPA firm what the typical report entails. Thus you are breaking the mold from the common copier salesperson and establishing yourself as the Print Assessment Guru. You could even offer a FREE print assessment to the CPA firm to show them your expertise and your creative ideas for print assessment and print migration.
You can start educating them about the high cost of printing to multiple devices and that you specialize in provided a detailed print assessment cost of what the end user is spending for their print devices. In addition for an additional fee, you could offer a solution to reduce the end users costs or improve workflow efficiencies. Your fees can be as much as $150 per hour plus expenses for your work or you can charge per piece of print hardware.
Just another way of breaking the mold from traditional sales person to a trusted advisor. Try Print Audit Assessor
-=Good Selling=-
Comments (0)