Gosh, I wrote this almost 6 years ago!  Where does the time go.... thought I would re-post here and update a few items along the way. ENJOY!

What does it take to be successful in the copier industry for a long period of time?

Some might say it's product knowledge; some may say closing skills; some may also tell you it’s about hard work.

All of these are true, but the most successful people in the copier industry have a huge pipeline of potential customers!

My rule of thumb is that I always need to have 30 or more potential sales every month with a GP potential of the very minimum of $200,000 to meet a 60K quota. It ain't easy!!  You can never ever stop prospecting!!!!

Keeping the pipeline brimming with prospects is quite a daunting task because as you close sales you still have to make sure you are adding potential clients each day, week and month. Even if you've only been in the business a short time you've already experienced the many reasons why sales are delayed, lost and sitting out there "lost in space".

Here are some ideas to consider that may help you keep the pipeline full. We all know we have to prospect each and every day right?

1 - Do an email blast once every month to existing clients about new products, new promotions or just send them a copy of a press release.

2 - Market a low end MFP, or color printer and price it accordingly. It seems like every time I walk into existing and potential accounts they are always buying low end MFPs; take advantage of this and get them to buy your low end MFPs. Last one in is the first one they'll buy from when they need a higher end system.

3 - Schedule "drop ins" for existing accounts and potential accounts, keep them aware that you are there for the long haul.

4 - Send out 40 mailers every month to net new accounts. Sooner or later they will end up calling you.

5 - Make the phone calls to potential accounts and existing accounts (400 or so should do the trick, if you're a newbie you'll need to do many more).

6 - When you've completed the sale,  ask for references that you can call on. Don't wait three months and then ask.

7 - Put an Ad in the Want Ads of your local newspaper for used systems; you'll always get a few calls here and you just never know.

8 - Read the local papers and see what businesses are doing well and which are expanding; chances are they will be in the market more often.

9 - When you are in your customer’s office, look for information on who they do business with. Jot down a few notes and call them and then tell them about your success at "XWY" company. They will also be more receptive when they hear a familiar name.

10 - Don't ever stop prospecting! Don't ever count on getting leads from your company; go about your business like you'll never get any leads from management. When you do get these leads, they will be a bonus!

Bonus Tip (Updated 10/24/2017):  Educate via social media with Linkedin, Twitter, your own blog, and Quora (more and more Quora is the go to place on the web for asking in depth questions about products and services.

It Ain't Easy

It’s not easy to keep the pipeline flowing constantly; if it was, everyone would be doing it well. You have to have dedication, determination and the desire to succeed every day, every week and every month. When my pipeline goes down (as they all do at times), I tell myself that I have to work harder to get the end result of what I want.  I like to remember the old saying, "The harder I work, the luckier I get!"

-=Good Selling=-