Last week, I received a lead in my territory from our manufacturer! OMG—these are rare nowadays!
Before calling the decision-maker, I did my due diligence and checked out the company’s website. I wanted to understand what they do and how they might use one of my color systems.
Today, I made the call, spoke with the decision-maker, and wasn’t surprised to learn that I was one of four companies they had contacted for a proposal to replace their aging 75-ppm color system. It seems the incumbent isn’t even in the picture. However, I’ll find out more tomorrow when I meet with the Controller.
This will be a net-new opportunity—likely for a 75-ppm color device or larger, with significant color volume. I prepared a few pricing scenarios, fine-tuned my PowerPoint presentation, but I needed something extra. I needed a way to tip the odds in my favor, right? After all, we’re all looking for that little advantage that sets us apart from the competition.
So, I revisited their website, went to the “About Us” page, and found the names of the President, the VP, and the Controller—the person I’d be meeting with. I then checked the President and VP to see if we had any mutual connections. Nothing. No shared contacts.
Next, I focused on the Controller.
When I pulled up the Controller’s LinkedIn profile, I saw they had 240 connections. I was looking for just one—someone connected to me. And there it was! A first-level connection! Woohoo, I thought. Then I realized that my shared connection was the owner of another copier dealership (through P4P Hotel). Damn. What now? The Controller has a direct relationship with another copier company—one with a solid reputation.
I finished preparing my presentation and outlined my key questions, looking for an opportunity to introduce a "tie-down" feature. I know this could be a long shot, but I have nothing to lose, right?
So, here’s my plan for my last question—probably as I’m packing up my bags:
“Oh, just one more thing—I noticed that you’re a first-level connection with Mr. Dealer Owner on LinkedIn, and…”
This is where I’d love to hear from you. How would you finish that sentence? Would you even mention it at all?
Let me know!
-=Good Selling=-
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