10 Lessons for Copier Salespeople
Sell the Future, Not Just the Box – Copiers are evolving into office robots; position them as intelligent workflow solutions rather than just printers.
Net New is the Name of the Game – Relying on existing accounts is a slow death. Use AI-driven prospecting to find fresh opportunities every quarter.
Engineers & Architects Need More Than Just Prints – AEC firms see IT as an investment. Offer them a package that includes A3 MFPs and wide-format printers, plus managed IT services.
Know the Lease, Control the Deal – Understanding lease balances, buyouts, and structuring the new deal properly can make or break a sale. Be the expert your clients trust.
Your MFP is a Cybersecurity Risk – Teach clients how their copier is a networked device that needs protection. Position security features as a must-have, not a nice-to-have.
AI Can Supercharge Your Prospecting – The best reps aren’t just knocking on doors anymore. AI tools can cut research time and improve targeting, helping you close more deals faster.
Think Beyond Clicks & Prints – IDP (Intelligent Document Processing), scanning workflows, and compliance (FADGI & NARA) are growing opportunities. Sell the complete digital transformation.
Sell Like a Consultant, Not a Vendor – Stop pitching speeds and feeds. Instead, ask, “How do you process documents today, and what’s slowing you down?” Then solve their pain points.
The Evolution of MPS is Here – Managed Print Services isn’t just about toner anymore. Cloud printing, AI-driven fleet optimization, and workflow automation are the next frontier.
Industry Expertise Wins the Deal – Clients want salespeople who understand their world. Stay on top of trends, whether it's KIP vs. HP in wide format or Ricoh CloudStream for AEC firms.
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