"Any man can learn anything he will, but no man can teach except to those who want to learn." by Henry Ford
Yes, one of my favorite quotes. After all of these years I enjoy helping and teaching others and without a doubt I still have that desire to learn more.
Today, I tried something new with an MFP proposal. From my discover process the potential net new client was going to be a power user of print. The annual volume will be around 150K of color per year. After taking a trip to their web site I knew that speed would be one of their needs. In addition a little birdy told me that they are very price conscious. I was being nice with the price conscious line, they are CHEAP.
Thus what does one due when you want to win?
Well, it's time to change up the rules like Kirk did with the Kobayashi Maru exercise with Starfleet.
I took a piece of wide format print speeds and applied that to the 60PPM A3 color that I quoted. If you're read wide format brochures most will state prints per hour rather than prints per minute. I really know now why that's done unless it's to make the devices look like they print faster. A typical toner based wide format will have a print speed of 6"D" per minute. The hourly print speed works about to 360 "D" size per minute. Yup, it does sound faster.
Thus I quoted the speed of the my 60PPM A3 color at 3,600 pages per hour! I felt like I needed to be different. Rather than quote pages per minute, I went to the extreme because in a sea of quotes (which there will be) I believe the 3,600 will stand out.
Additional changes
If I'm going to quote print speeds per hour I might as well go all the way and do that for scanning as well. At my standard speed of 300 per minute (duplex), I quoted 18,000 pages per hour. Yes, another stat that will stand out. Again, I just need my quote to stand out amongst the other.
Will it work?
I'm no soothsayer, but I feel that by changing the rules I've given my self a better change to win. In addition I'm not floating in a sea a sameness with all of the other players.
-=Good Selling=-
Would love to hear from others how they have changed the rules with your quotes an proposals! I would love to know
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