Twelve Days of Selling: "Day 6"
Tuesday kicked off with a productive morning working from my home office. I spent some time responding to emails and planning for the day. Two appointments were on the schedule: a 10 AM meeting to finalize paperwork for a small order from earlier in the week, and a 2 PM appointment later in the afternoon. In between, I planned to visit a few existing accounts and stop by some net-new prospects.
After securing the signed paperwork at my first appointment, I dropped by a local print shop. I had a great 30-minute conversation with the owner, who expressed interest in a color envelope press. However, they weren’t quite ready to commit to the $16K investment. Interestingly, the shop prints New Jersey State prescription pads and then embeds barcodes and doctor names using a color laser printer. The owner also shared a cool security feature: an RX logo that fades when touched (due to heat) and reappears when the finger is removed.
As I was heading out, one of the press operators stopped me and asked, “Do you sell copiers?” My reply: “Yes, how can I help?” He mentioned his church needs a new copier and, as a member of the board of trustees, he’s involved in the decision. They plan to make a purchase in January 2015. Woohoo! A new lead!
I visited two more accounts, but neither had decision-makers available. With some time to spare, I returned to the office to process the earlier order. My 2 PM appointment was rescheduled to 3 PM, and as I neared the location, I got another call pushing it to 9 AM tomorrow.
At that point, I was just three miles from home. The temptation to call it a day was strong, but I decided to visit one more existing account. It paid off! The decision-maker was available, and I may have an opportunity to upgrade their old HP MFP (11x17) before the end of the month. They’re frustrated with the system and ready for a change. Fingers crossed I can solve their pain this week.
The month isn’t over yet, and I still have some ground to cover to hit my numbers. Onward and upward!
-=Good Selling=-
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