Let me count the ways.....how many clients are opting out re-leasing their copiers, others that want to buy their existing copier from the leasing company and a few additional accounts sprinkled in that they are opting to stay status quo.

Yup the last few weeks many of my clients that were playing hide and seek finally got me the goods on where their heads were at.

One of the talk tracks today was about a Fair Market Value (FMV) lease and what is the option for the client to buy that device.  Years ago FMV was worthless to me, the model number, the price, nor the meter read always meant the copier was being returned. No ifs and or buts.

Times have changed since there is demand to keep those copiers that under performed during COVID. The owner knows the copiers were hardly used and there was little to no service issues.

Supply and Demand

Prior and even during COVID none of my clients wanted to keep the existing copier. Every single one of those copiers were returned to that great copier hall waiting for another forever home.

Fair Market Value is the price an asset would sell for on the open market depending on age, and meter read.  I can tell you I've made that statement to clients thousands of times and probably even dreamed about FMV a few times as well.

The preowned copier market is hot and that's because most of us can't get new A3 devices for months and most new A4 devices are a pipe dream.  Thus the demand is there for used, preowned and off lease copiers.  Thus my talk track and I'm sure many others have changed their position when a client asks how much is that 5 year old copier?

My talk track in recent weeks finds me quoting 50% or more of the what the lease price was.

Interesting

I do find it interesting that I've never seen our industry like this in my 42 years.  Yes, there was the Great Recession in 08 or 09, but you could always get a copier whenever you wanted one.  When clients asked "when can I get my copier" the answer was always, "when do you want it by".

-=Good Selling=-

3 Reasons Offices Should Have A Printer And Copier Servicing Partner

Printing and copying are important enough for businesses to transcend even the 2020 COVID-19 pandemic response despite growing technology and hybrid workplaces. Well over half of all workers (59%) continued to print and copy the same amount or more while working from home. But catering to the continued need for print, already a challenge for the standard office becomes increasingly difficult for the large number of businesses moving to remote-first and hybrid formats. Here are three reasons offices should work with a reputable print and copier servicing partner.

Equipment Efficiency Matters

IT and Administrative departments handling these continued print and copy difficulties have a great deal more on their hands than some may expect. They must understand each department’s copy and printing needs and work to deliver the equipment, security, and materials required. This responsibility includes managing proper equipment service schedules and ongoing maintenance.

But IT and administration are not printing experts. So while IT has a handle on security and admin has organization under control, neither department has expertise in the proper printer and copier maintenance. And it’s essential. An appropriate maintenance schedule can prevent most of the issues that lead to paper jams and mechanical failures that delay print jobs or put equipment out of commission. It also ensures consistent, high-quality printing and productivity.

Software updates and consumables like ink and toner might be in the IT and administrative wheelhouse. But what about the cleaning and lubrication of the small internal parts? Do they know how to check the rollers for wear and tear? Office printers and copiers also need regular configuration checks to calibrate them properly for maximum print performance.

As experts in the printing and copying industry, printer service businesses know the differences between the different makes and models of equipment. This knowledge includes their peculiarities as well as their required maintenance schedules. Their expertise helps them keep their clients’ printing and copying equipment in top working condition throughout its lifespan.

Increase Equipment Life

Dust is a known enemy for computers and other electrical devices. It is the same for printers and copiers. But, in addition to standard air particulates, loose toner is a similar problem for these sensitive instruments. Both dust and toner can build up in printing and copying components. The materials can short out circuits on electrical boards or get in gears and bearings, creating misalignments.

Inkjet printers do not have to deal with the added issue of loose toner. However, they have problems with ink build-up as pigment from the ink can cake onto the print heads. The compressed ink creates streaks or gaps on prints and copies, damaging production quality.

Due to the accumulation of dust, ink, and toner, both types of printers are subject to paper jams, breakdowns, electrical and mechanical problems. Continued issues can lead to more extensive machine breakdowns and decrease the longevity of the equipment. However, regular cleaning and maintenance services will remove unwanted debris deposits, reducing wear-and-tear on sensitive machinery.

Industry specialists, such as printer and copier servicing businesses, will know the dangerous areas for standard dust and other particulates to build up. They will also be able to advise appropriate countermeasures such as reliable toner and ink cartridges. The result will serve to increase the lifespan of the machines.

Upfront Costs

If something goes wrong with a printer or copier, the parts and service fees can add up fast. If the printer is owned outright, there may be a warranty to cover some of the costs. But printer and copier warranties often have loopholes that place costs right back on the equipment owner. In addition, expenditures for maintenance and repair vary widely by machine and servicing company, making the overall fees unpredictable. All of this is on top of the loss of productivity and delays caused when a printer or copier suddenly stops working.

It is precisely this type of time loss and budget variance which makes finance departments cringe at the idea of investing in standard or expanded print and copy services. Of course, these problems were already prevalent in the standard office setting. Adding additional machines in remote locations only exacerbates the issue. But it doesn’t have to be that difficult.

Contracting with a printer and copier servicing partner reduces costs by first helping to prevent more significant repairs and emergency service calls. They do this by keeping machines properly maintenance, calibrated, and running smoothly. But the real benefit for finance is the set and negotiated pricing they can count on for regular budgeting and bookkeeping without the inconvenience of unexpected expenses.

Maintenance And Service Matter

Even the COVID-19 pandemic response couldn’t stop employees’ needs for print and copy. It is safe to assume that these services will continue to be necessary as businesses continue to decentralize their office spaces. But more a more extensive printer network does not have to mean more headaches for IT and administrative departments – especially for general printer maintenance and services. Partnering with a reputable service and maintenance company can offer better cost controls as well as greater performance and longevity for the business’s investments.

If you’re looking for other ways to save money and increase operational efficiency, read: 3 Reasons Businesses Should Lease Their Printers.

see attached document

Lead for Fleet of Copiers and Printers in Washington

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see attached document

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Constant Contact made a change and this has created an issue with Firefox, rather than taking all might to get this done. I'm posting a link here to see the latest threads.

My apologies...https://www.p4photel.com/topics

"Boredom is the root of all evil – the despairing refusal to be oneself."

Soren Kierkegaard

The root of all evil for many in sales is an empty pipeline.

I'm here to inform there is one more my sales friends... The root of all evil is boredom. Now think about the experience you are providing to your clients.

Raising the bar, going above and beyond... What has happened to the "icing on the cake, cherry on the top" sales experiences?

Attention to everyone in sales...

What kind of memories and experiences are you creating for your clients?

Dictionary.com defines boring:

• Causing or marked by boredom; dull and uninteresting; tiresome:
• A boring discussion; to have a boring time.

I ask you to think about your clients... What types of discussions are you having with them?

What types of experiences are you creating for them? How would they describe your conversations with them?

Are you exciting your clients into business betterment? Or, are you boring your clients into business complacency?

B2B means Business to Business, not Boring and too Bland

Are you living your sales life by the old Boy Scout motto: Be Prepared? Be prepared to take care of your clients better than anyone else can or will take care of them.

Your clients have choices and face it; they do interact with other salespeople.

Are you impressing upon them your knowledge to help them into business betterment?

Are you without a doubt, helping them, taking care of them and ensuring they are well taken care of?

What concerns me is why the sales world continues to swim in deep the red ocean. On one side of the coast, I call this the Ocean of Mediocrity and on the other side of the coast, I call this the Ocean of Indistinguishability.

I encourage you, equip yourself and learn how to swim in the deep blue Ocean of Sales Professionalism... Watch what happens to trust, loyalty and consistent repeated business.

STOP MAKING THEM YAWN!

Right now, at this very moment... How many of you are you making your clients yawn?

Would you even know?

What's even worse... How many are ignoring or possibly even "ghosting" you?

Here's the mirror moment for sales leaders reading this...

How many sales leaders would even know if their

salespeople are boring their clients?

Believe me or not, being boring is a choice... Many of you have been lulling your clients into a sense of boredom.

For some, they have been doing business with you for so long that they've become numb to the experience you're providing, and they have settled for boring.

All of sudden you're taken aback, as a shiny new sales professional comes along who pays attention to them, listens to them and delivers an "icing on the cake" experience; helping them realize they have better options.

STOP BORING YOUR CLIENTS

Boring salespeople sell products. Sales professionals sell experiences.

Boring salespeople believe they really know their clients. Sales professionals dig in and learn as much as they can about their clients.

Boring salespeople have nothing new to add to their clients because their talk is product centric. Sales professionals consistently provide new ideas, new insights and continually strive to help their clients do better business.

Boring salespeople talk at their clients as they broadcast sales jargon. Sales professionals engage in an open, honest and genuine conversations with their clients. They listen, keep them informed, and adapt to their feedback.

Boring salespeople fail to learn new things about their clients. They struggle to look to the future. They don’t learn about their clients and where their business is going. Sales professionals deeply understand what motivates their clients so they can meet their needs in the future, instead of just in the present moment.

If you’re not careful and client centric, it’s easy to fall into habits that deliver client disinterest.

Sales professionals breathe life into their client relationships.

Innovative, insightful and inspirational sales professionals dedicate themselves to newness.

It's this commitment that keeps their clients coming back for more and referring them more often to others.

BORING SALESPEOPLE FOCUS ON TRANSACTIONS & PRODUCTS

Boring salespeople focus their attention on simply generating the next sale. On the flip side, a sales professional focuses on building long-term client relationships.

A transactional mindset and product centric behaviors can be felt by your clients. I promise at some point you'll be replaced by a better transactional conversation.

Boring and transactional oriented salespeople provide no reason for their clients to remain loyal.

What's the likelihood they will continue to do business with you if you continue to deliver a transactional type of experience?

"Boredom is only for boring people with no imagination."

Tim Tharp

Are you putting your imagination to work in delivering an outstanding client experience?

BORING SALESPEOPLE LACK VISION

Uninspiring salespeople lack vision, clarity and breathe no value into their lifeless relationships.

Sales professionals have an inspiring vision fueled by emotion. This vision lights a fire within their clients that ignites passion, creativity and collaboration, all towards business betterment.

A consummate sales professional continually evaluates themselves to improve their results and to become better at what they do?

Boring salespeople struggle to clearly define themselves and their vision.

If you are struggling with clearly seeing and casting your vision, then it will become difficult to help your clients navigate to business betterment.

BORING SALES REPS ARE NOT RELEVANT

Boring salespeople wrap themselves up with self-delusional thoughts regarding how much their clients love them.

Furthermore, the relationships that many in sales believe they have with their clients is not nearly what their clients believe it to be.

To be relevant you need to understand their wants, needs, tensions, desires, and aspirations. You see, uncovering all of this takes some work and dedication.

In today's sales world, relevancy is not an option.

Boring salespeople lack relevance because they fail to understand what's meaningful to their clients. Sales professionals discover the emotional and human motivators by taking a genuine interest in their clients’ lives.

Boring salespeople struggle to answer:

• Am I going the extra distance for my clients?
• Am I serving my clients proactively?
• Am I developing a deep, genuine concern for my clients?
• Am I looking out for my client's best business interest?

SQUASH BOREDOM... EDUCATE, ENGAGE & EXCITE

In an environment that is becoming increasingly competitive, you must focus on building meaningful relationships with your clients.

Let's face reality, your clients have choices.

• You must become genuinely interested in their business
• You must be on the lookout to help them do better business
• You must connect with meaning rather than just contacting them to sell them something or waiting for them to contact you.

What are you doing to engage and build community with your clients?

Allow this quote to sink in...

"Bore, N. A person who talks when you wish him to listen"

Ambrose Bierce

Are you listening to your clients or talking to your clients?

Would you like to increase your sales success and fulfillment?

This was my goal when recording all-new materials for the new Selling from the Heart Masterclass, to increasing your sales success and fulfillment in your business.

If you enjoyed the Selling from the Heart book, you’re going to love this masterclass! It takes the tools given to the next level.

Have yet to read Selling from the Heart? No worries, you will receive an audio version as a part of the Masterclass. As an option you can get a free signed copy of Selling from the Heart (just pay for shipping and handling).

You can get your copy here - https://www.sellingfromtheheart.net/book

Together, we will go on a journey where we’ll dive into how to apply the ideas in the book to help you achieve even greater sales success.

With each of the 10 sessions, you’ll receive questions that will help you increase your sales in a way that also makes selling more enjoyable and fulfilling.

This masterclass is configured with you in mind where you can complete the course in chunks from any mobile device, iPad or computer, based on your availability.

You’ll also discover fun bonus materials throughout the course.

ACCESS THE MASTERCLASS HERE.

Lead for IT Services in Alaska

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Lead for Fleet of MFPs in Mass

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