Skip to main content

MFP Copier Blog

Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Fifty-Three of Sales

·

A quick update on New Jersey for everyone.  We're pretty much still locked down.  Not much has changed in the last two weeks, although the Governor is giving us back some small freedoms from time to time. 

Today he announced the horse racing can resume in New Jersey by next week, although none of the grandstands will be open. I'm seeing this as a Governor that is desperate for tax revenue and placing wagers on the ponies and sports betting will generate some additional cash. 

Yesterday we were notified that tolls on our two major highways the NJ Turnpike will see a 37% increase along with the Garden State Parkway receiving a 27% increase.  Way to go Gov, just keep making it harder and hard to stay in New Jersey.

All non-essentials stores can open but only for curbside pick-up. Hotels, motels, bars, diners, restaurants are still closed to the public.  Although diners and restaurants can be open for curbside pickup. 

For the most part office buildings are still a shell of what they once were in New Jersey.

Today was a decent day for prospecting since I was able to add another existing client opportunity. I wasn't able to manage many calls because of three appointments along with researching three opportunities so I could move them further along in the order process.

My earliest appointment was for a wide format net new prospect.  I'm offering a pre-owned MP W6700SP and hopefully replacing an order ink-jet plotter.  Initially I thought I would get some push back on my toner based wide format because my prospect is coming from ink jet.  I crammed for about 45 minutes this AM listing the pro's and con's of each device. I calculated the cost difference for black ink compared to black  toner. I was ready with all of my notes for the call.  

As we got deeper into the call it was evident that my prospect was tired of ink-jet, the waste of ink, the small paper rolls and the constant ink head replacements,  We left it with I would forward the docs asap and he would discuss with his partner. We planned a follow up call for next Wednesday.  I've been after this account for 26 months with at least 6 touches or more per year. Getting this one would be nice after all this time.

My second appointment of the day resulted in a verbal order for a small A4 color device. Not a record breaker for revenue but the ice breaker I needed for June.  Docs are going out Monday AM for this one.

My third appointment was unique to say the least. The suspect was new and our call lasted an agonizing 45 minutes.  In baseball scouts will look at a player and they'll put an NP next to their name.  The NP stands for Not A Prospect. I should have done that 10 minutes into the call but I hung on and we agreed that we would touch based in 6 weeks and exchange leads. Okay not a prospect but you never know about the leads.

I did have a great call from someone I recently met from Dove Print Solutions today. Nice call, nice person and I'm looking forward to additional calls down the road. It was also good to hear what's happening in other parts of the US.  

Last part of the day ended with completing an upgrade review for an existing account.  I could have stopped at 4:30, but I didn't because if I had left the rest to Monday I would have had to review the entire account again.  Finished just before 5PM and sent my email off to the client. This opportunity is for about $8k.  

End result of the short week saw me add four opportunities and move three of them to the point where they could close next week.  Revenue wise somewhere in the $20K range for all three. Not a bad week.

-=Good Selling=-

  • Always schedule the next appointment with the client
  • Never put off till tomorrow what you can do today
  • Research and prep before every meeting
 
0 comments
Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Fifty-Two of Sales

·

I received my early constant contact numbers from the email I sent yesterday.  It was a little better than I thought for and much better than the first. 

17% open rate and 5% click through. That translates to about 120 opens and 6 of the opens clicked through.  I even had multiple clicks from multiple people.  The plan is not to call the clicks right away but to collect some data on who is clicking what.  I'm thinking after 120 days (4 campaigns) I'll be able to generate some net new leads.

The reason I'm doing this is simple, I need to develop net new prospects for this year.  Heck after June we only have six months left in the year.  There's also another reason and that's because it's still so hard to get DM's on the phone here in Jersey.  Today I had to deliver a beta wide format exit tray (Courtesy of Copier Solution Shop) to one of my clients.  I left my house at 8AM and there was no traffic, there's always traffic in New Jersey. In addition I made sure that I scoped out office buildings as I passed them. Most parking lots were empty.  I did run across one parking lot that was full (kinda surprised me) and you know what they means right, yup they will be getting a phone call tomorrow.

I had a good day of setting appointments via email and a few phone calls.  I was able to set four appointments along with developing another two opportunities from existing accounts.  Thus the reason for the email campaign,  I need net new in my funnel know.  

The prospecting that you do for these summer months will be the prospects that you get orders from in the third and fourth quarter.  Over the years I've noticed too many sales peeps that will dog it over the summer and then wonder why they have no orders for the end of the year.  One of those peeps used to be me many years ago. We live and we learn by our mistakes.

Thinking I bagged about 20-25 calls today, maybe a dozen emails and created those opportunities.  As of right now I'm thinking I have a decent shot to have 50K by the second week of the month. It's not solid and needs work, but I rather be able to work them then have nothing at all.

My lunch was a working lunch today.  At 2PM I was on a call with Arlington as one of their guest speakers.  Each week since COVID19 started Arlington has been on every Thursday at 2PM with Navigating Business During These Unprecedented Times. Today was week eleven of the series. This way my second quest appearance with them and I'm hoping for a third in the near future. If you have the time catch the webinar and or the recordings it's all good information.

I have three appointments scheduled for tomorrow and another three accounts that I need to research for possible upgrades.  The highlight of the day is that a net new got back to me and wants to schedule something for next week.  That's a $35K opportunity, just wishing I had 5 or six of those in my funnel.

Here's a interesting piece from today. I received an email from a client stating this.

Been paying for this machine for to long. This invoice is out of order. We’ve paid enough for this machine. Please make arrangements to pick this machine up. We’re not going to renew. 

Okay my first thought was this was not a nice email and maybe I should not be such as nice in my return email. Meaning "you signed for x amount of months and we can't pick it up and you'll have to pay to ship it back", and then leave things like that. Because by the tone of the email this wasn't going anywhere!

I took a different approach and here's what I sent back.

You signed a 48 month lease. You still have 12 months or so left. At the end of the lease it’s your responsibility to return the copier to the leasing company. I will double check and confirm later today

We can help but there’s nothing we can do with the lease cost per month unless you’re interested in trading in and reducing the monthly lease cost.

It was worth a shot right?  Here's the response I received

Then let’s trade in then. 

Bang, opportunity created. Not the biggest but not the smallest but a simple email offering to help seens to have done the trick.

-=Good Selling=-

  • Turn a negative into a positive
  • Prospect your ass off all summer
  • Develop your own email campaign 
  • Invest in yourself
 
0 comments
Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Fifty-One of Sales

·

Day fifty-one now since I've been optioned to remote working from my home office.  In 15 days we'll hit 66 days, those 66 work days represent and entire quarter of the year.

There may be some good news on the horizon though. Today a gym in South Jersey filed a law suit against our Governor, the AG, the head of the state police and the top health official.  Below is a snippet from a recent article.

I"an Smith and Frank Trumbetti have filed a federal lawsuit that challenging the constitutionality of the state's "Draconian" shelter-in-place executive orders, which resulted in the closing of non-essential businesses. An injunction to allow the gym to reopen would be filed on Thursday, attorney James Mermiglis told Patch Wednesday morning."

I can only hope that this mirrors what happened in Wisconsin where the Governor was sued and lost. In a matter of hours the entire state was open gain for business.

Today

I had a couple of plans on tap for today.  One was to send my once a month email campaign to my list of 600 plus AEC contacts in New Jersey.  From start to finish I probably spent about 3 hours with deciding on the content, the call to actions and the verbiage for each of the four points I wanted to cover.  I try to make these more educational for the reader than pummeling them with some stupid special for a copier.  That email was sent about 1PM and by tomorrow I should have some early results.  I know I won't have sensational results, I'll be delighted with a 10% open and 5% click through.  For me it's all about doing this on a consistent basis and develop a following from all of these net new prospects. 

My second plan was to write some content for my Jersey Plotters site, however that didn't happen because I had an issue with my VPN that I couldn't figure out.  Guess this will have to wait for another day.

Afternoon

My after noon was dedicated to prospecting via email and phones until I received an email from a contact at one of my recent installs.  The email came across with an audio file (recording) that was left for me.  First things first is the file was not an MP4 file in fact it had a weird .eml or something like that.  I then emailed the person who sent me the email told him that I couldn't (wouldn't) open the file and to please let me know how I can help. I received a reply that stated "just click on the attachment". Okay that message just confirmed that persons email was hacked.  I immediately called the CFO and text'd him in case he was not aware that someone's address was hacked.

To make a long story short the CFO and I spoke, he was aware of the hacked email but found it rather odd because on Friday his IT company approached him with a "add on" his managed IT plan for cybersecurity the "white glove plan".  He's convinced that it came from his MSP and was livid. I took the high road and stated, "if you're really sick you'll get a second opinion from another doctor, maybe it's time you called us in for that second opinion".  The talk track finished with he would have that discussion with the principal.

I believe I logged one opportunity, set two appointments for the entire day. Not a great day but we have to have a plan to move forward. Tomorrow I've got an early on-site appointment to help an existing account with wide format, it's not an opportunity but a good account that I need to nurture.

Thus I'm back to "0" for the new month. May is over and I can't rest on my laurels and make **** happen again. 

-=Good Selling-=

  • have a plan for each month
  • develop original content (video or blog)
  • prospect your tail off
 
4 comments
Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Fifty of Sales

·

This morning started last night (Sunday) for me. I had booked a 10AM to get docs signed for a new color wide format MFP. It was about 9:30PM when I tried to access our CRM and it was down. The site wasn't down but I couldn't access it because I still needed to be setup as a user and didn't have credentials. 

The plans of printing off the order doc, the ma and the lease wasn't going to work.  Next course of action was to pull up order docs that I had already used for other accounts. Never the less there was much redacting and editing of those pdf's and the final result was a set of documents in the printer just waiting to be signed.

My other dilemma was creating the second set of documents that I wanted to email to the client for the order I received a verbal for on Friday.  That was a $15K order and I wanted to send the docs super early to give the DM enough time to sign and email back to me. It was about 9AM when I finally had access to my CRM and I was able to complete 50% of the order docs. It was then off to my 10AM appointment.  There's just no way you can be late for signing orders with a client.

The 10AM meeting was my second on-site meeting in recent weeks. The meeting was another masked event and after some great conversation with the client I was back at my home office by 11AM.  Once I arrived I had to tune into our weekly TEAMS meeting.  Thank goodness we ended a little early today.

All I could think about was if I would get the documents signed and emailed back to me before the end of the day.  The thoughts of,  did my client take an extra day for the holiday, did I sent the docs too late and were there other pressing matters or maybe there was a change of mind. Funny how all of these thoughts process in a few seconds when you don't have ink in paper.

It was around 12PM when I finally sent the docs, now the waiting game begins. I started with processing the the docs from my 10AM meeting which took a good 30 minutes.  Just about 1PM I checked my email and there it was the second set of signed docs and the order that put me over $200K for the month!

Never have I had such a month in my 40 years of doing this. For May I processed eight or nine orders, placed 14 units, 12 of those devices were sold in the AEC market and a net new in a CRD.  Thus this month made up for the first four months of the year which were terrible.  Coming into June I'm thinking I'm one month ahead now in my annual quota. 

In the past I would have maybe taken a couple of hours and enjoyed the accomplishment, but today I took a different road.  If I can do $200k in a month, why can't I do it again?  The funnel is somewhat there, and continued prospecting will only increase the funnel right?  Why not try and do it again I thought.

After making sense of why not I dove right into to a $40K opportunity and started the wheels in motion to move it down the road. 

The month of May is over for me, the accolades are over and I'm back to only being as good as your last month.

Goals for June is to add $100K in opportunities, take a day off and goal fishing when the weather is spectacular and look under every rock for an opportunity.

End result for May:

  • I never thought it couldn't be done
  • I never gave up prospecting
  • I worked my tail-off
  • Some times you are in the right placed at the right time
  • I was patient and let the ball travel with some clients
  • I planted seeds early in the month with clients
  • I still love what I do


-=Good Selling=-

 
1 comment
This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 10 Years Ago for the Last Week of May 2010

·

Down to one day left in the month on Tuesday.  Going to enjoy tomorrow however need to put in a few hours of work in order to make things happen.

Enjoy these awesome threads from ten years ago this week!

MFP Wars "Copier/MFP Manufacturers to Buy Printer Manufacturers"

Guest ·
With the recent aquisition of Oce by Canon, what's next for the likes of Xerox, Ricoh, Canon and KonicaMinolta? There's no more Ikon, Danka and Global like companies left for them to buy. Could it be possible that the next wave of consolidation comes from Printer Manufactuers, or better yet do some of the Print Manufacturers secure thier market share with the aquisition of low level players such as Muratec, Toshiba, Sharp, and Kyocera? I count at least.......... MFP Wars "Copier/MFP
Topic

Sales Executive-Managed Print Services $90k - $110k

Guest ·
Sales Executive-Managed Print Services $90k - $110k About the Job SALES EXECUTIVE Managed Print Services $90k - $110k First Year Have you sold Printers in an IT environment? Can you call on "C" level executives, including Chief Information Officers, to sell copiers, printers, scanners, servers or connectivity software? The age of Managed Print Services is here. Perform a study of total images printed for a large prospect and turn it into a cost savings, and you get a high volume sale
Topic

India printer, copier and multifunctional product market records 36% growth in Q1 201

Guest ·
India Infoline News Service / 15:49 , May 28, 2010 Though Xerox also registered a substantial 166% shipment growth, it only represents 1.8% of the total market in terms of shipments. Increased government spend in Q1 added to the total growth of the market. The combined printer, copier and multifunctional product (MFP) market in India totalled nearly 0.8 million units in the first quarter of 2010, representing 35.7% growth over the first quarter of 2009, according to Gartner, Inc. “Most of
Topic

Konica Minolta Australia has appointed George Fryer as national

Guest ·
Konica Minolta Australia has appointed George Fryer as national sales manager for the production printing group. Fryer (pictured) takes over the role from Eric Holtsmark, who has become national dealer manager in a management reshuffle. Holtsmark was recruited to the national sales role from EFI in May last year. Fryer will be based at Konica Minolta's Sydney office and report to national marketing manager David Procter. "George brings a wealth of industry experience and in-depth understanding
Topic

Who is InfoPrint Solutions and what is it’s relation to Ricoh America Corporation?

Guest ·
Q. Who is InfoPrint Solutions and what is it’s relation to Ricoh America Corporation? A. In 2007, Ricoh acquired a substantial share of the Printer Division of IBM which is the current InfoPrint Solutions. For the past three years, it has been co-managed by Ricoh and IBM. In July of this year, InfoPrint Solutions will become a 100% wholly owned subsidiary of Ricoh. InfoPrint Solutions brings to market the advantages IBM and Ricoh have in the development, manufacturing, marketing and building of
Topic

Printomatic pushes into commercial digital print with Xerox 700

Guest ·
Adelaide-based Printomatic is expanding from synthetic substrates to paper-based print and variable-data after investing $170,000 in a Fuji Xerox 700 digital press with inline finishing. The company installed the press three weeks ago in a bid to expand its digital capabilities to booklets, business cards and flyers. Printomatic general manager Greg Birch (pictured) said: "The one we've got is fully packed, it does everything. We've got the finishing module, so we can print booklets off in one
Topic

New Ricoh Aficio MFPs Driven by EFI Fiery Technology

Guest ·
, integrated from creation to print, deliver increased performance, cost savings and productivity. The company’s robust product portfolio includes Fiery® digital print controllers and solutions; VUTEk® superwide digital inkjet printers, UV and solvent inks; Rastek™ UV wide-format inkjet printers; Jetrion® industrial inkjet printing systems; print production workflow and management information software; and corporate printing solutions.
Topic

New Canon imagePROGRAF Models Receive Five-Star Exceptional Rating From BERTL Inc.

Guest ·
, the new imagePROGRAF models provide an extremely high level of photographic and proofing-quality prints. The new imagePROGRAF iPF8300, iPF6350 and iPF6300 are compliant with U.S. ENERGY STAR energy-saving standards and RoHS compliance standards. To learn more about Canon's full line of ENERGY-STAR qualified and certified products and other environmental initiatives, please visit www.usa.canon.com . BERTL, an independent analyst firm and testing lab, reviews current product lines and new product
Topic

Toshiba TEC releases 2009 Financial Results

·
Global MFP sales fell 16% due to the recession but operating profit increased 91% in the period April 01 2009 to March 30 2010.
Topic

Canon to Acquire Lexmark?

Guest ·
anyone else hear this? This was a comment that was posted to my blog today. Nathan Maust said... Anothe rumor I heard today from a dealer principal that is on the Ricoh Dealer Council is that of Canon acquiring Lexmark. Just imagine the printer giant that would create if HP were to then acquire Canon since Canon already makes all of their printer engines, & they have deepened the level of their partnership in recent months.
Topic

OKI Printing Debuts LED Printers

Guest ·
OKI's line of LED printers offer energy-saving features and a compact footprint the company says is ideal for small workspaces and cost-conscious businesses. OKI Data Americas, which markets its products under the OKI Printing Solutions brand, announced the launch of A4/Letter color and mono LED printers for the small to medium-size market, expanding its lineup of workgroup printing solutions. The company is positioning the compact C330dn and C530dn color LED printers as ideal for small
Topic

Canon: new presses offer 'business leap'

Guest ·
The manufacturer is targeting the production printing machines at commercial printers, print-for-pay and central reprographic departments (CRDs). According to Canon, the latest additions to the imagePress range offer faster simplex and duplex output on a variety of stocks in weights from 60-325gsm. Trevor Dodsworth, Canon Europe's head of product marketing within business-to-business, said the manufacturer was confident that customers would benefit from the improved productivity of its latest
Topic

For the third time in the past year, Print Audit® has

Guest ·
: Angela Onstine 1.877.412.8348 pr@printaudit.com www.printaudit.com Facebook: http://www.printaudit.com/facebook Twitter: http://www.twitter.com/PrintAudit Outside of North America, please contact: Print Audit - Europe +44(0)1483 726206 www.printauditeurope.com inquiry@printauditeurope.com Print Audit - Australasia +612 9922-3756 http://www.printauditaustralasia.com Print Audit - South Africa +086 110 5777 (Within South Africa) +27 11 531 1869 (Outside South Africa) www.printauditsa.com
Topic

Canon digital presses open new markets for Ambit Press

Guest ·
imagePRESS machines have opened areas of the market that were previously off-limits,” says Reed. “With better-quality output, we can approach highly discerning customers like designers and print consultants, to show them that digital printing can deliver the high quality output they need for their customers. Previously, customers in these segments were not interested in digital printing or would look to competitors for digital printing, but the Canon quality has converted them and allows us to offer
Topic

Around the World with KonicaMinolta

Guest ·
Konica Minolta Pioniers Crush Almere By admin on Tuesday, 25th May 2010 THE NETHERLANDS – Czech slugger Jakub Malik went 4-for-5 and a trio of Konica Minolta pitchers limited Almere to just three hits Monday as the Pioniers finished off a three-game sweep over the Magpies with a convincing 15-1 road win in the Dutch League. Konica Minolta (10-11) scored early and often in a matchup that was decided in rapid-like fashion. Lennart Koster put coach Bernie Beckman’s squad out front in the first
Topic

Dell adds document management features to printers

Guest ·
Dell is embedding document management features in multifunction printers as it tries to establish a foothold in the managed print services market, the company said Thursday. The embedded custom software is in multifunction printers for specific vertical markets like education, legal and health care. Such embedded software expands the functionality of MFPs and automates printing and scanning tasks, said Orlando Lacayo, product manager at Dell's printing and imaging division. MFPs will be capable
Topic

Ricoh Ends Relationship with Ratio

Guest ·
Effective April 30th, 2010 the sale of all Ratio print controllers and options will be discontinued and will no longer be available for purchase through Ricoh. Ricoh will continue on-going support for hardware issues for machines in the field and will be able to provide replacement controller boards for defective units. This includes continuing service by providing information on the functions and specifications of RATIO print controllers, and analysis of problem information to determine
Topic

Xerox Corporation — Xerox DocuShare

Guest ·
From the June 2010 Review of Document Management Systems. DocuShare is new to our DMS reviews this year. Xerox has developed this as a horizontal application to work in many different types of organizations. The focus is on small to mid-size businesses, although DocuShare also scales to accommodate larger organizations. It is a completely browser-based application developed in Java, which provides more portability in terms of hardware platforms. This is not an accounting firm-centric
Reply

Re: Canon to Acquire Lexmark?

Guest ·
It's all about the consumables, if Canon got the right deal it would be a no brainer for them. They would just phase out the lexmark engines and replace them with thier own, similar to a manufacturer buying a dealer then dumping the existing line an replacing with thier own. There are roughly 13 players in the "toner/ink on paper" business, clicks seem to be migrating downward with MFP's and Printers (You may have the numbers on that, I'm giving it a good guess). I'm thinking there's another
Topic

Office Depot and Lexmark Team up with Operation Homefront to Provide Military Familie

Guest ·
provides necessary assistance to the families of U.S. military troops who are serving our country," said Paul Rooke, executive vice president and president of Lexmark's Imaging Solutions Division. "Lexmark is pleased to support dedicated partners like Office Depot that value corporate citizenship as much as we do. In addition to saving time and money with their purchase of a Lexmark all-in-one printer, customers will walk away feeling good about supporting this worthy cause." Program Featured
Topic

Dell announces four new business print solutions

Guest ·
Dell announces four new business print solutions Dell introduced four new custom printer solutions that aim to increase day to day efficiency within the business while enabling IT managers to focus on other tech areas. The Dell will now be offering industry-specific print stations for law, healthcare and education customers with the purchase of a new Dell MFP along with their free Proximity Printing Solution aimed at helping IT administrators with medium to large printer fleets. The Dell
Topic

Around the World with Xerox

Guest ·
The Ducati Xerox Team Prepares For Round 7 In Salt Lake City Salt Lake City (USA) : a busy month for the Ducati Xerox Team that, having already raced at Monza and Kyalami, now travels on to Salt Lake City, where the seventh World Superbike round is scheduled for the coming weekend at the Miller Motorsports Park. The Superbike races, in a change to the traditional schedule, will take place on Monday 31st May, Memorial Day and a national holiday for the American people. The Salt Lake circuit has
Topic

Xerox's ACS Rolls Out Public, Private Cloud Service

Guest ·
Xerox-owned Affiliated Computer Services this week became the latest IT services company to debut an enterprise service that blends both private and public cloud services though an on-demand delivery model. ACS Enterprise Cloud is designed to support the Vblock infrastructure package, a pre-integrated and pre-tested virtualized data center offering developed by Cisco (NASDAQ: CSCO), EMC (NYSE: EMC) and VMware (NYSE: VMW). As more and more companies transition away from traditional on-premise
Topic

April: The Fukuis win performance excellence award

Guest ·
Featured in the photo with Frank and Penny Fukui are John Stewart, Ricoh Corporation VP West Region (right), and Leo Komonchak, Ricoh Corporation West Region Manager (left). Frank and Penny Fukui, owners of Woodburn Company, a Ricoh Copier dealer, accepteda performance excellence award at the Palazzo Hotel in Las Vegas at the Ricoh Convergence 2010 Conference where more than 1,000 Ricoh, Savin, and Lanier dealers attended. Some of Woodburn Company’s customers include Nordstrom Inc., the
Topic

RAC DigiDocFlow Promotion (Ricoh)

Guest ·
Dear DealerigiDocFlow the product which brings the power of scanning simplicity to everyone is now offering a Free Features pack when ordering the following.How to Order:When you purchase:• DigiDocFlow Basic• 1 year of Support for...
Member

Reply

Re: Canon to Acquire Lexmark?

·
Neither of these scenarios really make sense to me. Canon does not need A4 engines, they make all of HP's. So why acquire Lexmark? If Ricoh could afford it (both money and integration capacity-wise) that would make more sense. Canon is a proud and rich company and is not going to be acquired by HP or anyone else soon. It made over $30b last year too. HP sees itself as a solutions and service provider, not a manufacturer, it would much rather Canon take care of the manufacturing and the
Reply

Re: Some Copiers Store Personal Information

·
A fascinating glance at what the CBS news story might have looked like if they'd been honest. To recap... "Someone might be able to recover your driver's license from your copier's hard drive by simply spending several hundred dollars and hours of work!" "However, every one we looked at had no recoverable data" The end.
Reply

Re: Copy machine bid

·
Another 'direct' win for Ricoh!
Reply

Re: At the end of term, who pays to ship the copier back to the leasing company?

·
We all understand the ethical "Deal with it first" approach. Unfortunately, this often does not happen in the copier business. I do like your line, "Well, if your new copier vendor did not deal with this well known hidden cost, what else is he not telling you?".
Reply

Re: At the end of term, who pays to ship the copier back to the leasing company?

·
When we decline to return a copier at our cost due to a competitor not doing this at their expense, we do suggest to our former customer two moving companies they can call to pick up the equipment. Of course, we will keep in polite contact over the next few years, as we known when the lease will expire next time.
Reply

Re: At the end of term, who pays to ship the copier back to the leasing company?

·
Often the same Decision Maker is not around 3-5 years from now, so you will have to remind the new DM about the extra freight costs they incurred with their present copier vendor. Plus this time around you will take care of that hassle and expense for them by a line item in your new quotation.
Reply

Re: At the end of term, who pays to ship the copier back to the leasing company?

·
Coming from the lease finance area of the copier industry I know this always ends up in an arguement. so we use a simple Rule If its End of Term (EOT) and the customer is upgrading we take the cost if the deal is at EOT, the customer is returning and going to a competitor, then the customer eats the cost
Reply

Re: Ricoh Ends Relationship with Ratio

Guest ·
Like WHAT!!!!!This was emailed to me from another P4P member. Ricoh states thier embedded controller will suffice. They still don't know what they are doing with wide format! Need Ratio stuff? go here
Member

Topic

ROANOKE RAPIDS — Tomorrow, Roanoke Rapids City Council

Guest ·
Additional expenditures for Planning include increased funding for the part-time administrative assistant. The position now will receive $12,940 a year for 1,000 hours. The department will also receive $3,500 of the $8,000 requested for a new copier under the proposal. http://www.rrdailyherald.com/a...64cf061397165196.txt
 
0 comments

Sales Professionals Are Constantly Thirsty, Are You?

·
"The desire of knowledge, like the thirst of riches, increases ever with the acquisition of it."
Laurence Sterne

Feedback isn’t just for rookies. As the leader I know you are, it's part of your job to evaluate yourself, solicit feedback, and then hold yourself accountable for how you apply it.

Throughout your sales career, the feedback you’ve earned is necessary for continued growth.

Sales is a competitive and tough. It's not for the weak at heart. The highs are high and the lows are low.

There is a massive difference between a sales rep and a sales professional.

Some may say it's the competitive inner drive. How do sales professionals continually get better?

  • They constantly work on their mindset, heartset and skillset
  • They are locked in on their goals
  • They have relentless determination
  • They have uncompromising discipline
  • They have a huge desire to outperform their best and others’ best
“Feedback is a gift. Ideas are the currency of our next success. Let people see you value both feedback and ideas.”
Jim Trinka and Les Wallace

I believe there is ONE THING that separates sales professionals from sales reps. It's the passion and thirst-quenching feedback they get from their clients.

THE THIRST FOR CLIENT FEEDBACK

If you fail to continually find out what your clients think about you and your service, you'll never be able to give them the best experience they deserve. It's their opinions about the experience they have with you that is helpful to use to adjust your support to fit their needs more accurately.

Insincere and canned emails soliciting feedback doesn't cut it. And, lord knows you know what I mean because many of you send them out.

To truly serve your clients is to listen to them. 

Sales professionals intently listen to their "client voices" through consistent and constant feedback. They treat clients like royalty, providing everything to match their wants and needs all the time.

Together, let's think for a moment...

  • How do you know if what you're doing is working?
  • How do you know if your clients are happy with their experiences or with you?
  • What do they like and dislike?
  • How are you keeping up with what's going on inside their company?
Sales professionals quench their thirst with client feedback

Feedback is the breakfast for sales champions. They quench their sales thirst with meaningful and heartfelt feedback.

The best thing you can do is to go to your clients and get feedback.

"When you give your buyers feedback, you are giving them a gift. In turn, they'll understand what works and what doesn't work in your interactions. When you seek and respond to feedback from your buyers, you differentiate yourself, set an example, and make it easier for them to hear your suggestions."
Deb Calvert

You must be willing to look for honest, candid and sometime uncomfortable feedback from your clients. Sales professionals know this makes them better. To get great feedback, one must become vulnerable and shall I say, surrender.

QUENCH YOUR THIRST WITH A CUP OF COURAGE

How can you take your sales career to the next level? Simple, feedback will set you free! It's the feedback you get from a cross section of your clients that will provide the avenues to grow relationships, grow yourself and grow your referrals.

Here is a suggestion, place your clients into three buckets. Sort your clients by...

  • You love them and they love you
  • Challenging
  • Middle of the road clients, ones you just don't hear much from

The best place to start gathering feedback is from those clients who have been placed in the "middle of the road" bucket.

Why? You may not see them on a consistent basis and you may tell yourself, "all is well" but in actuality they may become vulnerable to a hostile takeover.

You must be willing to quench your sales thirst with feedback. Your clients are the best source of help. You must be willing to ask.

You have not because you ask not

THE THIRST AND DRIVE TO BUILD RELATIONSHIPS

The opportunities for growth inside your client base are enormous. I'm sure you've established a relationship, but the question becomes, "How credible is the relationship?"

Professionals dig in and ask...

  • What can I do differently?
  • What can I do to improve or enhance the experience I provide to you?
  • What can I do to help you do better business?

I'm asking you to rock the boat on this one because a comfortable mindset with your clients is a terrible thing to waste. Think of the all your competitors circling your clients just waiting for the right moment to reel them into their establishments of paradise.

STAY THIRSTY MY SALES FRIENDS

The client comfort zone is a terrible place to be in. You will be amazed what you learn outside this zone.

Imagine for a moment that your smack dab in the middle of the Sahara Desert. You've been wandering aimlessly for hours, you're tired and thirsty. Suddenly you come across a watering hole or is it a mirage, a figment of your imagination.

Well my sales folks, investing in your client relationships shouldn't be a mirage. Fill up your pipeline with client feedback and stay thirsty my friends.

Client feedback is a terrible thing to waste
No alt text provided for this image

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.

No alt text provided for this image

You can find more material inside Selling From The Heart.

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market. 

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.

 
0 comments
Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Forty-Nine of Sales

·

Yay!  It's 4:47pm and I'm getting to write my blog for the day.  

In order to stay sane with each passing week I'll turn to jibjab and create some ecards for my team members.  It's easy to do because you can get their images from facebook, instagram or Linkedin.  Today I had some extra time to search for ecards where I could input 5 people. 

No on is safe from these videos! 

I had time to cut three of them today.  Just a few minutes ago I sent them to our team with the subject line "a little pick me up for Tuesday".  Tuesday the 26th is the last day of our month and orders will count for the week!  Matter of fact I'll see if I can put one of the video's in this blog for everyone.

We're Not Gonna Take It (is our mantra during these times)

This morning I had to prep for my 9:30AM because I didn't have time last night. It was right around 8:45am when I received an alert for my 9:00am meeting. What!  I checked my email and then checked my calendar and wtf, my client accepted the meeting for 9:00, however my email stated 9:30am.  I hopped on TEAMS asap and there I sat for 30 minutes.  I figured maybe they saw the difference in the schedule and was still going to log in at 9:30am.  I waiting another 10 minutes and nothing. Okay, this is serious I need to call them now,  called and got my DM on the phone and received an apology that they forgot all about the meeting.  It was all good because he did have the time now. 

Our meeting was centered around upgrading an A3 device to an A4 device.  The savings in the MA and the device would save them about $100 per month.  We continued the conversation where I told him about my last three weeks and general consensus that I'm getting hearing from all of my accounts.  My accounts are going to stay in business however they are concerned about future risks and the need to cut business costs is at the top of the list for all of my SMB accounts.  By the time we finished I received the verbal for the A3 MFP along with an order to replace their wide format MFP.  End result is we've scheduled for Tuesday the 26th to do the docs.  

Right, $15K for this one and my appointment on Tuesday to get docs signed will give me $22.5 for the last day of the month. If all goes well I'm expecting to finish the month with $214 and more than 400% of quota. I still have one other opportunity for net new out there. TUESDAY, TUESDAY

It's not done yet, but it's close and Tuesday will be a fun day to say the least.

Don't count on it Tim!

Looking back at the month the one thing that jumps out at me is productivity. I don't think I could have ever done this with driving to appointments on a daily basis.   Could this mean I can do $200K each month? 

It will be interesting to see how next month pans out especially if we're still in lockdown in Jersey.

Everyone have a nice Memorial Day Weekend and remember to honor those that made the ultimate sacrifice for our great nation!

-=Good Selling=-

 
2 comments
This Week in the Copier Industry 5 Years Ago

This Week in the Copier Industry 5 Years Ago for the Last Week of May 2015

·

Two selling days left in the month and I looking for another $10K to get me over the hump.  Two days of pushing coming up and it should be exciting!

Enjoy these awesome threads from 5 years ago this week!

Ricoh Multi Copier Lease Award in Missouri

 · 
TOPIC

Ricoh SP4520dn print will not print...

 · 
Ricoh SP4520dn print will not print on to carbonless paper from Relyco. No matter what we did it was still pulling two sheets. Rats!!! Proposed SP8300DN to customer, however, it's three times the cost.
TOPIC

Canon Solutions America Named Top "Company to Watch" by Inkjet Summit 2015 Attendees

 · 
MELVILLE, N.Y., May 26, 2015 (GLOBE NEWSWIRE) -- Canon Solutions America, Inc., a wholly owned subsidiary of Canon U.S.A., Inc., today announced that it was voted the number one "Company to Watch" by attendees of the Inkjet Summit 2015 , held April 27-29 in Ponte Verde, Florida. The highly regarded industry award was presented to Canon Solutions America's Production Print Solutions division, which received the same honor during the inaugural Inkjet Summit in 2013. Voted on by attendees, the
TOPIC

Worldwide Large Format Printer Shipments Show a Slight Decline in the First Quarter of 2015, According to IDC

 · 
. Roland is the fourth-rated supplier of wide format printers worldwide based on its strength in the eco-solvent market and growing presence in UV and dye-sublimation. Mimaki has grown to become the fifth largest supplier of wide format printing systems worldwide, surpassing Ricoh, which saw a decline in its wide format toner-based printer shipments. Worldwide Large Format Printer Shipments, Shipment Market Share, and Quarter-over-Quarter Change Vendors 2015Q1 Shipments (K) 2015Q1 Market Share
TOPIC

The Canon Experience Center In Costa Mesa, California Earns LEED®Gold Certification

 · 
, this Center offers award-winning service and support to customers, clients and partners - ranging from repair operations, on-site educational programs and a nearly 5,000 square-foot state-of-the-art showroom that displays products ranging from the PowerShot family to the Cinema EOS lineup to large format imagePROGRAF printers. The 38,000 square-foot facility was renovated with environmentally conscious elements aimed to help secure the certification. "The Canon Experience Center is yet another
TOPIC

GoEngineer Named Number One Reseller Worldwide for Stratasys 3D Printers in 2014

 · 
May 26, 2015 01:00 PM Eastern Daylight Time MINNEAPOLIS REHOVOT, Israel--( BUSINESS WIRE )-- Stratasys Ltd. , a global leader of 3D printing and additive manufacturing solutions, has recognized GoEngineer as the number one reseller of Stratasys 3D Printers worldwide for 2014. “We are just scratching the surface of what is possible and we are continuously learning from our customers that the demand for new and innovative ways to apply these technologies will accelerate the enormous opportunity
TOPIC

RICOH MP 401SP vs SP4510SF Equals WTF!

 · 
Both of the systems mentioned in the title are A4 black MFP's with print speed of 40ppm. The SP model is marketed towards IT, where as IT would want to replace their own consumables. Thus a much higher toner cost, end user can also purchase drum that will last 20K and fuser for 120K. MP 401SP, dealer based machine, service repair. Only consumable cost I have is for toner. Have no clue what the yield of the drum is, we have yet to issue a cpp program. The MP 401SP is $1,500 more than the SP401SF
TOPIC

PrintReleaf Partners with IBSolution to Open Distribution in South America

 · 
– equivalent to their paper use – at global reforestation project sites of their choice.Through Print PrintReleaf’s integration with Global Forest Watch, a platform hosted by the World Resources Institute, customer’s interface with heat map technology that represents forest loss and gain across the globe, showing them which areas the planet needs trees most. PrintReleaf reforests at a generally accepted rate of 8,333 sheets of paper per tree (this equation is detailed in PrintReleaf’s global
TOPIC

Xerox, Others Slam Scanner ‘Patent Troll’ IP In PTAB Review

 · 
Xerox, Others Slam Scanner ‘Patent Troll’ IP In PTAB Review By Michael Macagnone Law360, Washington (May 27, 2015, 2:45 PM ET) -- Lexmark Corp., Ricoh Americas Corp. and Xerox Corp. blasted a nonpracticing entity for offering a "nonsensical" defense of two document-scanning patents during a Patent Trial and Appeals Board hearing Wednesday, maintaining the claimed inventions just combine decades-old prior art. The decision in Wednesday’s case should build on a PTAB decision last year that
BLOG POST

Letter to Mr. Jones about Sales Reps

 · 
people if they ran across these scenarios on every sales call? "I'm sorry", stated the receptionist, "we don't accept telephone solicitors" and the receptionist then hangs up. Your salesrepresentativesemails are returned, because their email address is not approved with the prospects email system. Your sales representatives emails are ignored by prospects. Companies doorsare locked, there is no bell and no one at the front desk. Mail, when it is received is sorted and anything that resembles junk
TOPIC

Ohio Libraries to receive new color copiers for the public to use

 · 
along with the new color copiers. Printers are available for 10 cents per printed black and white page or 30 cents per color page. The cost to scan is 10 cents per page in black and white or color. The cost to fax one document is $1 and 50 cents for each additional page. The equipment cost is covered by the fees paid to scan, copy and fax. For more information, stop in or call any branch library. The library also offers notary service. Visit clermontlibrary.org for more information. The Clermont
TOPIC

Copiers Needed in New York State

 · 
http://www.newyorkbids.net/bid...opiers-Services.html
TOPIC

Xerox Announces New Robotic Process Automation Offerings

 · 
://www.linkedin.com/company/xerox , http://twitter.com/xeroxcorp , http://simplifywork.blogs.xerox.com , http://www.facebook.com/XeroxCorp , http://www.youtube.com/XeroxCorp . Xerox ® , Xerox and Design ® , and ClearSight™ are trademarks of Xerox in the United States and/or other countries. Contacts Media: Xerox Kevin Lightfoot, +1-214-841-8191 kevin.lightfoot@xerox.com
TOPIC

Need Help for Duplex, Staple Solution

 · 
There is an existing fleet of Sharp systems. The client is printing from their ERP for statements and invoices. The ERP can only print one sided documents. The client would like to be able to print the statements two sided and then have an the document auto stapled. Anyone have any ideas?? Help!
TOPIC

Many Copiers Needed in Texas

 · 
http://www.acaedu.net/cms/lib3.../2015_Copier_RFP.pdf
TOPIC

Color Production Press Needed in Tennessee

 · 
Bid Title Digital Copier/Printer Lease Bid Description Proposal Title: Digital Copier/Printer Lease Proposal Description: The Knoxville Utilities Board is interested in replacing our current Ricoh C651ex Digital Printer/Copier. KUB will accept bids for a 60-month lease of a new full color printer/copier system. This bid should be a monthly charge for the equipment, training, services, parts, labor and all consumable supplies. No other charges during this 60-month lease period will be accepted
TOPIC

17 Copiers Needed in North Carolina

 · 
https://www.ips.state.nc.us/ip...NCY/PDF/10804400.pdf
TOPIC

Copiers Needed in Missouri

 · 
RFP2015-17 Rental of Copiers REQUEST FOR PROPOSALS RENTAL OF COPIERS Bid #RFP2015-17 Sealed proposals will be received by the Purchasing Agent of the City of St. Joseph until 3:00...[ Readon ]
TOPIC

Copiers Needed in Iowa

 · 
http://www.iowabids.com/bid-op...-bwcolor-Copier.html
TOPIC

Sharp's Default Risk Jumps as Government Rescue Prospects Fade

 · 
Sharp Corp.’s bond risk jumped the most since 2012 on waning prospects for a state-backed rescue. The cost to insure debt in the Japanese supplier of displays to Apple Inc. rose 210 basis points to 751 on May 21, credit-default swap data from CMA show. That is the highest for a technology company in Asia and compares with the average for such companies of 122. Innovation Network Corp. of Japan plans to reject Sharp’s investment request on concern it would face opposition from Apple and
TOPIC

Fireside Chat with Scott Fritz, Serial Entrepreneur & Author of “The 40 Hour Work Year”

 · 
Fireside Chat with Scott Fritz, Serial Entrepreneur Author of “The 40 Hour Work Year” Posted on May 26, 2015 by Print Audit By West McDonald, Vice President of Business Development, Print Audit Owner, FocusMPS One of the hardest things around planning an event like the Top 100 Summit is finding the right keynote speaker. The Summit is focused on change and helping office equipment dealers to prepare their businesses for the next wave of uncertainty that is upon our industry. I interviewed
TOPIC

Ricoh Dealer Wholesale Costs - Supplies

 · 
Hey Gang, I'm trying to track down dealer wholesale supplies/consumable costs for a specific set of Ricoh MFPs: MP 2554/3054/3554 series MP 4054/MP 5054/MP 6054 series Pro C7100X/C7110X/C7100SX/C7110SX SP 4510SF MP 401SPF Basically just the newest models (have all the others). Could anyone share those? Thanks, Jake
TOPIC

7 Reasons from 7 Sinners: Why the Top 100 Summit Is Important

 · 
7 Reasons from 7 Sinners: Why the Top 100 Summit Is Important Posted on May 28, 2015 by Print Audit By West McDonald, Vice President of Business Development, Print Audit and Owner, FocusMPS As an office equipment dealer, you know that change is in the air. You’ve started to see the signs that the way things have always been done may not be the way of the future. The question is, what to do about it? The answer: The Top 100 Summit . The Top 100 Summit has gathered some of the best minds in
MEMBER

TOPIC

Auxilio Inc. to Present at LD Micro Invitational Investor Conference on June 2nd

 · 
MISSION VIEJO, CA--(Marketwired - May 26, 2015) - Auxilio, Inc. (OTCQB: AUXO) ("Auxilio" or "the Company"), a leading provider of Managed Print Services (MPS) and IT Security for the healthcare industry, today announced that Joe Flynn, Chief Executive Officer, will present at the LD Micro Invitational Conference on Tuesday, June 2nd, 2015 at 1:00 PM PST / 4:00 PM EST. Auxilio's CEO Joe Flynn will be available for one-on-one meetings on the day of the presentation. Date: Tuesday, June 2, 2015
TOPIC

Auxilio Inc. Announces Shifts in Membership to Board of Directors

 · 
Auxilio, Inc. (OTCQB: AUXO), a leading provider of Managed Print Services (MPS) and IT Security for the healthcare industry, announces the appointment of two new members to its Board of Directors (Board) and retirement of two long-standing board members. Max Poll, serving since 2005 and Michael Joyce, serving since 2007 have retired from Auxilio's Board of Directors. "I appreciate the contributions both of these gentlemen gave to Auxilio over the years. Max offered great insight as we enhanced
TOPIC

Need Wholesaler for off lease wide format

 · 
Need your help please, can any post information as to what copier wholesalers may have ricoh wide formats on hand?
MEMBER

MEMBER

EVENT

How to Create Leads and Close Net-New Business with Buyer 2.0

TOPIC

3 easy steps to digitize your documents (AEC)

 · 
The architecture, engineering, and construction (AEC) industry is famous for generating large amounts of large-format documents. Once a project is completed the blueprints, reports, contracts, accounting spreadsheets, and every other related printed piece must be stored. Some are required by law to be kept for years—or even indefinitely. That translates to boxes upon boxes of paperwork piled high ina storage facility. Not only are there major monthly rental costs, there is the issue of time
TOPIC

3 easy steps to digitize your paper archive « the arc newsletter

 · 
AIM The architecture, engineering, and construction (AEC) industry is famous for generating large amounts of large-format documents. Once a project is completed the blueprints, reports, contracts, accounting spreadsheets, and every other related printed piece must be stored. Some are required by law to be kept for years—or even indefinitely. That translates to boxes upon boxes of paperwork piled high ina storage facility. Not only are there major monthly rental costs, there is the issue of time
TOPIC

MWA Intelligence Inc. Signs OEM Agreement with SAP to Leverage SAP Business One®

 · 
based on multiple, bolt-on software programs. Offered on premise or in the cloud, FORZA enables real-time decisions by capturing critical information across sales, customers, operations, finance, and service, making the information instantly available company-wide on desktops and mobile devices. “SAP is committed to helping businesses run better,” said Mike O’Neil, head of North American sales of SAP Business One at SAP. “Through this OEM agreement, MWA Intelligence Inc. will be able to provide a
 
0 comments
Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Forty-Eight of Sales

·

Many times you'll see me use the phrase "the harder you work the luckier you get".   Many years ago Jack Carroll (Partner with Century Office Products) use to tell me this every time I brought in a decent size order.  The first time I met Jack was way back in 1986 and that was the year I started my dealership Atlantic Office Systems in New Jersey.  After selling the business to my partners in 1998 (best thing I ever did) I took a sales position with Century Office Products in New Jersey.  I believe it was 2010 when Jack and his partners sold the business to Stratix Systems. 

What I could never figure out is why all the sales people did not stay on board. I was the only one that stayed and I guess you could say that I came with the deal (lol).  Anyway that phrase has stuck with me all of these years.  It was not until today that Coach told me what the "luck" part actually stands for, it's Labor Under Correct Knowledge.  Guess I've been ahead of my time all these years!

It's after 10PM here in Jersey and the memory of what happened today is fading fast.  I prepped for a 10AM meeting that never happened, after three phone calls and one email I moved on to bigger and better things.  One of my plans was to secure an existing order for $8.5K and get a meeting with a net new for the $11K opportunity.  

I was able to meet with the net new account, we went over the specifics of the offer and this was after the proposal was sent. I was told the DM was a numbers person, thus I was asked to simplify the quote for the three proposed copiers I was offering. I wasn't going to sell three but I made sure that I was quoting three different copiers that would meet their needs with the hope that there wouldn't be any shopping. I do hate to bring up the shopping bit in a conversation because if they we'rent shopping they might be after I made mention of it. 

I thought it was best to rely on what I do best and leave it at that.  I finished up the revised numbers and email with one caveat that the two extra items I put in had a expiration. I guess that's quid pro quo right?  You give me this and I'll give you that as long as we get it done by x date. Seems this might roll till the last day of the month.

I tried three times in the day to reach my existing client that was stated he would upgrade as long as they could save money. I had sent the closing email the other day and today was do or die.  Nothing on those three calls,  just about 4PM I dialed again and got my guy.  He was swamped with work and stated he didn't have time to review yet and stated maybe Tuesday or Wednesday of next week.  Oh frak Wednesday that's not going to work for me I thought.  With that I stated my month ends on Tuesday and can you at least review it then or we could do everything via email.  He came back with that's no fun, I'll look at this over the weekend and you plan to come in on Tuesday okay?  Did anyone think I was going to say NO.

That's a verbal in my book, and I'll be there with docs that need to be signed.  K, as long as this one goes I need another $10K to hit my goal.

The horse race is on!

-=Good Selling=-

 
0 comments
Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Forty-Seven of Sales

·

I am so looking forward to having an extra day off next week!  The last 75 days have been extremely stressful.  It will be nice to have three days to wind down a bit. 

Does anyone feel like me that this year is taking forever to unfold? Most years it seems that the months and quarters fly by. So far this year seems like everything is going in slow motion.

I had a plan for today and it consisted of researching three possible existing clients for upgrades along with prospecting via the phone, email and Linkedin.  At one point I was doing a pretty good job with marking the calls, the emails and the appointments until I got side tracked from an existing account. 

In a Teams meeting (NJ) the other day I was roasted for still keeping a daily hand written journal of things to do and opportunities for the month.  A point was made that I have all this software and you're still hand writing stuff! MY response was that at any time I could glance down at see my opportunities and my things to do.  For me it's all about instant satisfaction that I can cross something off my list or put check next to a clients name that I touched.  Yes it may be old school but it works for me and it keeps me on track.

With one of the existing clients I sent out a closing email and I think we've all done it from time to time.  I bullet pointed all of the advantages to doing business now and then put the close at the end for "Is this something we can do this week".  Is it not right to ask for the order?  Many of those self proclaimed sales guru on Linkedin will say it is. I'm thinking many of those sales guru's don't have a monthly quota and most probably weren't decent at selling thus why they moved into writing and coaching.   Rant over

That closing email went out early in the AM and since I have three days left in the month I was okay with letting the ball travel with this client for a day. 

Out of the prospecting today I yielded no appointments,  and no new opportunities that could close in a few days.

Tomorrows plan is to call the one client with the closing email, and then call one of the net new opportunities and give the Ron Popiel offer.  That's where I review the existing proposal and add two additional items that will make the offer to good not to move on it now.  Using this strategy can only go two ways, one is you get the order and the other is the client backs off. I'm the camp right now of I don't have the order so I might as well go for the order.

In the AM tomorrow I'll be prepping for a 9:30AM with an existing client and then it's back to my favorite task of prospecting.

Thinking back about today and was there anything that I did that was unique or special?  Yes there was!  One of my clients needed help with printing from their wide format.  They couldn't figure out how to direct the prints to the front or rear exit tray.  It took me a few minutes and I created a video showing the process.  When finished the video I posted it my YouTube channel and sent the link to my client. Now I have the video archived and can create a blog around the feature and incorporate the video.  I still love what I do!

-=Good Selling=-

 
0 comments
Newer Posts
Older Posts
Post

Membership Required

We're sorry. You must be signed in to continue. Sign In or Register
×
Are you sure you want to remove from your Block List?
×
Loading...
×
When you block a person, they can no longer invite you to a private message or post to your profile wall. Replies and comments they make will be collapsed/hidden by default. Finally, you'll never receive email notifications about content they create or likes they designate for your content.
Note: if you proceed, you will no longer be following .
×
Advanced Search
Advanced Search

Access to this requires a premium membership.

VIP/Premium Membership

A Premium Membership can carry you to the top of the sales ladder!

Premium Membership Includes:

  • Access to the Premium forums (I'm not going to post all of my secrets in the general forums, but I will post them in the Premium forums).
  • Unlimited downloads of all documents which include competitive proposals, Print4Pay Hotels "Pricing on the Street", competitive quotes, competitive sales orders, RFP's/RFQ's and word/xcel documents that I've created that will help you track your sales, self help sales documents, and much more!
  • As long as you're a Premium Member, you can lean on me for additional help with creative ideas of how to close the deal, add additional value with a third party solution, whatever you need in order to help WIN the deal!
  • Leads, every now and then I'll get a few leads from across the country, this is due the lead generation site I created and all the blogs I've written. A Premium Membership will enable you to receive these leads.

Follow the link on the forums to get your Premium Membership. If you're interested in a lifetime membership please send me an email arthurkpost@gmail.com and we'll send you a pay pal invoice of $399 of a LIFETIME Print4Pay Hotel membership.

$115.00 per 12 Months (plus tax if applicable)
×