31 Ways to Close More Copier Sales

Now that I'm old I can appreciate the things that Mom told me.  If I wanted something she told me to ask politely.  Whether that was at a store or at home I was always reminded to ask if I wanted something and do politely.

In our fast paced world of sames sometimes we find ourselves trying to figure out an angle that will help close the sale.  In most cases those angles will never work because it was all about us/me the sales person.

If we don't ask we don't get!

But how can we do this in a why that reflects that our offer is genuine for helping both parties?

I've stated this to client for years and it's rather simple.

"Hi Sandy, hope all is well with you and business.  I'm reaching to out to see if we can help each other.   Last time we spoke you were interested in that pre-owned wide format devices.  That unit has come and gone, however I have another one that will be available in a few weeks.  I'd like to include a maintenance agreement at no cost for the first year if you'd like to move forward with an order this week.  My month ends on the 23rd of this month and your order would help me in achieving my sales goal for the month.  Thus I'm hoping we can help each other.  Please let me know your thoughts."

Be genuine and state the reasons why this is good for both parties.  It doesn't work all of the time, but over the years this simple email got me to where I wanted to be.

-=Good Selling=-

Enough is enough, tired of the cold, the wind, the snow and hearing about the Super Bowl this week. Can't wait to get to the BTA Winter Break in a few weeks.  Please let me know if you'll be there!!

My Account Close:

Another unique close is to close the customer with the promise of marketing their business to my accounts.  With this I’ll tell them I’ll send out 50 letters to my best customers introducing “xyz” company. In the letter I’ll include their business cards and a flyer.

I've done it before, did any of the letters work?  Not sure, but I did send them out for three different accounts over the years.  I then turned over the list to my new customer!

-=Good Selling=-

Always keep in mind if you are doing something out of the ordinary with financing,  you'll need to clear it with the powers to be and the leasing company first. Double and triple check your numbers, and when you're finished leave no stone un- turned with your prospect. In fact have them sign and understand everything before securing the order.

24  Months of Payments w/Guaranteed Upgrade in 36 months w/4% Increase: 

This one is kind of funky and I use to be able to sell many of these before leasing companies went to max 125% funding.  The concept is to get someone off the fence and make them commit now. 

You need to position your system at list price plus 25%. Take a $20K unit and the 125% is $25,000. Offer them a 60 month lease and you’ll pay the first 12 months (you net $18,800 based on .0204; you’ll want to use the leasing company with the highest rate here).  You want to sell them on the fact that all they need to do is to make 24 payments (plus the 12 that you pay), this will bring them to the 36 month point of the lease.  You then give them a guaranteed upgrade of no more than 4% in their new lease. After 36 months there are 24 remaining payments at $510 for a total of $12,240. On your new sales price you will need to discount by 30% or more, thus the $20K MSRP will be discounted to $14,000, they owe $12,240 total of the new deal is $26,240.  This amount is now over the max 125%, however not much and I would ask for a $1,000 down on the new deal, thus you’re at $25,240.

Now you will use YOUR best 60 month lease rate. In this case I’ll use .0195. New payments to the customer would be $499.75 for 60 months. You will not offer them any payments on the new lease.  Take the $1,000 and spread it out over 60 months and the cost is $16.66 per month, add that to the $499.75 and you have a total of $516.41 which is less than a 2% increase.

You’re selling the customer on only making 24 payments for a total of $12,240 for a $20K system and having the benefit of low payments and only committing to that lease for 36 months.   I don’t normally do this, however this is more of an exercise on rates, payments and how you can structure a deal that may get that customer to move and then stay with you for many years. There are some other things to figure in like delivery of the new equipment and return of the old equipment.  I would only use this for deals above $20k.

-=Good Selling=-