Crush Your Copier Sales Goals: A Daily Prospecting Checklist

Let’s face it copier sales isn’t for the faint of heart. It’s a grind, but the rewards? Totally worth it. To dominate in this game, you need a daily routine that’s as sharp as your sales pitch. If you’re tired of winging it or playing catch-up, this checklist is your chance for success—and it’s not for the lazy. The harder you work the luckier you will get!

1. LFG!

Start your day early and be ready to work at starting time.  More time spent prospecting equals awesome commission. Prep like a pro:

• Check Your CRM: Who’s hot? Who’s not? Identify the leads that need your attention NOW. Keep a daily list of things to do.  Write them down and check them off as you go, each and every day you are adding and subtracting from the list. I learned a long time ago that I can't remember it all and out of site is out of mind.  You also get that feeling of accomplishment with each task you check off. These small accomplishments each day earns you the right to win business.
  

• Keep a Hot Prospect List: While I know my CRM can handle this for me, there’s nothing quite like writing down my hot list on a pad of paper and marking a check next to a client’s name when I make contact. Whether it’s sending an email, making a call, texting, or replying to an email, I add a check for every interaction. Each check marks progress toward my goal. Today, it often takes nine or more points of contact to close a deal.

• Set a Target: Write down how many calls, emails, or demos you’re going to crush today. When prospecting I use a manual check list for calls, emails, inmails (linkedin), texts, appointments.  I'll put a slash in each category as I perform the tasks.  Goals?  At least 30-35 slashes in each category with a goal of 2 plus appointments.
  

• Do Your Homework: Stalk your prospects (in a non-creepy way). LinkedIn, Google, company websites, Youtube, get to know them better than they know themselves.  Use AI to speed up your research process. much better that sorting through web pages to get the information you need. If you'd like to learn more about prospecting with AI, send me an email apost@p4photel.com, drop me a reply here or send me a PM on this site.
  

• Know Your Pitch: Believe it or not, the odds of getting the DM on the phone for that first pitch grows smaller and smaller.  If you're working with two monitor screens, then have one that just shows your sales pitch.  Can't tell you how many times I was surprised when the DM took my call and I wasn't ready to pitch.
  

Thoughts

Copier sales isn’t rocket science, but it’s also not a walk in the park. It takes grit, hustle, and a game plan to stand out. Follow this checklist daily, and you’ll turn prospecting from a chore into a money-making machine.

Let’s go get it. No excuses.

This Week in the Copier Industry Ten Years Ago

The Poem 📜

It’s okay to tell me,

That you forgot my email,

That you missed my call,

That life has been a little too full—

It’s okay.

It’s okay to tell me,

That you’re still deep in the search,

That the approval hasn’t yet arrived,

That the stars haven’t quite aligned. ✨

It’s okay to tell me,

That other quotes are calling your name,

That the timing feels off,

That your list is long,

And we’re not quite at the top. 📋

It’s okay to tell me,

That objections linger in the air,

That you’re moving in a different direction,

That decisions wait for other hands to guide.

It’s okay to tell me,

Because honesty is the bridge we stand on,

The trust we build,

The connection we keep—

Even if it’s not today. 🤝

Because it’s not about closing the deal today—

It’s about trust, respect, and honesty. 🤝

It’s okay to tell me,

When you’re ready to move forward,

When the answer is yes,

When the path is clear. ✅

Until then,

It’s okay to tell me.

#SalesMindset #TrustInSales #ClientSuccess #BuildingRelationships #ProfessionalGrowth #TransparencyMatters #SalesJourney #Connection

The future of color copiers includes 3D printing because of the natural progression of technological innovation and the evolving needs of users for more versatile and creative solutions. Here’s why 3D printing is poised to influence the trajectory of color copier technology:

1. Expanding Capabilities Beyond 2D Printing

Traditional color copiers are limited to reproducing images and text on flat surfaces. 3D printing extends this capability by enabling the creation of physical, three-dimensional objects. This evolution opens up entirely new applications in industries like manufacturing, design, and healthcare.

2. Integration of Additive Manufacturing

3D printing, or additive manufacturing, builds objects layer by layer using materials like plastics, resins, or metals. This process aligns with the growing demand for on-demand production, reducing waste and allowing for custom designs. Incorporating such technology into copier systems offers businesses multifunctional devices capable of both 2D and 3D outputs.

3. The Shift Toward Multi-Purpose Devices

As offices and businesses look for devices that consolidate functions, the incorporation of 3D printing in color copiers represents the next step in creating all-in-one solutions. This transition would cater to both traditional printing needs and emerging demands for rapid prototyping and small-scale manufacturing.

4. Driving Creativity and Customization

3D printing allows for unparalleled customization, enabling users to produce prototypes, models, and even finished products tailored to specific requirements. This capability would transform how businesses and creative professionals approach project development and presentation.

5. Leveraging Digital Technologies

Modern color copiers already integrate AI, IoT, and advanced imaging technologies. Extending these capabilities to 3D printing is a logical next step. For example, AI could optimize 3D print settings for material efficiency, while IoT connectivity could enable remote monitoring and job queuing for 3D print tasks.

6. Sustainability and Material Efficiency

3D printing offers sustainability advantages by using only the material necessary for a given object, minimizing waste compared to subtractive manufacturing processes. As sustainability becomes a priority, this feature aligns with global trends in eco-friendly technology.

7. Bridging Office and Industrial Applications

Integrating 3D printing into color copiers could bridge the gap between office use and industrial manufacturing. Offices would gain access to industrial-grade prototyping tools, while industries could use them for smaller, intricate projects without investing in specialized standalone equipment.

My Thoughts

The inclusion of 3D printing in the future of color copiers represents a response to changing user demands, advancing technology, and the growing need for versatile, multi-functional devices. By expanding beyond flat-page printing, these next-generation copiers could play a central role in creative, industrial, and personalized production, further cementing their relevance in an increasingly dynamic world.

-=Good Selling=-

Color copiers have undergone remarkable transformations since their inception, evolving into highly sophisticated devices that continue to redefine document production. This timeline highlights the key milestones and the technologies behind them.

1. Early Beginnings (1950s-1970s)

Color copying began as an extension of monochrome photocopying, relying on manual overlays and photo-mechanical processes to achieve basic color reproduction.

Technology: Photo-mechanical Color Processes

These early methods used colored filters to separate and layer cyan, magenta, yellow, and black (CMYK) tones. Labor-intensive and slow, they required multiple steps to produce a final image.

The Role of Dye Sublimation

Emerging during this period, dye sublimation allowed for high-quality color reproduction. By turning solid dye into gas and embedding it into a substrate, this method created vibrant, durable prints. While not widely adopted in office copiers, it set the stage for innovations in textile and photographic printing.

2. 1973: Introduction of the First Color Copier

The 3M Color-in-Color Copier, introduced in 1973, was the first machine capable of producing color copies. It utilized a dry electro-photography process.

Technology: Dry Electro-photography

This method created a latent image on a photo-conductor drum, transferring toners one layer at a time onto the paper. Although groundbreaking, it was slow and required precise alignment for each color.

3. Late 1970s: Entry of Xerographic Color Copiers

In 1977, Xerox launched the Xerox 6500, which automated the multi-layer process of color copying, making it more accessible and efficient.

Technology: Analog Xerography

Analog xerography used a photo-receptive drum to sequentially apply CMYK toners. This simplified the manual overlay process and improved print quality, solidifying Xerox’s position as a leader in office technology.

4. 1980s: The Digital Revolution

The digital era began in the 1980s, marked by the introduction of Canon’s CLC-1 in 1987. It revolutionized the copier industry by integrating digital imaging.

The Canon CLC-1: Changed Evrything

Canon’s Color Laser Copier (CLC-1) was the first digital color copier, combining digital scanning and printing in a single device. It featured precise color calibration and advanced image processing, enabling consistent and high-quality output. This innovation was particularly beneficial for industries like advertising and design, where accurate color reproduction was critical.

Technology: Digital Imaging with Electrophotography

The CLC-1 converted images into digital pixels, which were processed electronically before printing. Using the electrophotographic process, it improved speed, accuracy, and reliability, paving the way for the widespread adoption of digital copiers.

5. 1990s: Single-Pass Color Technology

The 1990s saw significant advancements in speed and efficiency with the introduction of single-pass color copiers such as the Ricoh FT Color and Minolta CF900.

The Ricoh FT Color

Ricoh’s FT Color series introduced innovative single-pass systems that applied all four CMYK colors simultaneously, eliminating the need for multiple passes. This improved both speed and color accuracy, making it ideal for high-volume offices.

The Minolta CF900

The Minolta CF900 was another trailblazer, featuring multi-drum technology for precise color layering in a single pass. Its user-friendly design and exceptional color fidelity made it a favorite among businesses requiring consistent, professional-grade prints.

Technology: Single-Pass Electrophotography

This technology employed multiple photoconductive drums or belts to lay down all four colors in a single pass. It drastically reduced print times and alignment errors, revolutionizing the market for color copiers.

6. Early 2000s: Inkjet Technology in Office Copiers

Inkjet printing, traditionally used in smaller devices, entered the office copier market, offering high-quality color output for a variety of applications.

Technology: Thermal and Piezoelectric Inkjet

Thermal inkjet systems used heat to create vapor bubbles that ejected ink onto paper, while piezoelectric systems relied on vibrations to achieve precise droplet control. Both technologies allowed for vibrant, detailed prints with lower operational costs.

7. 2010s: LED and Laser Color Copiers

The 2010s brought compact and energy-efficient LED copiers into prominence, complementing laser systems in delivering high-speed, high-quality printing.

Technology: Laser and LED Electrophotography

Laser systems used moving optics to draw images on a photoconductive drum, while LED systems employed fixed arrays of light-emitting diodes. LED technology reduced mechanical complexity, increasing reliability and energy efficiency.

8. Present Day: Intelligent Color Copiers

Today’s color copiers are advanced multifunction devices (MFDs) incorporating AI, IoT, and cloud integration. These devices offer exceptional print quality, security features, and streamlined workflows.

Technology: AI-Assisted Digital Printing

Modern copiers leverage machine learning for image enhancement, predictive maintenance, and automated adjustments. Solid ink technologies, using wax-like blocks, further enhance sustainability and operational efficiency.

9. Future Trends: 3D Printing and Beyond

The future of color copiers lies in 3D printing and robotics, moving beyond traditional 2D printing to create interactive and dimensional outputs.

Technology: Additive Manufacturing

3D printing layers materials such as plastics and metals to build objects, opening new possibilities in manufacturing, design, and prototyping.

My Thoughts

The evolution of color copiers reflects humanity’s quest for precision, efficiency, and innovation. From manual overlays to AI-powered multifunction devices, each milestone has pushed the boundaries of what’s possible in document production. As the industry looks toward 3D printing and robotics, the future of color copiers promises even greater breakthroughs, shaping the way we create and share information.

-=Good Selling=-

As we inch closer to a world where robots handle everything from office tasks to home chores, a fascinating parallel emerges: today's multifunction copiers and tomorrow's robots share more than a few similarities. Both are complex machines designed for automation, embedded with software that governs their functionality, and destined to face planned obsolescence.

This creates a unique opportunity for copier dealers, who are already experts in maintaining, repairing, and optimizing high-tech devices, to become the go-to source for robot repairs. Here’s why:

1. Deep Expertise in Planned Obsolescence

For decades, copier dealers have navigated the tricky waters of planned obsolescence. They’ve managed firmware updates that limit compatibility, parts that wear out intentionally, and customer frustrations with these cycles. This experience makes them uniquely qualified to handle similar strategies in the robot industry, where manufacturers may impose similar lifecycles on robotic components.

2. Established Repair Infrastructure

Copier dealers already have the infrastructure for servicing complex machinery:

• Skilled technicians trained in diagnosing mechanical and software issues.
• Parts supply chains capable of sourcing replacements quickly.
• Service contracts that align with client needs and device lifespans.

This infrastructure could easily adapt to servicing robots, especially those deployed in offices, such as delivery bots, robotic assistants, or even automated file management systems.

3. Understanding of Workflow Integration

Modern copiers don’t just print and scan; they integrate into larger workflows. Copier dealers specialize in ensuring devices work seamlessly with cloud platforms, cybersecurity protocols, and other office technologies. Robots will require the same treatment—especially in environments where they interact with enterprise systems.

By applying their expertise in workflow integration, copier dealers can ensure robots are not just functional but also productive members of the office.

4. Experience in Customer Support

From troubleshooting paper jams to explaining complex lease agreements, copier dealers excel at customer support. This skill is invaluable when working with robots, which will likely frustrate users with occasional malfunctions. Dealers are already adept at balancing technical problem-solving with maintaining customer satisfaction.

5. Natural Evolution of the Service Model

As robots become more common, manufacturers will likely implement service models similar to today’s copier leasing arrangements. Copier dealers are already experts in bundling hardware, software, and maintenance into a single package. They can extend this model to robots, offering:

• Leasing options for robotic equipment.
• Service level agreements (SLAs) for uptime guarantees.
• Subscription-based models for software updates and repairs.

6. A Proven Business Model

Copier dealers understand how to sustain profitability in a service-heavy industry. By transitioning to robot repairs, they can diversify revenue streams while leveraging their existing customer base. Companies that already trust dealers with their copiers are likely to rely on them for robotic services as well.

Looking to the Future

The rise of robots in the workplace is inevitable, and so is the need for repair and maintenance. Copier dealers, with their decades of experience, technical expertise, and customer relationships, are perfectly positioned to lead this charge. By preparing today, they can ensure their relevance in a future dominated by intelligent machines.

So, the next time you see a copier technician expertly repairing a jammed multi-function device, imagine them fixing a humanoid robot in your office someday. The leap might not be as far-fetched as it seems.

Early adopters who begin aligning with the robotics industry now will likely lead the way.  Will you be the early adopter?

When we think of robots, we often picture humanoid machines or industrial robots on assembly lines. However, robotics is not defined solely by appearance but by function: a machine designed to perform tasks automatically, often using sensors, actuators, and programmed intelligence. With this definition in mind, could today’s advanced copiers be classified as robots?

Let’s explore the technological evolution of modern copiers and how their advanced automation capabilities align with the characteristics of robotic systems.

From Simple Machines to Robotic Automation

In the early days, copiers were relatively simple devices, performing basic functions like duplicating documents. However, modern copiers—often referred to as multi-function printers (MFPs)—are a far cry from their humble predecessors. Equipped with advanced automation, AI, and connectivity, they now perform tasks that were once considered labor-intensive and manual.

Here are several reasons why modern copiers qualify as robotic systems:

1. Programmed Automation

Modern copiers can handle multi-step processes with little to no human intervention. Whether it’s:

• Scanning and copying a batch of documents
• Printing double-sided pages in the correct sequence
• Sorting and stapling finished outputs

These actions are programmed and executed autonomously, saving time and ensuring precision. In essence, the copier functions like a task-specific robot designed to streamline workflows.

2. Sensors and Actuators

At the heart of robotics lies the ability to sense and respond to the environment. Modern copiers are equipped with a plethora of sensors:

• Paper feed sensors detect jams and automatically adjust to avoid errors.
• Toner level sensors alert users when supplies are low.
• Imaging sensors ensure proper alignment and clarity.

These sensors work alongside actuators that adjust components in real-time, much like industrial robots do on production lines.

3. Artificial Intelligence and Learning

Many high-end copiers now incorporate AI-driven features, such as:

• Image correction: Automatically adjusting brightness, contrast, and resolution for optimal results.
• Error detection: Identifying and skipping blank pages in a scan or detecting misplaced documents.
• User preferences: Learning patterns and preferences to suggest common workflows.

These intelligent systems mimic the decision-making processes of more generalized robotic systems.

4. Smart Connectivity

Today’s copiers are not standalone machines; they are integrated into larger ecosystems of office technology. Through connectivity features, they can:

• Sync with cloud platforms like Google Drive, SharePoint, and Dropbox to store or retrieve files.
• Enable remote management for monitoring and troubleshooting.
• Respond to voice commands through smart assistants like Alexa or Google Assistant.

This level of integration mirrors the collaborative role of robots (cobots) in modern workplaces.

5. Error Correction and Feedback Loops

When something goes wrong—like a paper jam or toner depletion—modern copiers don’t just stop functioning. Instead, they notify the user, provide instructions for resolution, and in some cases, reroute jobs to ensure minimal disruption. These feedback loops are hallmarks of robotic systems designed to handle unpredictability.

Where Copiers Diverge From Traditional Robots

Despite their advanced features, copiers are still task-specific devices. Unlike humanoid robots or robotic arms, they lack mobility and general-purpose capabilities. Their "robotic intelligence" is limited to document-related tasks, but within that domain, they excel at automating complex workflows.

Why This Matters

Recognizing copiers as robotic systems highlights the growing presence of automation in everyday tools. These machines not only enhance productivity but also demonstrate how robotics principles are reshaping even the most familiar office equipment.

As we continue to integrate robotics and AI into more aspects of daily life, the line between "machine" and "robot" will blur. Modern copiers are already on the forefront of this transformation—quietly revolutionizing document management one automated task at a time.

My Thoughts

So, are modern copiers robots? While they may not walk, talk, or weld metal, their advanced automation, use of sensors, and AI-driven capabilities certainly qualify them as robotic systems. As technology progresses, the office copier could evolve further, cementing its role as a robotic assistant in the workplace.

Have you considered the "robot" in your office lately? It might be your trusty copier, working tirelessly to make your day more efficient.

-=Good Selling=-

Our copier industry is ever-evolving, and as a copier sales representative, adapting to new opportunities is essential for staying competitive and boosting profitability. Wide-format multi-function printers (MFPs) represent a lucrative and growing segment that copier reps should actively target. Here are five compelling reasons to add wide-format MFPs to your sales arsenal:

1. Expanding Market Demand for Wide-Format Solutions

Wide-format printing is no longer confined to niche industries like architecture and construction. Today, businesses across diverse sectors—retail, education, and marketing—are adopting wide-format printers for tasks such as:

• Producing banners, signage, and posters.
• Creating blueprints and technical drawings.
• Printing custom marketing materials in-house.

Selling wide-format MFPs allows copier reps to meet the evolving needs of clients seeking versatile, high-quality printing solutions that expand beyond standard formats.

2. Higher Profit Margins

Wide-format MFPs typically command higher price points than traditional office copiers, translating into larger profit margins for sales reps. In addition, these machines often come with lucrative recurring revenue opportunities, such as:

• Consumables like ink and media rolls.
• Service contracts and maintenance agreements.
• It takes just as much effort to sell one A3 MFP for $6,000 as it does to sell one wide format MFP with a revenue of $15-$20K.

By offering wide-format options, copier reps can boost their bottom line while providing customers with a premium, value-added solution.

3. Differentiation in a Competitive Market

With copier sales becoming increasingly commoditized, selling wide-format MFPs provides a way to stand out from the competition. These devices offer unique benefits, including:

• Specialized functionality that many competitors don’t focus on.
• A new selling angle that highlights innovation and adaptability.

Positioning yourself as an expert in wide-format technology opens doors to clients who are looking for cutting-edge solutions tailored to their specific needs. Additionally, it's worth noting that the A3 MFP market is saturated with numerous manufacturers, making differentiation harder to achieve. In contrast, the AEC (architecture, engineering, and construction) wide-format MFP space has fewer competitors, giving you an opportunity to stand out more easily.

4. Cross-Selling Opportunities

Wide-format MFPs present a natural opportunity to cross-sell and upsell. Businesses purchasing these devices often require complementary products and services, including:

• Scanning software for large documents.
• Design tools or subscriptions.
• Managed print services.
• All AEC companies also require A3 MFPs

Leveraging wide-format sales can strengthen relationships with clients, allowing you to bundle services and build long-term partnerships.

5. Access to New Customer Segments

Wide-format MFPs allow you to break into industries and markets not typically targeted with standard copiers. This includes:

• Architects and engineers requiring precise technical drawings.
• Marketing agencies that demand vibrant, large-scale visuals.
• Event planners and educational institutions creating eye-catching displays.

By diversifying your client base, you reduce dependence on traditional markets and create new growth opportunities for your sales pipeline.

My Thoughts

Adding wide-format MFPs to your product lineup isn’t just a smart sales move—it’s a strategy for growth and differentiation. By capitalizing on this burgeoning market, you can increase profits, diversify your offerings, and deliver greater value to your clients. Start positioning yourself as a wide-format specialist today, and watch your sales career reach new heights.

It’s late, and I’m going through this quickly, so please bear with me. I had an existing account that was shared with a Direct Branch. The Direct Branch held the majority of the placements, while we had three units in a satellite office. One of those placements was a 135-page-per-minute production system.

I had maintained a good relationship with the manager for eight years and had been in touch with him about the lease's end.

My contact mentioned that Direct would also be quoting a new production system, as they had a color unit at the same location. I knew my chances of retaining the account were slim, but I put my best foot forward, submitting a highly competitive proposal five months before the term ended (as did my competitor).

After hearing nothing for quite some time, I followed up with my contact. He told me that Jed in IT was now making all the decisions. He hadn’t heard anything either and suggested I reach out to Jed. He gave me his contact information, and off I went.

I left my first message, noting that we’d submitted a quote and needed to follow up on the end-of-term obligations for the existing system and get an idea of where we stood with the new lease. A week passed, and nothing—so I called again, leaving a similar message. Again, no response. This continued, with the same message each time, but no callbacks. All in all, I left at least seven messages for Jed. I got nothing! Typical, I thought.

About a month later, I had a dream that I’d lost the deal. Lo and behold, the next day, I received notification from our service dispatch that “my guy” had called about removing the system. I thought, “That SOB has my number and couldn’t call me directly?” Then I realized he probably didn’t want to speak to me directly because I’d ask, “What happened?”

The next day—WTF—I get a call from Jed, the IT guy. He’s asking me for a copy of the cost-per-page lease and wants to see if we can remove the equipment. I replied that I’d be more than happy to comply, but he’d need to call the leasing company and arrange it with them. I then asked, “Why did you go with the other company?” He said it was a pricing decision. I could live with that. Then I asked, “But why didn’t you return any of my calls?” His answer: “I’m not obligated to call anyone back.” I lost it! I said, “We’re an existing vendor, and we wanted to inform you of your end-of-lease obligations, and you’re telling me you’re not obligated to return calls?” He continued, saying he doesn’t check his phone because they’re all sales calls, but he does check emails. I thought, “You rotten $#%!” I called this facility many times and couldn’t even reach a person to pick up the damn phone, let alone obtain or request an email address.

In hindsight, I probably should have asked my guy for Jed’s email address. But who knew this person felt they weren’t obligated to call back an existing vendor?

The moral of the story? They entered into a new contract, and since they didn’t call me, their cost-per-page lease rolled over for another year—with some 2.5 million pages attached! I’d love to be a fly on the wall for that conversation when they realize they’re now paying for two production systems for at least a year! But who knows—maybe they’ll keep it forever, as their ineptness will likely prevent them from notifying the leasing company when the renewal comes due again!

-=Good Selling=-

Ricoh Pro C5300 proposal

Kyocera TA 6054i proposal

Canon C810 Proposal

Kyocera 2554CI

The Eight Must-Have Traits for Today’s Copier Sales Rep

Ever-evolving is the world of office technology, being a successful copier sales rep takes more than just knowing your product. It's about building relationships, solving problems, and staying ahead of the curve. Here are eight key traits every top-performing copier rep should have to stand out in a competitive market.

1. Knowledge is Power
You can't sell what you don’t understand. Copier reps need to be tech-savvy and up-to-date on the latest models, firmware updates, and cloud services. Your clients rely on you to make sense of the technical jargon and offer solutions that fit their workflow.

Who has a better chance of winning?  The rep that knows little about the devices and solutions they sell or the rep that eats, sleeps and breaths their devices and services?

2. Listening Like a Pro
It’s easy to pitch features and specs, but the real magic happens when you listen to your customer’s needs. The best reps don’t just sell; they solve problems. Whether it's a cost-saving initiative or workflow automation, listen first, pitch second.

Believe it or not, there are certain magic words you can say that can help you secure the order.  The words are no brainers to pick up on, however if you're not listening those words will pass you by.

3. Problem Solving Skills
Office tech can be overwhelming for end-users. A copier rep worth their salt knows how to make complex systems simple and can troubleshoot issues without breaking a sweat. Your ability to resolve pain points quickly will make you indispensable.

To address a client's pain points, you first need to uncover them. Not every client will openly share their challenges, but by being persistent and asking thoughtful discovery questions, you'll eventually find the key to their needs

4. Persistence Pays Off
Let’s be real—copier sales aren’t always smooth. There will be closed doors, cold shoulders, and deals that feel like they're slipping away. But persistence, when done tactfully, is key. Follow up without being pushy and always be ready to offer value in every interaction.

Sometimes a thoughtful email or voice mail messages means everything.  Like these.

• hope you're having a great day
• how is your summer going?
• did you have a chance to get outside today, it's awesome

5. Adaptability is Key
The world of office technology isn’t what it was 10, 5, or even 2 years ago. The shift to cloud-based solutions and digital transformation means copier reps need to evolve. Being adaptable and open to change will keep you ahead of the competition and relevant to your clients.

Change is good, there is not need to be like everyone else.  Be different, be creative and ask if you don't know the answer.

6. A Customer-First Mentality
Long gone are the days when copier reps were just about selling hardware. Today, it's about partnerships. The reps who succeed are the ones who take a customer-first approach, offering long-term solutions rather than quick fixes.

Find something that you have in common with your client.  Use your eyes and ears to find out what that might be.  People truly love sharing things with others.  Instead of pitching your services ask the client how are things are going with their business. Then lead into what's working and not working, once you've completed this the client will view you in a better light.

7. Strong Communication Skills
You might know everything about the latest multi-function printer, but if you can’t communicate that clearly, it won’t matter. Whether you're delivering a pitch or troubleshooting over the phone, the best copier reps communicate with confidence and clarity.

Use stories from your accounts that have experienced similar issues or pain points. Lead the client through the process of how you and your company succeeded in helping those clients.

8. Tenacity with Integrity
There’s a fine line between being persistent and being pushy. The best reps know how to be tenacious without compromising their integrity. Always keep the customer’s best interest in mind and deliver on what you promise. Over time, this will build trust and long-lasting relationships.

Don't be a BS artist. If you don't know and answer then state that to the client and tell them you will get back to them.  No one is perfect and knows all.  Treat your client how you would want to be treated when ordering a product or service.

Words of Wisdom
To succeed in today’s competitive market, copier reps need to go beyond selling features and focus on delivering solutions. By honing these eight traits, you’ll be well on your way to becoming a trusted advisor and the go-to expert for your clients.

The life of sales is a roller coaster ride; one moment you're riding high, and the next, you're struggling to keep up. Currently, I have around thirty opportunities in my pipeline over a span of sixty days, totaling more than $300K. Unfortunately, they're all stalled for various reasons. In my recent podcast/video-cast (Ask Us Anything), I discussed the dilemma of a salesperson when all opportunities hit a roadblock. The answer is straightforward: GO OUT AND FIND MORE!

The Good, the bad and the ugly