Tagged With "Cold River"
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Re: Cold Calling today
Art- How did the Linkedin call go? Curious, as it seems like this is the (next) future for b2b cold calling (according to the consultants)!
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Re: Cold Calling today
I have scheduled quite a few meetings via LinkedIn. Sometimes, it has been through InMail, but more times it has been the result of a client or prospect seeing something of interest that I posted and asking to schedule a time to discuss whatever that is.
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Re: Best Fishing Lakes in NJ
I'vfe got 12 acres on the Little Sandy, trib of Lake Oswego, always looking for a fishing buddy and time to get away from home, this time of year brings in huge Browns, Steelhead and leftover runs of kings and coho's. Trout are in the river feeding on all of the Salmon eggs. Let me know when you're good2go
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Re: Around The World with Ricoh II
Ricoh Cleans Up! Story Link Ricoh congratulates all its volunteers for their efforts on Clean Up Australia Day 2004 On Sunday 7th March Ricoh fielded a team of 106 volunteers to participate in Clean Up Australia Day, 2004. Numbers of volunteers increased by 25% from the previous year. Representatives from Head Office and each branch gave up their time to don a pair of gloves, roll up their sleeves and get a little dirty for the sake of their local environment. Clean up sites included...
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Re: Memoirs of a Copier Sales Person "The Tag Team Cold Call"
Nice idea. Novel Keep me posted with results
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Re: Memoirs of a Copier Sales Person "The Tag Team Cold Call"
Larry WoW! That was fast. I will post a follow up blog on this! Ty for the comment
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Re: Memoirs of a Copier Sales Person "The Tag Team Cold Call"
Wow. that was fast! I will be posting a follow up blog on this! Thanx for the comment!
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Re: Inbound Marketing For Sales Reps (and Sales Vets)
Hey Greg, Absolutely. My only rebuttal is that the word content is so subjective. Do you write lengthy, 1000+ word articles, or do you focus on writing shorter articles you can post 2-3 times per day? For SEO purposes, either can boost your ranking in Google. The golden rule of SEO is that Google rewards good, original content. Black hat SEO will boost your rankings in the short term, but eventually Google's algorithms will catch on and punish your ranking. On the flip side of content,...
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Re: Telemarketing & The Person with the BAD Attitude!
I agree to a certain extent, Art, but at the same time, our industry has a deservedly bad reputation for being overly-persistent in efforts to reach prospects. The way in which people evaluate products, services, vendors, etc. has completely changed due to the wealth of information that is available online. Many buyers now want to know what they want (especially in up & down the street accounts) before they ever agree to talk to a salesperson. There are only so many hours in a day, &...
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Re: Ten plus Tips for Cold Calling in the Field
I have two points I will add that may help him out. First, don't assume anything when it comes to customers and their money. We had a rep who we were working with one day and he drove by a building. I asked him why he wasn't stopping and he said look at that place, there's no way that guy has any money to buy a copier. Turns out this guy was a fairly big developer and that building was his new office. They had not started construction on the project yet. They went in and the office had a...
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Re: Ten plus Tips for Cold Calling in the Field
I also meant to add that as a newbie its important to know as many people as possible. I have reps who know many different people all the way down to the security guards at big facilities. I, like Art, probably don't prospect enough. I'm lucky to get 25 calls a week compared to my reps who probably do 30-40 a day, but still have about a 600,000 book of revenues each year. Even in a management role I can't get it out of my system to go out and sell. It's taken me close to 10 years but now I...
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Re: Ten plus Tips for Cold Calling in the Field
All great stuff. I'd like to add in a few more points. 1) Never use a cold call to sell, only to gather information. Receptionists and office managers are loaded with information because they are the primary users. Ask if they are having any problems with their copiers and you might be surprised with what you hear. 2) The 4 most important questions you need to answer in every cold call: What do they have? How long have they had it? Who is the decision maker? Who was their previous vendor? 3)...
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Re: Ten plus Tips for Cold Calling in the Field
My thoughts, some of which repeat what others have said, maybe in a different way: I cold call for information, phone call for appointments to a large degree. What I would add to Czech's 4 point list is to ask who they call for maintenance. That usually tells you, not only the company, but the brand, and if the receptionist doesn't know, then they likely don't have many problems. I almost always separate fact find from presentation. Too many reps "get an answer" then "do some selling", "get...
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Re: A Funny Thing Happened while Phone Cold Calling Today
Have not sold I years but IT guys like glory. Use the Realestate companies name and linkedin that and look for the person that claims to be IT.
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Re: A Funny Thing Happened while Phone Cold Calling Today
I love it when people say that. I have pointed it out to people and actually sold them a system after they realized how stupid they sounded saying they didn't accept calls/drop in's from Sales People. I have politely told business owners down to receptionists that I hope their sales reps are not treated the way I was when I walked into their office when they are in the field trying to earn a potential clients business.
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Re: A Funny Thing Happened while Phone Cold Calling Today
If I could make sixty calls in one day I would feel like Superman. What's your secret? My current process is: a) Research the prospect and company b) Write out a potential value proposition c) Contact the customer to schedule an appointment d) Depending on the outcome, follow up with an email or LinkedIn message 4 calls per hour * 6 hours = ~ 24 calls / day
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Re: A Funny Thing Happened while Phone Cold Calling Today
Art, When I have run into this, I call the sales people. They know how hard it is to find out information and get connected to the right people. They are usually sympathetic and helpful! Haven’t found one yet not to be! JeffR
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This Week in the Copier Industry 5 Years Ago, The First Week in December 2013
Okay, we're back to doing three of these a wee. Where we look back on the threads from, 5, 10 & 15 years ago Enjoy these threads from 5 years ago this week! Canon U.S.A. Unveils Océ VarioPrint 6000+ Series of High-Speed, High-Volume Digital Production Printers Art Post · 12/5/139:45 PM deliver critical savings to print providers. This black-and-white printer is ideal for burgeoning industries -- such as on-demand, digital book printing -- due to its registration accuracy, outstanding...
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Color-Logic Certifies Gallus Labelfire 340 for Cold Foil
PRESS RELEASE For Immediate Release For more information, contact: Mark Geeves at 513-258-0047 or mark@color-logic.com Color-Logic Certifies Gallus Labelfire 340 for Cold Foil West Chester, OH; September 2018 --Color-Logic has certified the Gallus Labelfire 340 digital production system for cold foil applications with the Color-Logic process metallic color system. The Gallus press is the first production hybrid label system to be certified for overprinting CMYKGOV inks on cold foil.
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Alaska Communications Brings High-Speed, Reliable Broadband to Kuspuk School District
A ugust 02, 2018 08:55 AM Eastern Daylight Time ANCHORAGE, Alaska--( BUSINESS WIRE )-- Alaska Communications (NASDAQ: ALSK) is proud to announce it now supports the Kuspuk School District in rural Alaska. The company provides satellite-based internet service to the school district’s nine schools and main office, located on the Kuskokwim River in western Alaska. “We shared many examples of live video feeds, file transfers and let district officials see first-hand how our solution could work...
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2019 BTA National Conference to Be Held March 22-23 in Orlando
NEWS RELEASE For Immediate Release For More Information Contact: February 13, 2019 Brent Hoskins Executive Director Business Technology Association (816) 303-4040 2019 BTA National Conference to Be Held March 22-23 in Orlando BTA member dealers receive 2-for-1 registration; can use $150/$250 discount codes received with membership Kansas City, MO — The Business Technology Association (BTA) will hold its 2019 BTA National Conference , hosted by BTA Southeast, March 22-23 at Disney’s Grand...
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Konica Minolta Awarded OCEPC Contract for Security Cameras - Video Surveillance
Ramsey, NJ, May 07, 2020 (GLOBE NEWSWIRE) -- Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta) is pleased to announce it has been awarded the Ohio Council of Educational Purchasing Consortia (OCEPC) contract #OCEPC2019-001 for Security Cameras, Consultation and Related Services. Konica Minolta currently provides multifunctional printers , production print and managed print services on OCEPC’s “Copiers and Related Services” contract through the Association of Educational...
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Re: USA Presidential Poll
It was actually the Energy Independence and Security Act of 2007 and although I do blame Bush (sorry I din't make that clear earlier) it passed with greater than a two-thirds majority so his veto would have been over-ridden anyway. Regarding Drill Baby Drill...keep in mind that new wells are being built in the gulf all the time, they just aren't ours. Drill Baby Drill stands for much more than just deep water drilling in the Gulf. In the mountainous Green River Basin of the American West,...
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Re: Sharp has Serious Money Problems!
Yoda, I am going to go out on a limb and guess that the people who "get mad" when you (or someone) points out the articles about Sharp's financial problems either work for Sharp or sell Sharp products. Not wanting something to be so, doesn't make it so, "Denial" is not just a river in Egypt! Vince
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Re: RPCS Drivers
I know this is an old subject, but I just ran into this on a 2105 install. But furthermore, it is not just the RPCS river. I can not punch or staple with PCL5e, PCL6, or RPCS. Not on their network, or from my laptop directly connected via crossover cable. Not with or without Smartnet Monitor. I temporarily gave the customer a work around by having them send docs to document server, then printing docs out with punch/staple functions they need. TSC suggested updating firmware....it didn't...
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Re: How you got started in the Industry?
I had left the Air Force in 1989, and moved back to Kentucky. I worked for a river company for several years, started an Amway business and thought I would strike it rich. Amway took my money but never made me rich, so I became a waiter at a restaurant. I spilled too many drinks on the customers, so I was at a BBQ one day, and met a cousin who was one of the partners of Modern Business Systems, who had sold out to Alco Standard. He bought a small typewriter company in Paducah, and turned it...
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Re: Take time to be thankful
Over the River Over the river and through the wood To Grandfather's house we go. The horse knows the way To carry the sleigh Through white and drifted snow. Over the river and through the wood -- Oh, how the wind does blow! It stings the toes And bites the nose, As over the ground we go. Over the river and through the wood To have a first-rate play. Hear the bells ring, Ting-a-ling-ling! Hurrah for Thanksgiving Day! Over the river and through the wood, Trot fast, my dapple gray! Spring over...
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Re: Haven't seen the rep in 5 years.....
I believe in the "Rule of Six" You should touch a customer 6 times a year with a mix of personal visit, emails, mailers,Phone calls, shows, lunch & learns, or webinars. That comes down to every other month in different ways so it doesn't seem overwhelming to the customer, but they know who to call if they have an issue or need new equipment. If you don't add value to your customer over the course of the lease why do you think you are worth more when they upgrade the lease?
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Re: Haven't seen the rep in 5 years.....
At our dealership, we are required to do Reviews with our clients. The frequency is based on the number of devices they have and/or their potential. The highest level client we see every quarter with a Business Review. Our clients love them and we win ZBO business by selling the Review. Ultimately, we leave it up to the client, because some don't want that many touches.
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Re: Haven't seen the rep in 5 years.....
Originally Posted by Dcallahan4: and we win ZBO business What is ZBO business?
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Re: Haven't seen the rep in 5 years.....
Production Accounts, once per quarter unless issues arise. Major Accounts, I reach out to SOMEONE once per month at least and always reference my last communication with the next person.
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Re: Why I Still Cold Call for Copiers after 33 Years
Art your comments are great to help remind people of the "Lost Art of Cold Calling" or Gold calling. I was kicked out of the Sears Tower more than once cold calling Laser Printers (yup Laser Printers in the 80s) but uncovered some great deals as well. You've added tips that show how better prepared we can be on cold calls now than back in the day!
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Re: Why I Still Cold Call for Copiers after 33 Years
Could agree more to the cold calling as well as the planning and preparation. I can send an intro letter in the mail, but if I take it to the reception desk to personally deliver, chances improve. A planned segment of cold calling/hot knocks along with a few scheduled appts makes for a good day. That cold call is your first impression and make the reception person or initial contact a VITO!
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Re: Why I Still Cold Call for Copiers after 33 Years
Pardon my ignorance, but what is a VITO ?
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Re: Why I Still Cold Call for Copiers after 33 Years
Very Important Top Officer It's an alternative to talking about C Level Officers as if they are really approachable. VITO may be a C level person but doesn't have to be. The best book in the world is called Selling to VITO by Parinello
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Re: Why I Still Cold Call in Person!
as usual you are preparing for success and that's just one of the many reasons you are a successful professional
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Re: Why I Still Cold Call in Person!
great stuff. have you any tips on hpw to actually approach new clients?
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Re: Why I Still Cold Call in Person!
I ALWAYS cold call in person. No one wants to speak to a disembodied voice on the phone. Sometimes I walk in and find someone I used to work with in the office. SCORE! You just have to get out of the office if you want to make something happen.
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Re: Why I Still Cold Call in Person!
Originally Posted by Salvatore: great stuff. have you any tips on hpw to actually approach new clients? I do, I will try to post some content over the weekend and give you a few links on this site
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Re: Why I Still Cold Call in Person!
Not so much. It’s such a weird deal, like trying to sell cars door to door. I usually say something like: ‘I was in the building seeing…whoever, and thought I would stop by and introduce myself and the company that I represent. Then I leave them with a flyer that shows a couple of different machines and monthly costs. I never got any training so would appreciate any suggestions that you have, Art.
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Re: Why I Still Cold Call in Person!
When I cold call in person, I'm after a few things. Usually I do not bring a brochure unless I already know who the DM is. Here's what I want when I get in: The name of the DM for Office Technology The name of the gatekeeper When the DM maybe available or best time to call Does the DM have an assistant that will schedule appointments, if so what is the name of the assistant I also want to get a good look around, make mental notes of any hardware that I see. My old boss used to ask to use the...
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Re: Why I Still Cold Call in Person!
OH, I’m Miss Eagle Eye when I go anywhere!! The other local dealer lost his partnership with Ricoh (he was selling Kyoceras instead) so I am always looking for his customers to touch base with too. Sounds like you are in a much larger market than I am. Rarely, do I find even an in-house IT person much less someone who is in charge of Office technology. All the larger companies here are branch offices and decisions are not made locally. My FIRST question is always are you a local company?
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Re: Why I Still Cold Call in Person!
I too am in non metro area and there is a lot of oil and gas here that are not headquartered here so I understand why you ask if they are a local company. However, you are making a huge mistake if you assume that just because they are not local, that they have no control or influence over the equipment they get. There are a whole host of companies that don't wish to get involved with the purchasing decisions of their outlying branches, especially if they only have a handful. You still need...