Telling a Story
As we know there are many times when we can't get in front or even speak with the decision maker. Thus the question becomes how does one add value when every dealer has offers great support. The list can become somewhat endless and boring.
- 4 hours or less for on-site service
- 2 hours or less for phone support
- Loaner service
- Remote log in support
- Automated meter reads
- Automated toner delivery
I'm sure, I'm missing a few more. The point I want to make is that most if not all proposals read the same, thus they are all boring as hell to read.
Thus, why not tell a short story in your proposal? It doesn't have to long, maybe something in between 100-200 words. Recently I've included my first story about ITAD services. It was something simple that were I wrote about the FAB (feature, advantage, benefit) or working with a dealer that offers ITAD services. In addition there was a line item in our proposal about the services offered. MFPs are end points on a network and should be treated the same for disposition.
It's up to us to educate our prospects and clients. It's time to be different and spend some time letting prospects and clients learn more about the services that we offer.