Here's how my appointment went. The night before I prepared a "talk track" and a proposal for an Aficio 2035esp. The appointment was with a Title Agency. I wanted to touch on key points that would save the customer time, and money. The customer still had 18 payments left in an existing Aficio lease (that was not connected).
My talk track: Scan2Email, Scan2Folder, LAN Fax, and Virtual Copier Software (VircoSoft). I have taken the time to learn VircoSoft and felt comfortable that I could support the product on my own. The customer liked the Scan2Email, the Scan2Folder and LAN Fax, however, I then explained how we would implement VircoSoft as an entry DMS (Document Management Software) program.
After talking VircoSoft, the customer explained that this is what he was looking for and that he looking for! I said great and asked when we can start. He then stated that he was getting a new server, a new title software package and was now hestitant on overloading his staff on new technology. He said that he would like to get this equipment in 2 to 3 months! Arrgrh! 2 to 3 months does not help my self or the customer.
I then thought about the two objections, first I exlained to the customer since he was getting a new server in a few weeks that we could install the copier now, implement the LAN Fax, and printing immediately taking advantage of those benefits). Then two to four weeks after the server and new Title software was installed we would go to Phase 2. We would then implement the Scan2Email, and Scan2Folder. I explained that he would continue to make copies and file documents in the old way, however before the paper files went in the filing cabinet, they would also scan all of the finished documents to a folder on the server.
We then moved onto phase 3 with a tentaive implementation of VircoSoft in Feb or March. At this point in time they would have many documents that I could train the user how to import, index and search.
This gradual implementation overcame his objection of "overloading" his staff with new policy and procedure. I then coupled a 90 day defferred lease program, no billing until Jan 05.
This was enough to seal the deal.
Aficio 2035esp
PS Paper Bank
SR Finisher
Fax Module
SAF Memory
VircoSoft/4 User License
On-Site Traininf for all.
Still keeping my fingers crossed
Art
