A little story about this account before I post the email. It was 48 months ago when I was first in on this account. It was an existing RBS account here in NJ. I wasn't able to win the deal for a few reasons.
1) Client was happy with RBS and there were no issues for service
2) I couldn't match what RBS was offering at the time. My solution for the same box was $3K higher
Thus for the next four years I kept in touch once a year and once the lease closed in on 12 months left I was able to secure another appointment. Things had changed. This account was sold to a NJ Ricoh dealer, thus there was no loyalty to that dealer. In the year that followed after the Ricoh sold the account. There was no rep involvement from that dealer. Not a peep out of them.
I had keep the previous proposal and the client also sent me all of the contracts. Due to some new promo's and changes I saw an opportunity where I could reduce the costs that the client was paying.
Here's my thought, if I waited any longer, that dealers sales person was going to call once the lease hit the 12 months left mark. I ended up closing the deal about 30 days ago. Note that the client states "they are very happy with the lease we provided". Thus it was either mine to win or mine to lose. I choose to be proactive\.
Here's the email:
