Every now and then we'll get one of those days we'll get one of those days....where nothing goes right and all seems to go wrong1
Today started off on a good note, I've been developing an account for a MP1357 PrO (135ppm) device and the margins were ok on this also. The sole intention of the meeting was to present the pricing, justify the ROI and set the potential customer up for a demonstration of the device.
Smooth and smother we sailed through the numbers, the ROI, we anchored a few times on some product questions and were quickly heading towards the finish line. I asked "who else is involved in the decision making process", got my answer and proceeded for the close for the demo.... it was like i hit the rock of Gilbralta....dead stop....my customer explained that with the recent market troubles he's going to wait and see what the market does and what the economy does over the next few months and would not commit to a long term lease. Okadkoie, I left it as thatg and stated I would follow up in a week to so I could provide some additional information if needed.
So, i was outta there and placed a few phone calls to accounts that stated they were also making decesions either yesterday or today. I was able to get a hold of both prospects and both prospects also bomed out, I could tell this was going to be a.........day of days.
Back to the office I wnet to make sure I was finishing my prospecting that I gad to clean up from Monday.
I then got a call from one of my accounts (muni), they had informed me a few weeks ago that they would seek competitive quotes so that when they presented thy had completed due dilegence.
Here goes the beginning of the end. The call stated that a Kyocera dealer had quoted three systems (new), two 55's with print/scan/finisher and one 65 ppm configured the same way along with 44,000 pages per month included in the lease. The cost per month for 48 months was $609 and the overage cpp was .00450. Need I say more! Once I backed out the pages at the .00450, I had a hardware cost on the equipment at $17,268.
My customer was asking me why was this so much less expensive for faster equipment, a shorter term and the same amount of pages. I was aksing myself why was i only going to make a few hundred bucks on the deal that I drew up for them.
When it sounds to good to be true, it usually is, at this point in time I need to prove that the cheapest deal isn't always the best deal and the thought of a cheap price is long forgotten after poor service!
Seems like i've got some work to do!
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