Sales

Eight Baseball Idioms for the Office Equipment Industry

The smell of spring is in the air, along with the completion of the first week of the 2018 Major League baseball season here in the US. Last year Chris Polek (Owner of Polek & Polek) and I collaborated with our first baseball themed blog for the office equipment channel. "Nine Innings with Polek & Polek" was a hit  with our readers. Chris & I have teamed  up again for this year blog which uses common baseball jargon and how that jargon translates to the office equipment channel.

Eight Baseball Idioms for the Office Equipment Industry

Spring Training: For those of us that are baseball fans the thought of Spring Training reminds us that Spring is right around the corner and the renewed hope that our team has the chance to be the World Champions.  

Most copier dealerships mark the end of their year with the last calendar day of the year. Typically most opportunities are squeezed, pushed and shoved into that last month of the year. January tends to be a month of starting over or renewing your focus for the new year.

That first week of the January can be your Spring Training. Taking time to cull your CRM, review future prospects and develop a plan to achieve your personal and business sales goals.

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Situational Hitting: Moving the runner over, hit and run, bunt, and the sacrifice fly are different types of hitting that you want to accomplish in different baseball scenarios. These different offensive techniques can power the offense to score runs while making an out.

In sales we can look at prospecting in the same manner. You need to step up to the plate and make things happen with in person visits, and phone calls. More often that not you’ll be making outs, but the continued stepping up to the plate with prospect will produce opportunities for new business. I’m a big believer that if you put in the work, you’ll be surprise what tomorrow will bring you.

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PFP’s (Pitchers Fielding Practice): Believe it or not, most pitchers (and catchers) are the best athletes on the team. In fact most of them probably started at shortstop at the beginning of their baseball career. Playing the position of pitcher has some unwritten rules. Pitchers get out of the way when there’s a popup in or around the pitcher’s mound. They cover first base, when the first baseman has to cover a dribble to his side.

Ever notice how pitchers and catchers report earlier than the other players? It is because they have the most responsibility in the game. It is not just pitching and catching. They control the pace of the game, they give direction on the strategy, and when a ball is in play the pitcher and catcher are always moving around the field to back up throws. It is difficult to see on TV, and when you are at a game you will notice that the pitcher and catcher are active ALL the time. When you think about it, pitchers and catchers responsibilities are very similar to those of leaders and managers.

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Meeting on the Mound:

A new rule this year in baseball is a limit on meetings on the mound, and a time limit. You know those meetings you have been in that never seem to end, or when will we get to the point?

We can learn from this rule. As a manager, your job is to coach your salesperson. Keep your meetings brief by being prepared and having an agenda. Agree on a strategy, and then ACT! Ultimately the most important thing is the immediate action that you take when the meeting is finished.

Can of Corn:  

For those that don’t know baseball, this is an easy to catch fly ball. In our businesses we need to make sure we devote time on the easy tasks that will help grow our business.

The Can of Corn is: focus on your loyal customers; don’t ignore them. It amazes me how many businesses put so much time and resources in only acquiring new customers to grow. Cable companies are a good example of this. Not to single out cable companies, but when you look at their behavior you start to see similar behaviors with many companies and your buying experience. Try this exercise: call five loyal customers today. Thank them for being a loyal customer. Ask them: “Is there anything new that you are working on that you think we could help you?” The answer your customers offer are about to give you new ideas on how you can do more business. They will choose you first because they know, like, and trust you. If your customer brings up an idea that you don’t handle, find a way to connect them with a person or company that can.

Caught Napping:

Caught Napping is the opposite of Can of Corn. Go ahead and ignore those loyal customers while you primarily focus on acquiring new ones, and watch what happens. Your behavior shows those customers that you don’t care that much and they are not important to you. When you do that, your value to these customers erodes, and so does their loyalty to you! Eventually you get the wake-up call that they are leaving you, and doing business with a competitor. When this happens, most people come up with every excuse in the book, except pointing the finger at themselves. Apologize to those loyal customers before it is too late, that you realized that you have not paid enough attention to them as you should, and that is going to change. Focus on treating your loyal customers well, or get Caught Napping. Your choice!

It ain’t over till it’s over: Is one of those famous Yogi Berra quotes. It ain’t over till it’s over means quitting or projecting a defeated attitude is not an option. You always have the chance to win.

Mental toughness is an important part of the game and in your business. There will always be adversity, and when you give up too easily when things get tough, the only thing that gets easier is quitting too early. Another famous Yogism: “90% of the game is half mental.”

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Let The Ball Travel: In baseball this means to let the ball travel a little deeper before you swing because you’re out in front of the ball. I’ll use the term of letting the ball travel when I’ve touched all of the opportunities several times and nothing is moving forward. I then let those accounts sit for a few days or a week with no follow up. During that the let ball travel time, I’ll find time to research prospects and add new opportunities to the pipeline. Keep in mind that your clients are just as busy as you and in most cases the thought of buying office equipment is not their top priority.

I hope these baseball references have helped you re-focus on Spring Training for your business. Let’s PLAY BALL!

Good Selling from

-=Chris Polek & Art Post=-

Memoirs of a Copier Sales Person "Why We Still Knock on Doors"

It's been an interesting three months to start my thirty-eighth year in copiers sales.  I started the year off with some type of fraking bug that kept me down an out for about three weeks.  February ended up good, March was down and April is still waiting to finish.

It was last Wednesday when I looking at my funnel and thought, "this ain't good, there's enough in the funnel but nothing is moving".  That's my hint that I need to put some rubber on the road.  I spent the last part of Wednesday culling my CRM for some planned cold calls.  Seventy-five percent of these were net news that were not co-operating with my phone call efforts, the rest were existing accounts that needed to have a visit.

My goal was to have twenty planned visits and then make a few unplanned visits to additional net news.  I made sure that I grouped then by town and would drive north and then work my way south to finish the day. 

Knocking on doors is a great way to get a birds eye view of existing copiers and finding out who the DM is.  From time to time you even get to see the pain points that businesses have with office equipment.

The first four calls were non eventful. The fifth call (non-planned) had me eye to with a refurbished wide format copier that was just delivered and waiting for install. While at that location one of the influencers took me for a short tour and then elaborated on how they didn't like their A3 Canon copier.  After a few more minutes our talk centered on quoting for a new copier.  Chalk one up for net new opportunity!

After and hour or so I cleared my first town and moved further south to the next group of planned stops.  I was able to knock out at another ten or so stops and a couple of unplanned calls. This group of visits produced no leads, although I did have some eyeballs on existing copiers that were in place.

It's just about 2PM when I arrived for my next group of calls.  It's interesting that out of all of the planned calls, I was not able to generate any opportunities with the twenty planned stops.  I did gather intel for future calls, but not one of them panned out.

It's 3 PM and I spied a construction outfit that I thought might fit the bill for wide format.  Turns out there was no wide format needed, however I got into a conversation with the DM about computers. He told me that he was looking to go back to having a server. I spied this place pretty good, there were four PC's, three A4 MFP's and I questioned the DM on why he thinks he needs a server.  After another 30 minutes I had the DM convinced that Quick Books Cloud, MS Office Suite and DropBox was a better way to save a few bucks.  I told the DM about my DropBox experience and told him that DropBox business was a great way for him to see his tickets (invoices) that other users had created.  Make a long story short, I was asked to submit a proposal for an A4 color device that could scan to DropBox.  There's number two!

Just a few blocks away was another net new account that I've been stopping in for the last ten years or so.  This was not a planned visit, but one of those extra visits.  Low and behold the DM was there, we chatted about business, and the cold weather.  Can't tell you much that happened after that (because I do have competitors that read this blog).  What I can tell you is that I developed an opportunity for $300K that could come down the pike very soon. Woohoo! That's three!

Thinking back, this kind of day doesn't happen that often.  Maybe I'll get one order, maybe none or maybe all three. You just never know what tomorrow will bring as long as you keep working!

-=Good Selling=-

Memoirs of a Copier Sales Person "Stranger Things Can Happen"

Early in the year I stated that 2018 started out poorly, had a very good February and a so so March.  It's only April 3rd and I'm already feeling the squeeze even with 14 selling days selling days left in the month. After years and years of having the month close early. The thought of it being only April 3rd and fourteen selling days left can mess with your sales psyche.

A few weeks ago I'm in as a referral for a net new account.  It's rather large with two color A3 copiers, three hi speed mono copiers, and a couple of other pieces of hardware.  There are four players in the field including the incumbent.  Over years I've found the hardest deals to crack are those deals where the client is satisfied with the incumbents level of service.  That was the case with this net new account.  During the discovery process, I determined that this was going to be a price buyer.  Thus I position my financials to give me the best shot at this $75K opportunity.  I presented our case about a week ago, and I asked the DM where we sat compared with the other three vendors.  I was told that all four quotes are within one hundred dollars per month!  I just found that amazing since I knew the pricing I gave was extremely competitive.  The account ended up staying with the incumbent because they were satisfied with the support, the brand and the level of service.  I can't blame em, I appreciate those accounts that do the same for me.  I was just amazed with all four vendors being so close.

Another appointment for a net new account came last week.  Within  48 hours after meeting with the client they had made their decision.  There was a flurry of re-quoting because that client kept coming back asking to add this and that. I knew I was cooked when the adding of this accessory and that accessory took me to re-quoting.  I knew that some vendor was offering a sweet deal with all the options. The client wanted to make sure they were comparing apples to apples, thus asking for the re-quotes. Plain and simple I did not have position or leverage because of the brand of the existing device.  Another one bites the dust.

Yesterday, I'm with an existing account for multiple placements.  We've had the account for fifteen years. During the discovery process I caught the statement that they'll also be receiving additional quotes. I then fell back to the value points that they've been happy with the brand, the service and the support right?  The answer was yes and I then asked why the need to get additional quotes?  My answer was, "we'd like to know what else is out there".  I left it at that because I know that they've been very satisfied with our services over the years.  Even though they will go out and get additional quotes I know we're in a good position because changing vendors means RISK.  RISK is the unknown when it comes to service, and support.  With this account, I just need to stay the course and let the ball travel.

In my recent Sunday night newsletters I've referenced March Madness in the copier industry.  The end of March marks the year end for most if not all of the copier manufacturers.  Dealers are offered special buy-in prices before the end of the year and in many cases those special prices find their way down to the end user. The same is true with Direct, maybe not as much with the pricing but the end of year to pile on any an all sales to drive the year end numbers.

Am I a fan of March? HELL NO!  It's still cold, it's still snowing or raining.  I'm one happy camper now that March is over and looking forward to a great spring, summer and fall.

-=Good Selling=-

Memoirs of a Copier Sales Person "Differentiating the Price Buyer from the Value Buyer"

Differentiating the price buyer from the value buyer was a conversation I had last week with one of our VIP/Premium Print4Pay Hotel members.

I'll start with why I found this to be an important topic.  If you follow or are connecting with many of the sales soothsayers on Linkedin most of them are missing the point when it comes to selling.  Note I did not mention sales but "selling" which is the act of closing the deal.

Most will say create value, build a relationship, and don't drop your price.  All I can say is WOW, how long have they been out of main stream sales or are they just throwing BS.  There are more "price" buyers now than there ever was.

Differentiate

I'm still in SMB sales after thirty eight years and have found that we (sales people) need to differentiate the price buyer from the value buyer in a short amount of time.

The sooner that you can make that call will enable you to increase your chances to close both the price buyer and the value buyer. There's no need to walk away from the price buyers, identifying the price buyers early allows you to save time in the selling process. With all off the spiffs and bonuses that are available in our industry, the price buyer plays an important role in meeting quotas and achieving bonus levels.

I don't work for free, at times it takes just as much effort to sell one copier as it does to sell five.  However, I also believe it's better to make five dollars than no dollars at all.

If you're in a major market you know how competitive it is out in the field.  Identifying when you can an can't make GP can increase your orders!

How To Make the Call

Over the years, I've learned to use my eyes, ears and a few questions that help me identify what kind of buyer I'm meeting with.

1.  If you're meeting with a "C" level exec, before you go in for the appointment take a short cruise around the parking lot. If the parking spaces are marked for execs check out the types of vehicles in those spots.  Porsche, Mercedes, Range Rover, Maserati, Audi all indicate that someone is a value buyer.  When at the reception desk pose this question, "that's a beautiful Maserati in the lot, who does that belong to?" It may not be the "C" level exec you're going to meet with, but if it is, you've used your "eyes" to help put a check in for the "value" buyer.

2. In most cases I'll ask for a tour when I'm in a larger office when there are multiple copiers.  Yup, we're there to identify the make and model number of each copier, and to check the meters.  Look a little closer to the paper that they use.  Are they using a brand name of paper like Hammermill, or are they using Staples or Office Max paper.  Hammermill or brand name paper puts another check in the "value" buyer.  

3. While you're on the tour you'll most likely see laser printers, in addition to the printers take some time to see what type of toner cartridges they're using.  If you're seeing all remanufacturer cartridges then you'll be putting a check in the "price" buyer.

4. Listen to your client, they will give you clues. One of the clues of a price buyer is that they'll want to rush you through the presentation process. If that's they case a check goes in for the "price" buyer. I've also noted that arrogance and rudeness is also associated with the "price" buyer.

5. Ask these questions in this order.

a. What brand of copiers did you have before these Ricoh copiers?  If they answer Ricoh, that will tell you that they "value" the brand. If they answer with any other brand that will tell you there is no brand loyalty (most likely a price buyer)

b. Who is your current service provider and then who was your previous service provider?  If there current service provider (dealer or direct) is the same as their previous service provider.  That will tell you that they have brand loyalty along with dealer or direct loyalty.  They are a "value" buyer, however there is a strong loyalty to the brand and the service provider.  You may want to ask, "I see that you've had the same brand and service provider for many years. Is there something wrong with the current copiers or service provider"?

If their current service provider is not the same as their previous service provider. Then, I'm putting a check in for the "price" buyer.

You'll need to figure it out on the fly. Don't waste much time on the "price" buyers, give them your best price the first time.  Assume the order and move forward with closing.  Let them stop you, if they don't stop you keep writing!

You can't sell everyone, but you may pick off a few "price" buyers by not playing the price game.  The quicker you can obtain the order will get you closer to the next "value" buyer.  

For those "price" buyers that you do pick off, they will see the value of your support and service over time.  That time allows you to turn that price buyer into a value buyer the next time around.

-=Good Selling=-

Do You Remeber Minnella's Pocket Guide to Copiers?

Atlantic Office Systems circaAh, the eighties and the nineties was an awesome time to be selling copiers.  The eighties gave us many opportunities with the adoption of plain paper copiers and the late nineties proved to be just as fruitful with the change from analog copiers to digital copiers. (My demo room in the 90's Atlantic Office Systems)

If you sold copiers in the eighties and nineties, you carried a copy of Minnella's Pocket Guide to Copiers.  Minnella's Pocket Guide to Copiers was our go to source to find out more about the competition.  Many of us even referred to the guide as our Copier Bible.

Our pocket guide was a soft covered book that usually numbered about two hundred pages.  The size? Well, it was small enough that you could tuck it in your back pocket and or your inside suit jacket pocket.  All of the pages were printed in black, in addition to specs for each copier listed there was also a black & white photo of each copier.

Minnella's Pocket Guide to Copiers was published twice a year for spring and fall.  It's kinda tough to remember if our dealership paid for those guides or if we (salespeople) bought them on our own.  What I can tell you is how excited we were to receive the new guide.  Nothing was worse when a client would make a remark about a competitors copier and your pocket guide did not list that copier.  In most cases it was because that competitors device was launched before the next publication.

Funny story and we use to so this.  For those competitive copiers that were not listed in the pocket guide we had to be creative to get the information that we needed.  There was no internet in the eighties, the odds of getting your hands on another manufacturers copier brochure was slim to none.  I mean you just couldn't walk into a competitors office and ask for one. 

Believe it or not, we (sales people) would call another dealership and pose as a potential buyer.  Those phone calls were CRAZY!  Thus, we would get a hold of a sales person and try to glean as much information as possible about the copier model in question.  Sometimes we were caught and sometimes we were not.  Thank goodness there was no caller ID then. On the flip side, I would also receive these types of calls and yes I was duped a few times also.

It Was All About The Specs

Selling copiers in the eighties and the early nineties was much different from the way we sell copiers today. That's because not all of the manufacturers were equal when it came to quality of the copy and reliability the device.  Instead of focusing on the total cost of ownership, it was important to educate the client about the benefits of your device over a competitors device.  There was no better to way to do than to show the client a side by side comparison of your copier vs the competitors. 

In most cases after six hard months of selling, your pocket guide had scribbled notes on each page, highlighter marks, and many dog ears.  If your pocket guide was in deplorable condition it usually meant that you were killing it with orders!

Each model copier included a photo, the MSRP, the date of introduction, what other manufacturer also sold the same product. In addition you could get the all of the consumable yields for that copier.

Indeed the information in these guides helped us to close more sales.  One of the unique ways that we convinced a client that our copier was superior was to point about the PM (Preventative Maintenance) schedule from our copier vs a competitors.  It kinda went like this.  The device I was selling had a PM schedule for the photo-drum at 60K pages. My competitors device had to have the drum changed every 20K pages.  Over the course of five years the client would make 600,000 pages.  Thus, his copier would be down ten times for the replacement of the drum with my copier. The competitors copier would be down thirty times for the drum for 600,000 pages.  We would then ask the client "can you afford to have your copier down for an additional 40 hours (usually took a few hours for a complete PM) for PM's?

In the eighties there weren't many laser printers and making copies of documents was critical for a business to operate efficiently on a daily basis. When the copier was down it was disaster if there was no back up copier.

It's All About The Book

I need to give thanks to Jim Parker from CBS in Texas.  Many weeks ago we had a call to discuss a certain product. How we finished up the call was speaking about those pocket guides that we used to rely on.  Jim stated that he had a few of them laying around and offer to send me one.  Just a few days I go I received a copy of 1990 Spring Guide.  I was so elated when the book arrive and immediately tore into it.

I've even tried to track down the editor who is Thomas Minnella.  Seems the business was located here in New Jersey. I did some internet searching which brought up a facebook page. I did send a message to that page many weeks ago but haven't had a reply back.  I'm thinking they are out of business or shut down.  If anyone reading this does know the Author, please send me an email so that I can contact him.

I'm also looking for addition years if anyone has them!

-=Good Selling=-

Memoirs of a Copier Sales Person "Slump of Slumps"

I'm proud and excited about starting my thirty-eight year in down the street aka SMB copier sales.  Needless to say, the start of 2018 has not been terrific in fact I'm probably off to one of my worst starts ever.

I guess I could call it the perfect storm.  Right after Christmas I took two weeks to recharge the batteries and get ready for 2018.  It's a great time of the year just to stay at home, kick back and enjoy relaxing.  Nothing to do and no where to go can be a great salvation.  But that was not the case, I contracted some type of Jersey cold/bug that knocked my ass out for the two weeks of vacation and another entire week.  It was about four weeks before I felt better.   

I don't care how good of a sales person you are, four weeks out of action is going to hurt.  

One thing that I've learned in sales is that you always need to be prospecting.  Now one is going to prospect for you and you can't count on leads suddenly appearing out of thin air.  Always remembering that winners make things happen and losers wait for things to happen.

During the last two weeks I've been able to re-build a pretty decent pipeline. If you've been in copier sales for a period of time you'll have experienced "the deep freeze".  That's when your pipeline continues to fill, you have plenty of meetings, and more opportunities that you can shake a stick at.  But you can't close a deal or get those deals to move forward. It's not that the clients are buying from some else it's more like every deal is stuck in a time warp.  However, you still continue to add additional opportunities each week.  

I've been in these cycles before, they suck! But there's not much work you can do but keep stepping up to the plate and take your swings.  Sooner or later the cup of opportunities will runneth over and you'll be writing plenty of orders. Geesh, I'm hoping that going to be next week, because I've only got two weeks left in my month .

We all go through slumps, some minor some major, and some you have no control over. It's our job to continue to work hard, work smart and never stop prospecting.  Thus, if you're ever in a slump, what I can tell you is that slump will end, can't tell you when, but what I can tell you is "the harder you work the luckier you will get".  

Have you experienced a sales slump, if so would love to hear about it and how you came out of it. Hit up the reply and tell us!

-=Good Selling=-

Jersey Shore Surveyor Selects Pre-Owned Ricoh W3601SP

Recently a Surveyor in Monmouth County selected a Pre-Owned Ricoh W3601 as their choice for a wide format MFP.  On occasions I will ask the client why did you select the Ricoh W3601 to move forward with?

The client responded with, “it wasn’t just the Ricoh MP 3601, it was more about what I could do with the Ricoh W3601.  You took the time to tell me how I could improve my process from cutting and pasting surveys to scanning and editing those surveys in a digital format”.  Other sales people were just focused on price and how to close the deal. You took your time and gave me a reason to buy from you”.  I was flattered, this is why I do what I do. read the rest here on jerseyplotters.com

If you need to know more about how I'm ranking at the top of google with my jerseyplotters give me or jesse a shout!

Should I Lease or Buy a Ricoh MP6700SP in New Jersey?

Should I lease or should I buy the Ricoh MP6700SP wide format? It’s a question that I’ll field at least a few times a month. MP6700SP In order to answer that question, I’ll need to give a little history about the Ricoh MP6700. The one great feature of the Ricoh MP6700SP, is that it’s a…

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Note from Art: Content is King, I've wrote about 17 blogs in the last year and it's paying off.  My goal is to attract those that are in the market to me. This is something I believe every dealership should be doing.  It's an investment, but isn't everything?

If you're interested in having me write the content and manage a site for you, then please send me an email apost@p4photel.com 

-=Good Selling=-

Twelve Awesome Tips for a Great MFP/Copier Demo

This Blog is the top blog on the old site has more than 15,000 page views!!  ENJOY!!

 

Demo, what the heck is that?  In other posts I've mentioned that demo's were the way we used to sell copy machines many years ago. 

I'm here to tell you that offering a demonstration still works.  Whether it's at your office or there's, who can't resist getting seeing or trying it before they buy it!

The OLD Days

One of the requirements of a copier sales person is that you needed to have some type of station wagon, hatch back or enclosed pick up truck.  Why?  Because the salesperson, that would be me and all of us that have been around since the 80's or before, had to use our vehicles to bring copiers to a customers office!  We also have to navigate steps, one of more flights of stairs, basements, muddy drive ways, sleet, snow and rain. 
 
Almost kinda made me feel like the mailman, because da Post man delivers!  (anyone get that).

Pump It Up!


You got pumped for demo's because you knew that if you had a great demo you could garner the order.  What could go wrong?  Copy machines never jammed in the eighties nor would you ever be presented with a question you did not know the answer too.  Right!
If you planned the demo right, you knew what the clients needs were and you would develop a plan to demonstrate to those needs. As long as your device performed well, you knew you were on your way to either closing the sale or getting to the objections.

The other day I set a demo for customer to come to our showroom, since it's been awhile since I did a demo, I had to write a list of what needed to be done prior to the account coming in.  Plan the demo
 

One


Check the system for print, and copy quality a day in advance, this way if there is an issue you can get someone to rectify the issue.

Two


Go to your system at least 90 minutes prior to the customer getting there to set up the applications that you would like to demo. In addition have your service department check ALL operations of the copier. 

Three


Check the print and copy quality again, also if you're with a color system make sure you calibrate the system for the copy mode, and all of the print modes. In the Ricoh systems there are at least four different print calibrations, while you're at it is there is an "auto registration" perform that function also.

Four

 
Place a couple of Silica Gel Packs in the paper tray to remove any moisture that maybe in the paper.

Five


Always remove the top sheet of paper that is in the print tray. Depending on when the last time the system was used, the top may have dirt, dust or even be crinkled. Get rid of it! 

Six


Check paper sizes & print files to make sure you have the right combination of paper in the trays.

Seven

Open all application print files and print each file before your customer arrives, and then keep the application minimized so you can get to it quickly, this eliminates the need to open the applications  and then select the print driver while the customer is waiting.

Eight


Make sure you clean or remove any marks that may be on the panels or on the platen glass.

Nine


If you're going to print envelopes, have the application ready, the envelopes loaded and the right paper size selected, nothing is more impressive that printing color envelopes without wrinkles.

Ten


If you are interrupted  place you hand on the last feature or accessory that you were speaking about, this way you'll be able to remember where you left off.

Eleven

Write down a list of your clients needs/wants/pain points for a new device. You should have developed this with your notes with your discovery appointment.  Demo to those needs. Neat trick is to develop a short power point addressing all of the clients needs.  Each slide will represent each need/want/pain points.  Also Why not put a few trial closes in with the slide.  Demo from each slide.

Twelve

Paper, make sure you have all of the paper trays filled. If the client has special requirements for printing on different types of paper (substrates), make sure you tell the client to bring the substrate they want to see the image printed on.

Bonus Tip #1:  Plenty of mints for you, not the customer and don't forget to do your trial closes, and remember you don't have to complete the demo in order to ask for the order!
 
Bonus Tip #2:  At some point in the demonstration ask the prospect where they will be putting their new system (trial close). Tune in next week for Tip#4
 
Bonus Tip #3:  If your prospects asks you about the warranty, this will tell you that they are serious about you and your system. When they ask about the warranty turn this around and ask them "What type or term of warranty or maintenance agreement are you interested in!
Bonus Tip#4:  Practice your demonstration a few times before you present to the client. What could go wrong will go wrong if you don't practice!

=Good Selling=-

The Quest for $200K "Don't Count Your Chickens Before They Hatch"

Having a 10AM appointment allowed me to work from this morning.  Typical home work day includes coffee and a trip upstairs to the office.  First things first is to check out any overnight threads on the Print4Pay Hotel forums.  My next move is to check on my gmail for google alerts that I've set and then my work email.  Once all of that is completed, I'll go to Linkedin and view my wall for threads, always on the lookout to strike up a conversation, like a thread, comment, share or post a thread of my own.

I had one last document that I needed to create before I was off for my 10AM appointment with the seven MFP placements.  Our meeting went almost two hours, we nailed down the specifics and logistics of the order.  Doc's were left for signatures and I'm hoping to have them in a few days.  That really takes some of the pressure off, well somewhat because no deal is done unless you have the signed docs and the equipment is delivered. I learned a long time ago and got very embarrassed in front of other sales people when you count your chickens before they are hatched.  This order is close, it's not done and I'm not jinxing my self by counting it.  

Years ago on a mid-summer Friday I had booked an appointment with one of my existing accounts. The existing wide format device was at the end of the lease, we went over the specs and my client placed an order.  It's Friday, I had all of the signed docs and that was the end of the day for me.  On Monday I had a call from my lease administrator that the leasing company wanted some additional information from the DM.  I called my DM and the receptionist told me that our DM had died over the weekend!  I was like, WHAT?  I felt so bad for his family since he was in his late forties.  It was horrible. 

Nothing counts until the device is delivered, paid for or the delivery and acceptance is complete! 

My next item of business was to get back to my office so I could plan tomorrow and make additional calls.  I also needed to follow up with the client I was at yesterday,  in all of the confusion with the grand opening I did not schedule a follow up appointment. I needed to get that done asap before Holiday mode sets in. I was able to schedule that appointment for next week.

Tomorrow (30 minutes from now), is scheduled for 2 appointments and 3 stop ins. My appointment late in the day is for a $41K opportunity.  I'm hoping to drive a few smaller MFP's tomorrow with the stop in's and hungry to get to my last appointment of the day.

Right now, I pulling up a little short with the opportunities. Two of them are going to roll to January and I'm thinking a few others might go that way also.

So, when the going gets tough, the tough get going right?  I've still got more than 50% of the month left, but every day close to Christmas means those opportunities shrink. 

For next week I've got some appointments set, however on the drive home I was thinking maybe it's time to drive some cold calls.  Twenty to twenty-five ,at be the order of the day. Not sure how these old legs will hold up, but you have to try and can't give you.  You never give up!

-=Good Selling=-

The Quest for $200K "Still Time to Network"

In one of the previous Quest for $200K blogs I stated that my appointment for this AM had cancelled and was moved to Friday of this week.  That was a good thing, because tomorrow morning (Thursday) I need to present our proposal to upgrade seven devices with another client.  

I had no idea that it would take me hours to complete all of the data and the docs this morning.  In fact I was not able to finish the order doc and the lease in time. Not a problem I thought, I can create those tonight from the home office. 

After countless hours of updating this site tonight, I was able to create order doc and the lease for my client.  That's when I realized I was out of paper!  Argghh To boot there's not enough time to get paper in the AM.

My only is option is to load the files on my DropBox account and access them when I get to the clients office.  I'll then print them off on one of the Ricoh devices with Ricoh Mobile Print.  It'll be a little awkward, however I'm sure I'll manage.

Nothing really to speak about this AM. I did develop an opportunity for a 25ppm A3 black device (printing and scanning not needed). Not sure if I'll get that or not, the prospect is also looking at a re-furbished copier for $1,800.  Which got me to thinking about the word"re-furbished"  and how that word is thrown around.  

For me, re-furbished means that you strip the copier down to the mainframe and then clean and rebuild with new and used parts.  Stripping a copier down the frame can take hours and hours, then the cleaning, the replacement or worn and used parts.  This is quite a task for any technician, my best estimation ( I used to be a tech ) is that it would take at least twenty hours from start to finish for smaller A3 copier.   That's quite a bit if in house shop time right?

That sales person called that $1,800 copier "re-furbished".  I doubt that very much and conveyed that to the client.  Our prospect agreed that the system is could not be re-furbished, it's just a used copier with new PM parts (maybe).  If it sounds to good to be true it usually is.

I have nothing I could offer the prospect for under $2,000 used.  I told the prospect that maybe they are better off buying a Brother inkjet copier that can print/copy 11x17.  You can buy then for about $300 bucks or so.  Trying to dig a little deeper I asked if there as anything else that was required for the new system.   That's when the prospect told me that they also needed zoom reduction and enlargement.  I thought what?  I haven't heard that need in years. Well, I was back in the game with my A3 black device.  Just thought that was interesting today.

By 2PM I was off to my 3PM appointment with an existing account. That account was having a ribbon cutting ceremony at 4PM for their new location.  I was invited to stay for food and beverages and to hob knob with the Mayor of one town, a County Superintendent, along with the Executive Director of the local Chamber of Commerce.  Of course I brought business cards and made sure everyone got one, in addition I made mental notes of those I meet.  I'll be reaching out to them tomorrow via LinkedIn.

I did have time to meet with the DM, things were hectic because of the 4PM start, but I as able to move this opportunity to a point where I maybe able to close this late next week.

Tomorrow's a big day.  Luck is for rabbits and looking forward to making things happen.

-=Good Selling=-

The Quest for $200K "So High So Low"

Let me tell you, the highs, the lows, the ups and the downs can downright kill you in this business. 

Today was a planned day for the office to prospect and move stuff forward.  Today, was also the day that I was to get my old twenty pound notebook replaced with one of those lightweight varieties.  Needless to say I was looking forward to getting to office.  

On the way to the office I made three stops at net new businesses that were on the way.  All three stops did not have any thing to offer for immediate relief of my revenue quote for the month.  Two may be 2018 prospects and the third company was so rude that they can keep on doing business with whatever vendor.  Would never want them as a client.

Eventually,  I made it to the office, but sue to technical difficulties I was not able to access my twenty pounder notebook nor the new notebook.  I was presented with my new notebook just around lunch time. I immediately got to work to make sure I had access to DropBox, loaded up my Snag-It software and I was ready to roll.

I managed about 15 calls, 7 emails, 2 in-mails and probably answered another 15 incoming emails. Not a productive day.

My goal of seven appointments for the day didn't pan out. All I was able to get was ONE. Arrggh, but I also had to prep for my 10AM appointment tomorrow that has a revenue gauge of about $44k.  Prepping means that I not only go with all of the data that I need, but I've also prepared the closing docs.  One set of docs already filled out with highlighted areas for signatures and one blank set of documents in case there's a change.  I'm going in assuming the order and will keep moving forward unless the client stops me.

While driving home, I received a call from my 10AM, he can' meet tomorrow, but can meet on Friday AM.  Which is fine by me since Friday was kinda open anyway. In addition, I have a $48K revenue opp on Thursday AM of this week.  The extra time in the AM will get me to prep for Thursday AM.

Funny, sometimes you can just tell how things are going to go, it's that sales intuition that you acquire after many years of doing this.  Never would I have guessed that I would be doing these to appointments on back to back days.

-=Good Selling=-

The Quest for $200K "Let The Ball Travel"

As of right now I don't have a title for this blog, at least not yet. I didn't post a blog for Friday night of last week because I needed the time to wind down when I arrived home.   Friday night was spent uploading and redacting a crap load of copier proposals that were sent to me over the last few days.  Thanks to everyone that sent those in!

It seems that each week gives me an opportunity to work from home one day.  Friday was one of those days. My time Friday was spent prepping for Monday and placing a few calls, emails and inmails (linked).  Friday was my day to "let the ball come to me".  Another phase is to "let the ball travel", each one of these are baseball terms.  What each ones means is for the batter to be patient and wait that extra second. I use "let ball travel", when I need to back off a bit from the constant follow up calls.  Thus, here and there I'll take a day and see what comes to me.

My goal for Monday (with two appointments) was to schedule a minimum of 5 appointments.  With most of them being closing appointments. 

At 4PM, I had acquired six appointments and three of those were closing appointments.  I took a line from Hacksaw Ridge movie and thought, let me get one more.  That's it, just one more appointment. Within a few dials I had my seventh appointment scheduled and now had four closing appointments in the book. Those four appointments clock in with $100K revenue.  I'm guessing by the end of the week, I'll have a good idea if I'll be able to make the $200K.  It's still a long shot, but good things come to those that work hard, or the harder you work the luckier you get.

Tomorrow?  No appointments scheduled, another day of making calls, and scouting the CRM for creating additional opportunities. My goal is to schedule seven appointments for tomorrow.

One of my scheduling practices is to use Monday, Tuesday and the half of the day on Wednesday to prospect and schedule appointments for Thursday and Friday only.  I use Wednesday afternoon for those can't see me on Thursday or Friday.  It's worked well over the years.  In general clients seem less stressed during the last part of the week and more inclined to make a decision.  There's no science here, just an observation over all these years of selling.

For me, tomorrow and Wednesday are critical days to book additional appointments for this week and schedule for next Thursday and Friday. By the time the 18th rolls around, all I want to be working on is closing up any outstanding opportunities.

There it is, I just inserted the title, "let the ball travel". 

Section 179, I mentioned it at least three times today in phone calls. Section 179 is real, no business wants to pay more taxes than they have too. If you're not bringing it up, then you're competition is.  Upward and onward to Tuesday!

-=Good Selling=-

The Quest for $200K "Insisting that the world keeps turning our way"

"Insisting that the world keep turning our way" was taking from a song made famous by Willie Nelson, "On The Road Again".  While traveling the road all day today, I was thinking what would be the theme for the blog tonight. I settled with On the Road Again.  Something told me to read the lyrics and that's when I settled on, "insisting that the world keep turning our way". 

The lyric "Insisting that the world keep turning our way" resonated with me because when salespeople are on the road we're making things happen, and when we make things happen, we are insisting that the world (sales) keeps turning our way. 

I had a 9AM scheduled for some production gear, however that got pushed back to 10AM.  I had scheduled my Fiery guru to meet me at the account so that we could review the clients current workflow and make recommendations with additional fiery options that would save our client some time. 

I'm no Fiery expert but was so glad that I brought along my guru.  What I thought would be a one hour meeting turned into almost three hours.  A lot was learned, much time was saved and I moved this opportunity to the final stage where we can present our proposal.

Since I was more than two hours late for my next stop I was not sure if my DM was going to be there or not.  Even thought this was just a short visit for a pick up of a wrongly shipped item, I wanted to make sure this opp also moved to the final stage.  I was in luck, my DM was there, we chatted for maybe five minutes and I secure the appointment for next week to present.

Moving right along,  my next stop was to help a quasi net new account.  This client had "found" a wide format mfp with our name tag on the device. We did perform some service during the summer, however when I called the client a few days ago they were having some issues with printing.  I offered to lend my expertise and give them some time with going over the print drivers.  It's what we do, we help, we educate, we give up our time, and that's what relationship building is all about.  We're not looking for anything in return.

K, I still had two more stops I had to do for the day.  I grabbed a quick lunch, checked my email and was surprised to listen to a voice mail from one of favorite IT guys.  A couple of years ago the company he worked for closed shop here in NJ. I had tried to reach him a few times, but was never able to connect with him.

I called, we had a short chat and it turns out he is with another company and they are in the need for a color MFP.  He asked if I had some time today, I told him I had another stop but could see him about 3PM. 

Ninety minutes, that's how long our meeting took. I may be able to help him and I may not.  I'm going to find that out in a few minutes after I finish this blog. What I can say, is that if I can't help now, I will be able to help with something pretty large in 2018.

While I did not take an order today, I did move two of the opps for December to the final stage. In addition, I may have developed another opp for this month and definitely developed an large opp for December. 

You never know what the tomorrows will bring as long as you keep on hustling.

Tomorrow, it's an 8AM stop in with doughnuts and coffee!

-=Good Selling=-

The Quest for $200K "Murphy's Law"

See, it's not only you, all of us can have a bad day, a week or dare I say a month!

It all started last yesterday afternoon when I had a pretty decent failure with my brakes on the way home yesterday.  I was able to nurse my car to my mechanics with out any incidents. Whew!

When I woke, I felt like I was Murphy from "Z Nation", and wondering if our cat had parked it's fat ass on my head during the overnight.  After an hour or so I climbed the stairs to my home office and made sure I alerted my 9AM appointment that I wouldn't be there. Twenty minutes later I had an email from the office asking where I was.  Oh no, there was an 8:30AM meeting that I forgot about.  What a day today is going to be!

Then the flood of emails that never stopped.  I was able to take care of every email, only made maybe sales ten calls, five emails, and three inmails (Linkedin). 

I did receive a lead from my jerseyplotters web site for a high end wide format.  Although I  was able to make contact, I felt like I was chasing my tail trying to nail down that appointment. After thinking about it I spent way too much time on this opportunity and was not able to move it forward.  We'll see what tomorrow brings with this. 

But, I was excited that my site had generated another wide format lead in as many days.  Yesterday, I gave a lead for a wide format MFP to a Premium Print4Pay Hotel member in York, PA.  I guess the effort of writing content is finally paying off.  Thus, I wrote two additional blogs today for that site.

I'm a firm believer that content is King and pull marketing can work much better that push marketing. 

"Pull marketing is the science of attracting leads and sales rather than applying more work-heavy traditional ‘push’ marketing approaches. In an increasingly tough marketplace, pull marketing is overtaking push marketing as the most effective way to drive business."

The rest of the day was spent following up with outstanding opportunities. I was able to secure the paperwork for about $8.5K today, and will process that probably late tonight, because I need every minute of tomorrow to make up for today. 

One of the other action items was to crunch some numbers for a color production device, get that to my Veep and have a strategy session at some point this week.

Ok, yeah, bad day, however I did get my car back and you know what's so great about this business?  You just never know what tomorrow will bring you as long as you keep hustling.

-=Good Selling=-

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