A couple of thoughts before I start day "5" for everyone. In reference to the opportunities that I've created. These are opps that have been created since from the start of this blog, in addition these are opportunities that I think have a 50/50 shot of closing my the end of my year.
When I started the this collection of blogs, I had about $125K in the pipeline for the end of the year and nearly zero for this month. The reason for the zero this month is because I emptied my 30 day pipeline in the last quarter.
Here's what I figure I need to hit my $200K;
- $600K in the pipeline till the end of the year
- Develop an opportunity a day
- Prospecting everyday
- 8-10 appointments per week
- Research the crap out of my CRM looking for potential opps
For me, it's not a 57 day horse race to the finish, it's more like the tortoise, have a plan, stick to the plan, work hard everyday and good things will happen. As I've stated before, the hardier you work the luckier you get (Thanx to Jack C for telling me that years ago).
Between updating my CRM, sending emails, answering emails, researching my CRM, getting lease updates, scheduling one new appointment, one new demo, and completing about ten calls. All of this pretty much took me up to about noon today.
I had a 1PM appointment that was a one hour drive time. That appointment was with a long time C501 account. They purchased PPDM software from me and asked if I could help with the install. I had no problem with scheduling with them for a few reasons. The first is because I had not seen them in a few years (did talk and email during that time period) and the second reason is that they have an older A3 90ppm black MFP and a A3 color laser printer. They had purchased both units about 8 years ago. Thus, I knew the time was now to pitch something new, but in order to make that work I needed to know more about current volume, workflow and costs.
The appointment lasted a little more than two hours, however I left with another opportunity developed that has a 50/50 shot for closing by the end of the month. I also developed a plan to help them with some fundraising in the near future. My plan? It's simple and two fold, for every copier I sell from now until the end of the year, I'm giving that client a book of 5 raffle tickets. Each client will have the chance to win up to $10K. I'm figuring this is nice incentive that can help me close deals, in addition I an raise some cash for the 501C, which could put me in a good position to close and order for a new 80ppm color device.
I finally got back on the road about 3:30PM, there was a few accounts that I wanted to stop in to see on the way home (since home was almost 90 minutes away). After a few wrong turns, I was able to stop at two net new prospects. Nothing to report with those, but it's more about staying in front of them at this point in time.
I've got three appointments tomorrow, I need to start closing a few of these!
Amount Sold Today = 0
Total Revenue to Date = $2K
New Opportunities Created = $22K
Total New Opportunities Created = $101K
-=Good Selling=-
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