My bad, I missed yesterdays post, because I didn't get home from work until 9:30PM.
Thursday morning was a long one. I made sure that I arrived at the office before 7AM, because I had to prepare and research some data for an existing customer. This existing client had been laying fallow in our CRM since the last sales person exited our company. I can even remember if that sales person resigned or received the boot.
Thus, I wanted to make sure I was familiar with the existing equipment. I did not want to go in cold, however I did want to go in hot! Which means I wanted to be prepared to write the order on the spot if the opportunity presented itself. I did my homework, I knew what they recently leased, I reviewed the contacts, I read the notes, I paid a visit to their web site (wanted to know what they did) and even prepared a spreadsheet of the existing costs vs proposed new costs. I GBC'd the brochure, the spreadsheet, copy of the old lease, copy of the original sales order, copy of the old maintenance agreement, along with a new order doc, a new lease and a new maintenance agreement. Of course I highlighted the signature areas and off I went for the 30 mile ride.
I arrived late, because there was no address to their building, after panicking for a few moments because I had almost zero juice in my cell, I was able to connect with my contact. I finally arrived about fifteen minutes late. The size of this building was HUGE! I was escorted in by the guard, meet my contact and she then introduced me to the Operations Manager. The Operations Manager then took me to the old Canon device that they wanted to replace. He asked if we can connect our system to the network IP address that was boldly stuck on the outside of the Canon. I stated "of course" and the Op Manager then stated well we want the same exact system that we received from you last time.
Thank goodness I did my research!!!!! I then asked, "how soon do you need it? The Op Manager told me that he needed it before the 30th of this month. I then replied with, "got it, we're five to ten business days, I suggest that you order the system today", he replied with "that's fine, do you have paperwork for me?". I thought to my self (do I have paperwork, of fraking course I have the paperwork). Five minutes later the docs were signed and I was out the door!
Every now and then we get a nugget right? That nugget goes back to the old days when you closed more orders on the first visit rather then meeting multiple times to get the order. That order was worth $12K
I arrived back at the office about 11:30AM, replied to a few emails and then broke for lunch. The afternoon consisted of additional follow up calls for open opportunities along with preparing all of the docs that I needed for my 7:30PM appointment before the board of a 501C organization.
I ended up leaving the office about 5:45PM, and headed south for a 90 minute drive. I arrived at the account about 7PM. I called in some back up on this one and invited my VP of Major Accounts in. Since I was going to present in front a board that had more than five people, I thought it would be best to have two experienced guru's available. In addition my Veep was a champion of what the 501C organization does (sorry, I can tell everyone what they do, because that would let the lead out of the bag).
The presentation went ok, not great, because there was were many objections from one of the board members. Not a big deal, I just need to get more creative, do some additional home work and I'll see them all on Sunday for a charity event.
The order in the AM was for $12k, I also received the PO that I spoke about the other day. Thus, I'm putting up $18K in revenue for today.
Amount Sold Today = $18K
Total Revenue to Date = $80K
New Opportunities Created Today= $0K
Total New Opportunities Created = $219K
Revenue Required $120K
-=Good Selling=-
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