Another miserable morning here in NJ. That typical forty five minute drive took me more than ninety minutes!!! Once I arrived at the office, I had to gather up a few documents and head off to my first and only appointment of the day.
The appointment was scheduled because I needed an additional document signed from one of the orders I received the other day. However, I had another plan in mind for this appointment. Not only was I going to get that document signed, but I was going to develop an opportunity for a color wide format scanner or MFP.
I knew going in that the Engineering department did not have any wide format devices. I also knew that this is the time of the year when Municipalities are developing their budgets for next year. In addition on my first appointment I noticed that building plans were everywhere. My thought track was that if I didn't develop the opportunity someone else would.
After signing the document I needed. I asked for a few minutes and then handing the DM a brochure about one of our color wide format scanners and then right into a story about how we helped another Municipality acquire three of those devices last month. When I left I had secured another appointment to review pricing on three different models. That's an opportunity in my book! It's probably going to be for next year, but never the less, the pipeline needs to get filled!
After the drive back to office, it was time for some lunch and I think I finally started follow up calls, emails about 1:30PM.
Later in the day I did have one of my opportunities call me to review some of their existing volumes. This account had to call me back because they were not sure of the volume and had to review the maintenance/supply agreement. When they did call back, I was astonished to hear that they had a three year maintenance/supply agreement in place. There was a limit of four toners included with a total of 40K in copies. The price was an astounding $1,100! In addition there were two years left on the agreement. I'm thinking, geesh, now that they know this, there is no way they are moving forward. I was wrong, they want to place the existing system somewhere else and move forward with the new device. Not a big deal, but at this point, every deal counts. Looks like this will be done by the end of the week.
Another call from another opportunity that I had for IT services followed this call. It was one of those "dear John" calls, and the prospect stated the cost was too expensive to move on the proposal now. They are in the middle of a move and there have been additional expenses incurred in the move. While I was reviewing the proposal from our IT peeps. I noticed a few items that we could cut and offered up a solution for the prospect. I stated, "let me go back and see what we can offer as special project to get you started, would that be ok?" It was, and my next course of action was to get in touch with my IT peeps.
Before I knew it, the day was over. Time for day 31 tomorrow. I'm adding one opportunity for today, not adding the order that should close by the end of the week, because that is BAD mojo!
Amount Sold Today = $0K
Total Revenue to Date = $80K
New Opportunities Created Today= $10K
Total New Opportunities Created = $234K
Revenue Required $138K
-=Good Selling=-
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