One early appointment in the AM today, or some might call it a scheduled stop in. The account had just purchased an A3 color device from me about a month ago. At that time they had expressed that they needed two more for additional offices.
Over the last two weeks I had placed a call and then a follow up email, but did not have a call back. Since the new A3 device was ready for delivery I thought I would pay them a visit to make sure I'm there to help with training.
The DM was not there, however I left word that I was there and wanted to schedule the training and I would call the DM later in the day.
Other than that appointment it was time to get to the office and work the phones and email to get a few more orders before the close of the month. As of today, I have 25% of the month left. Twenty Five percent means that I need to line up closing appointments within the next 72 hours, after that the odds of closing orders the last two days will be slim pickings.
I have two decent opps that I have a chance of closing before the end of the year. Both are for wide format systems, and of those opps I've been chasing to set an appointment for the last seven weeks! Every email and phone call in that time frame produced no appointments, however I was told to keep trying since they were interested. The problem of not being able to schedule the appointment is that there are two DM's and they both need to be there.
I made the call today, and connected with the Administrative Assistant and finally received an answer for scheduling the appointment. I was advised that they've been so busy and with the upcoming Holiday's that they wanted to put off the appointment until after the New Year. I exclaimed that the reason to meet now was that there are special promo's for the end of the year. With that the Administrative Assistant stated I understand the "pitch". Then thinking to myself what "pitch", your payments are high, you're close to the end of the lease and you hate the current vendor! I then stated thank you very much and stated Thank you!
I was fuming, not because the appointment was put off, but that I spend the better part of seven weeks following up to schedule the appointment. It happens right? Right after Thanksgiving, I'm going to spend $50 and send them something for the Holiday's. Come January 1st, my price is going up because it seems that they don't need to save that much moola.
Later in the day I was able to connect with the account that I met with in the AM. I scheduled the training and also stated I'll be delivering the documents for the two new A3 color devices so we can get them ordered. No push back from them. Thus, I'm assuming the order, preparing the docs in the AM and hope to close that order tomorrow.
On the way home, I had an order doc emailed to me for some small IT stuff.
With all of the calls, all of the emails, and all of the open opps, as of right now, I'm sure where the December business is coming from. That's not a bad thing, and that can be corrected by stepping up the prospecting efforts.
Amount Sold Today = $2K
Total Revenue to Date = $82K
New Opportunities Created Today= $0K
Total New Opportunities Created = $234K
Revenue Required $136K
-=Good Selling=-
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