Just one of those wonderful mornings in NJ! Heavy rain, traffic, a planned stop in and then a major accident finally landed me in the office a little after 9AM.
Today's plan was the same as yesterday, prospect, schedule appointments and move some opps closer to closing. All in all I think I had a decent day, I logged more than 35 calls, around 40 out bound emails, and who knows how many received emails. The net result was three additional appointments and the creation of one additional opportunity that has a chance of closing this month. That opp was for an A3 color MFP.
Sometime in the mid morning one of our rookies paid me a visit and had some questions in reference to a Duplicator. He knew the system would print but did not have a clue about the technology behind a duplicator and how a duplicator could be used in a 501C organization.
Thus, I took about thirty minutes or so to explain the technology, and when a duplicator should and should not be used to make prints. This existing duplicator was at least six years and old and was on the ropes for a few days since it required some parts. Those parts totaled up to be on the very low four figures, thus the general consensus is that an upgrade may be in order.
Neither of us knew much about the account, nor where there any notes in the CRM about what they print or the volume that they print on the duplicator. For those of us that have been in the industry for a long time we know that the low cost per page of black MFP's has almost decimated the Duplicator market. With black cost per page on MFP's at .006-.0085, it's hard to make the case for a Duplicator these days.
I asked that our rep get the client on the phone and see if we can schedule an appointment so that we can learn more about what they do with the Duplicator. Twenty or so minutes later our rookie had scheduled the appointment for later this week (good job) and I was pretty exciting that I'll be tagging along to help. Not sure how this will pan out, but you just never know.
Mid-day found me helping another rep from one our PA offices for a larger wide format opportunity. Since I am the resident expert of wide format, I was more than eager to spew my knowledge! We needed to nail down the existing volume, along with whether that volume was being metered by the square foot or linear foot. In addition we needed to figure out how many rolls of paper would be required for each month. Twenty minutes later and we had what we needed. I then offered up my assistance if they were able to schedule a meeting.
At 1PM tomorrow we have our Corporate monthly sales meeting at one of our PA branches. Lunch is to be served at noon (we like lunches, especially those we do not have to pay for). On my home tonight I had an email from one of the reps for that wide format opp. The rep had scheduled a teleconference for 11AM, and was asking that I arrive in the PA to help on that conference call. I would much rather get on site, because there is so much you can learn from viewing their operation, the existing workflow along with the existing wide format system. But, that's not going to happen, thus, I'm sure I'll have a crap load of questions so I can develop a better understand of what their needs are.
I'll be leaving NJ at 9AM and probably not going to get back home until 8PM. It's going to be a long day!
Amount Sold Today = Squat, nada, nothing!
Total Revenue to Date = $110.5K
New Opportunities Created Today= $8
Total New Opportunities Created = $279
Revenue Required to hit 200K Goal = $89.5K
Lost Opportunity Today = None
-=Good Selling=-
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