It seems every morning I'm putting in a couple of hours doing just enough trying to move some these net new deals forward. I heard from one today with a question and the net new there was no response. I'll send out another email in the AM wishing a happy 4th of July and see if I get a response. Most deals will happen on the clients timeline and not ours. Seems with COVID19 that clients timelines are dragging out more than normal.
I lost a deal today, thinking back it was the first deal I lost in the last three months. It sucks to lose and I was told they took a holistic approach between two vendors and settled on the lowest price for hardware & service. In addition the client saw value in moving forward with a light production color A3 device. I'm sorry there was no way I was quoting a light production device for less than 3,000 color pages per month. Turns out I was correct because I lost on overall pricing for hardware and service. I also would have lost with my light production A3 device. No worries here but it always sucks to lose.
I was also asked to inform them of how to cancel the agreements that are in place. Of course one of them is a lease and the other a maintenance agreement. Many years ago it used to be "read the agreements and you're on you're own to make sure you do everything properly". I know the outfit that they are moving forward with, and I know service and support is sketchy at best and has been worse since COVID19 struck. However I will do the honorable thing and coach them on the time lines. You never know what could happen down the road. Not like I want to do it but it's my job because they are still a client until the new equipment arrives from the other vendor.
Another morning with a couple of hours of work tomorrow. That will make 8 hours in the last 4 days. I'm still have hopes of writing an order this week but that would have to happen tomorrow. I also have a 10:30AM that I need to be on-site for.
As we roll into the 4th of July I'm concerned about some of the recent pricing I've been seeing from Direct. No profit in the deals along with low low cost per pages. Seems most of the competition is just looking for revenue now and anything goes until things change.
Not sure if I'll be writing a blog tomorrow night. If I get a deal that means yes and no deal means a night off!
-=Good Selling=-
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