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COVID19 Remote Working Day Two Hundred and Fifty-Three of Selling

 

My day started kinda slow with our weekly virtual sales meeting with the team.  After that it was time to make the rounds with calls and emails to move some opportunities closer to the finish line.

In the end I was able to get one opportunity closer to the ordering process and the rest of the calls and emails seems to have fallen on deaf ears today. Yes with five selling days left the thought of pulling a zero is weighing on me. 

My afternoon was supposed to be dedicated to calls and emails however that plan quickly evaporated with an influx of emails that I received.  At the end of the day I was able to create two additional opportunities and scheduled three appointments.  My outbound calls was about just about 20 along with 18 emails which were all about prospecting and follows ups with existing opportunities.  Not what I wanted but I also understand that I'm in the client service business.  Addressing clients needs and wants in a timely fashion will make you the rock star when it comes time to receiving referrals.

There were a couple of highlights from today....and one was with an existing client that wanted to add almost $5K of options to his current Ricoh A3 device.  After quoting the options more than a week ago I thought enough time had passed for the client to digest the data I sent. I was expecting to leave a voice mail and was taken back a bit when my client answered the phone.  I asked if my client if they had the chance to review along with the traditional "did you have any additional questions? Let me back track a bit, those options that I quoted will allow my client to produce printed documents where a front cover and and a rear slip sheet would be needed for each printed set. 

My client told me that they would like to review the current print driver to review the process of setting those print parameters with the printer driver. Once I heard that I thought that the review might not happen for days and the client may not be able to figure it out.  Thus I offered to make a video of how to set the print parameters to meet their needs.  My thought process was that this could shave a couple days off the process for the client.  In essence I did the research for them.  After a couple of takes with my capture software and getting the talk track down I was able to email the client the video.  In that email with the MP4 file I also stated my timeline to get this done and offered up a small discount.  Is that enough to make it happen in 5 days?  I'm not sure, but I do know the effort I put in was better than not putting any effort in at all.

My second small win of the day was with a net new account.  We met last week and the client had a wish that all incoming faxes could be routed to a folder in their business line of software.  At the meeting I acquired the name of the software through the discovery process. I also knew from discovery that no other competitor had traveled down that road of integrating their MFP to their business line of software.  If I could offer up a viable solution I could sit alone as the vendor of choice.  Part of today was spent researching that software and I came up with all zero's.  I reached out to "Johnny D" for some help on this one and he knew nothing about their business line of software.  Thus I asked Johnny D "what would you do?".  Johnny D replied with call their sales department and ask them if they can offer the integration I'm looking for.  A few minutes later I made the call to the sales department and within ten minutes I found out the integration can be done for a small fee.  Winner!

I took my notes and crafted my email to the client that gave then the information needed for the solution.  Did it help?  Not sure yet, however it was better than doing nothing and waiting for a decision.  Winners make things happen and losers wait for things to happen.

The rest of my day was a blur with no orders.  I still have 5 days left and tomorrow I'll be working from an auto center since my car has to go in for repairs.  I'm sure it's going to be a good three hours.  Oh the pain of it all.

-=Good Selling=-

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