Recently I've been back to prospecting, yes I'm the 64 year old dude that still wants to prospect.
Last 4 Days
In the last 4 days I lost 2 net new accounts because I missed the mark with offering the client additional device options. Mind you, the prospect I met with had no reason for an A3 color device. Our A4 color would have met their needs for years. The prospect never asked if there was a larger color MFP. In fact the prospect was adamant about the finances that were available. Thus where I thought I was helping the client with one quote for one device I hurt my chances by not including a second quote for an A3 color MFP. Apparently someone produced an offer for an A3 color MFP that kicked my butt.
I still need to remember to offer the client multiple devices and let the client choose. I'm usually in the camp for offering multiple devices but in this case I made the mistake and lost the opportunity.
Family Account
Another account that I've been tracking for color production for the better part of 18 months got back to me a few days ago. Now this was an existing account for years, we were good with everything, never ever was there an issue. Out of the blue I was emailed that the client pulled the trigger on another brand. Yes I was floored but not surprised.
Now with this account there is nothing I would have ever changed about the models we mentioned, along with our chats and pricing. I have yet to figure out why I lost. But I'm sure when we follow up in the near future it will come out that the client bought from someone they knew that just hooked up with their new copier company. Over the years I can tell you that I've lost at least a dozen of those deals to those family reps. Now x amount of years later none of those reps are still in the industry
Things Happen in Threes
I'm sure I'll have another opportunity that will pass in the next few days. It always seems to happen in threes an that's okay for me because I'll end up make room for additional opportunities to fill the passes.
Prospecting
Prospecting today is more about prospecting my ways. Over the years I've thrown enough crap on the wall to see what sticks. I've found that times that you call, apps that you use to reach out, along with certain days will produce more that the 30 year old phone blocks. Just like one of the reps that I worked with today, they found out this little bit of information about wrapped this info around the talk track and it produced appointments. Do not ever be afraid to try something new because you might land on something that works.
MY next 8 weeks is now about trying to find $180K in revenue. I'm over the hump for the year, but packing in another $180K during the world series year would put icing on the cake for a great career.
-=Good Selling=-
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