Why We Decided to Make Our Own Copier Quoting Tool

Getting clients good information is critical to a sales process and we have taken a lot of time and energy to create quotes that are easy for us to make, and give the client a good feeling about the options they are choosing.  I would not want to go to a car dealership and have them only want to show me one car, or to a realtor and only see one house.  We like to see options when we buy stuff, so I thought about how can it be easy for clients to also get options.

We had a new sales rep, let's call him Brett, because that was his name.  Anyway, Brett was driving me crazy because as a Millennial sales rep, he wanted to give every option on every quote so doing 1 quote became a process of doing 10 quotes.  Here were some of the items "Brett" wanted itemized.

• The client wants to see 1,2,3,4 and 5 year rates, both FMV and $1 out.
• The client wants to know how fax, staple, etc will affect the numbers, 1,2,3,4, and 5 years
• The client changed their mind, they no longer need 11X17, now they just want Letter/Legal quotes.
• The client changed their mind, they no longer think Letter/Legal works, they need 11 X 17
• There is a lease buyout, how much do I need to add?
• What do I add for install on this deal?
• What specs does this copier have for paper handling?
• etc...

For about a month or two, I tried to help him, then he quit and I had to hire another gal.  When that happened, I realized we are going through all the same issues, questions and numbers.  It seemed to be time to establish a goal.  Here is what I decided on: 

I want to be able to make a side by side quote in under 2 minutes that looks nice and that is easy to explain to a new rep or a new client.   

This is where my obsession with building a great system for our team was born.   When I am driving from client A to client B, can I create a quote on my cell phone that looks nice at a red light in Denver (as we do not suggest quoting copiers while you drive, though I cannot pass a lie detector that I have never done it...)

Anyway, that being said, it has made the number of mistakes reps have made way lower and the consistency much higher in terms of generating a quality looking quote.  Since we started, we have made dashboards and added some brands, and then making it so it can be used by any dealer in under a day where all their reps could make quotes in under 2 minutes as well.  It is constantly being improved, but I am proud of where we are and how flexible we have made the tool for our partners.  We would love to have a dealership or two in every city in the USA use this tool!  We hope you can attend a webinar, if not, we can call at a time that works for you.  We are here to help make the marketing of copiers super simple for your dealership!

-=Good Selling=-