MFP Copier Blog

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This Week in Copiers Twenty Years Ago

First Week of August 2003

Real Copier Sales

Great threads from twenty year ago this week

Member

Billh

This Week in Copiers Fifteen Years Ago

First Week of August 2008

Real Copier Sales

I wanted to comment on an article that I picked up in the Channel Pro rag from April of 2012. Yeah, it's been a few months but I keep my reading material in various reading sites at the homestead.

The article was titled "So I have to Sell too"?, and anything with a reference to sales will get my attention. The article was directed at an IT company that is 2-10 employees in size, and assumed that the owner/partner/CEO has to wear many hats with one of them being sales....more here

Enjoy These awesome copiers threads from 15 Years Ago

“If you have integrity, nothing else matters. If you don’t have integrity, nothing else matters.”

Harvey Mackay

In a world where at every corner trust seems to be getting scrutinized, could integrity become one key ingredient of keeping you perched amongst the sales peaks? I believe it can.

Integrity, one of the most important things in a world that sorely lacks it.

Let's view integrity as “the quality of being honest, having strong moral principles and virtues.”

It involves being truthful, reliable, and trustworthy in both your personal and professional settings.

Salespeople with integrity consistently act in accordance with their values, even when faced with challenges or temptations.

When it comes to the interactions with your clients, can the same be said?

Salespeople who take responsibility for their actions, admit their mistakes, and are accountable for the consequences of their decisions, do so with integrity.

Integrity is considered a fundamental virtue and is highly valued in individuals and in leadership, as this builds trust and fosters meaningful relationships.

When one has integrity, their actions are in sync with their values, beliefs, and principles they claim to hold themselves accountable to.

The word “integrity”... How many use this word daily but how many truly take the time to think about it?

I believe integrity is a behavior-based virtue that can be developed over time.

One can choose to show more integrity in their life by following their moral or ethical convictions by doing the right thing in all circumstances.

Selling from the Heart professionals do the right things right because it's the right thing to do.

WITHOUT INTEGRITY, RELATIONSHIPS SUFFER

The great Bob Marley once said,

"The greatness of a man is not in how much wealth he acquires, but in his integrity and his ability to affect those around him positively."

With this quote in mind, let's think about how salespeople are perceived in today's post-trust world... Are salespeople perceived through a positive or negatives sets of lenses? I will let you answer that question.

I believe without integrity; meaningful and beneficial client relationships will never flourish.

A salesperson who consistently demonstrates integrity increases the value in their client relationships.

Integrity will always reveal itself though...

Honesty - as honesty provides the foundation for trust. Without trust you really do not have a sustainable relationship.

Respectability - this is honoring how you choose to live, think and show consideration for the world you live in.

Responsibility - this means saying what you mean and doing what you say. You must be someone your clients can rely upon... Your words must match your actions.

How you treat your clients is how they will treat you.

Allow me to throw a stake in the ground on this one... Over time, most of a salesperson's client relationships will suffer because of a lack of integrity.

Simply put, how many in sales make commitments to their clients, then slowly over what seems to be inconsequential moments, break them, then make excuses to avoid taking responsibility?

"Honesty is more than not lying. It is truth telling, truth speaking, truth living, and truth loving."

James E Faust

Are you truth telling with your clients?

Are you truth speaking with your clients?

Are you truth living with how you carry yourself?

Think about your client relationships, think about what they mean to you... Now, answer those three questions again.

Real connections, real conversations, and real relationships are all built on trust.

In a recent study conducted by the Dale Carnegie Group, they found that 73% of the respondents indicated that trust is “very” or “extremely” important to them for building relationships with salespeople.

Check this out... in the same study they found that 71% of respondents said they would rather buy from a salesperson they trusted over one who gave them the lowest price.

Hard to build trusted relationships with transactional and price-oriented conversations.

Trust, it's the wholly grail.

Whether you're the president of a company, a key executive, a sales leader or a salesperson, please key in on this for a moment...

How many of your client's perceive you as being credible and trustworthy? How many believe you have their best interest at heart? How many of you would you even know?

This my friends is your mirror moment!

Trust drives profitable business.

Trust creates...

• Repeatable and consistent long term business growth.
• Forgiveness and recovery when things do not always go as planned, and you know they will.
• Loyal partnerships, and isn't this what you want?

IT'S ABOUT CONSISTENCY

Trusted salespeople are consistently consistent.

“Trust is built with consistency.”

Lincoln Chafee

A trustworthy sales professional is consistently congruent. The walk matches the talk. They will more or less use the same behavior and language in any situation.

These professional's exude radical amounts of self-control to maintain their character. They refuse to wear different masks or pretend they're someone they're not just to impress. They are not self-serving but self-giving.

They consistently show compassion and out care all other salespeople.

They consistently show respect, gratitude and appreciation.

They consistently respect boundaries in their relationships because they help communicate around what a person is comfortable with.

They treat people with respect even if they have nothing to gain.

They talk to people, not about them.

Sales professionals who are trustworthy are reliable. They do what they say they will do over, and over, and over again. Hard to gain your clients trust when you're reliable once.

Are you consistently delivering on your commitments over and over and over again?

NEVER EVER VEER FROM INTEGRITY

"If we want to reach the people that no one else is reaching, we've got to do things that no one else is doing."

Andy Stanley

Let's translate this to sales for a moment... If you want to reach the key decision makers and executives that no one is reaching, you've got to do the things that no salesperson is doing... Are you starting to get it?

In a post-trust sales world, you must bring your integrity forward every single day.

You must live it, breathe it and demonstrate it.

Living with integrity especially in sales takes courage.

Integrity is the practice of being honest. It is operating with a consistent and uncompromising adherence to strong moral and ethical principles.

I will defer to Andy Stanley for a bit of reinforcement around integrity, as he believes in Integrity Decisions.

To quote,

"I will not lie to myself even when the truth makes me feel bad about myself."

Andy Stanley believes integrity is an inside job and so do I.

When it comes to integrity, Andy Stanley believes the easiest person to deceive is the person in the mirror, as the salesman in your head wants you to act now.

With integrity decisions comes the integrity question:

Am I being honest with myself, really?

He believes dishonesty within ourselves erodes credibility within ourselves.

"Tell yourself the truth even if the truth makes you feel bad about yourself."

Andy Stanley

Stop right now and think about these two questions...

• How many of your clients and future clients would define you as being honest?
• Would your clients and future clients use the words moral and ethical in your approach to working with them?

INTEGRITY AND TRUST, NONNEGOTIABLE

It's a sad and concerning that when we hear the words morals, ethics and integrity; we surely do not think of salespeople.

Integrity will shape your sales world and your career.

What do you want to be known for?

Will your integrity guide you?

Again, I love what Andy Stanley says about integrity... "People with integrity do the right thing because it is the right thing even if it costs them."

Quite simple, a failure of your personal integrity adds stress to the people around you. Now apply this to your interactions with your clients... Do you smell what I am cooking?

Integrity is a universal expectation – you expect from people around you.

Why do we expect integrity from others even in times that we are not?

Will integrity guide you or will your appetite for commissions guide you?

Andy Stanley goes onto to say...

"You can’t be yourself as long as you're lying to yourself."

You can’t give your full self to your clients as long as you're lying to yourself. This will all come back to haunt you, mark my word. Your reputation is a terrible thing to waste.

Do you want to be known as a trust builder or trust buster?

I ask you to think about the following...

• What is competing right now for your integrity?
• What is competing for right now for your future self?

I'm here to inform you when you breech your personal integrity, this will alter someone else’s viewpoint of you and often this just might be your clients' trust.

Think about where trust sits inside the sales world, and follow along with this...

• One breech of integrity leads to another
• The first breech makes the second breech easier
• The second breech creates a pattern/direction

Sales professionals with integrity are guided by integrity. They refuse not to lower themselves and the refuse to waiver from it.

What do you want to be known for in sales?

ALLOW INTEGRITY TO BE YOUR TRUST GUIDE

By now, you may have figured out that I am a huge Andy Stanley fan. When it comes to integrity, he goes on to say,

“If I’m overly concerned about what you think of me, I may not do what’s best for thee.”

Just curious, what is your integrity anchored to?

Please key in on this for a moment... If you're quick to abandon your integrity then you must ask yourself, "What's really driving me?"

Why is it in sales that many are more concerned with looking good than being good?

What is your goal and end game in sales?

In Selling from the Heart fashion, if you commit to leading with integrity, it won’t be how well you behave that gets people’s attention it will be how well you love that gets people’s attention.

If you would like to exponentially grow your sales, then it’s about...

• Giving to your clients
• Serving your clients
• Loving your clients

If you don’t love on your clients, I promise that someone else will.

YOU WIN WITH INTEGRITY

It's quite disheartening that we live in this cancel culture. Where a little bit of bad, erases a whole lot of good.

Your integrity is what determines your reputation, and as stated in Proverbs 10:9,

"Whoever walks in integrity walks securely, but he who makes his ways crooked will be found out."

A single bad choice can possibly destroy a lifetime's worth of integrity.

Often people with integrity have the same characteristics - they're humble, have a strong sense of self, have high self-esteem, and ooze self-confidence.

These characteristics are important, because, in sales, you'll be under intense pressure from others to make the wrong choice.

I will leave all of you with this... Sales professionals who carry themselves with integrity win. Sales professionals who carry themselves with radical amounts of integrity build trust, and those who do not, get exposed as being empty suits.

In this episode of Selling From the Heart, we are joined by DB Bedford the CEO and founder of iNeverWorry Consulting a company that specializes in Emotional Intelligence and trains staff and leadership on how to effectively manage their behavior and make better personal decisions to achieve positive results.

DB Bedford discusses the importance of emotional intelligence (EI) in sales. Emotional intelligence is the ability to recognize and manage one's own emotions and the emotions of others. He explains that emotional intelligence allows individuals to feel their emotions without letting them overpower their intelligence.

DB shares his personal journey of transformation from a life of crime to becoming an emotional intelligence coach. He highlights the role of perspective and being present at the moment in reducing worry and anxiety. DB also emphasizes the importance of building rapport and relationships with clients, as well as being intentional about creating positive experiences.

HIGHLIGHT QUOTES

"You have to be intentional about inspiration." - DB Bedford

"I don't have to offer. People want more. They want to know more because they want to stay connected. And I want to stay connected to them. And that's genuine. So I also don't go places where I don't want to be inspired. You know what I mean? So I choose where I go and where I show up. If I decide that I'm part of the conversation, I'm bringing all the light, I'm bringing all the energy." - DB Bedford

Connect with DB Bedford at the link below :

LinkedIn: https://www.linkedin.com/in/db-bedfor...

Learn more about Darrell and Larry:

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...

Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit https://www.sellingfromtheheart.net/ book to pre-order your copy of the rerelease of the Selling from the Heart book.

SUBSCRIBE to our YOUTUBE CHANNEL!

   / sellingfromtheheart 

Please visit WHY INSTITUTE:

http://sellingfromtheheart.net/why-os

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/d...

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/f...

This Week in Copiers Ten Years Ago

First Week of August 2013

Real Copier Sales

Technology is playing an extremely important role in how sales reps communicate with their clients and prospects. In today's digitally enhanced business world, sales reps must learn how to drive business conversations leveraging many different communication tools.

These conversation starters can be:

• Face to face
• Text messages
• Emails
• Social media posts
• Phone calls

...more here

Check These Great Copier Threads from Ten Years Ago This Week

This Week in the Copier Industry 5 Years Ago

Enjoy These Awesome Copier Threads from 5 Years Ago

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I for one understand that cold calling (phone) for appointments is not an easy task.

Phone Cold Calling

A recent survey from Spotio released some eye opening facts about sales calls stats.

• Only 2% of cold calls result in an appointment (Leap Job)
• It takes an average of 18 calls to actually connect with a buyer

On average a rep can make 12 calls per hour this includes re-call research (linkedin, CRM), ring time, talk time, voice mails, and post-call (always liked the word post) CRM updates.

With a work block of 4 hours a rep can log 48 calls. Thus 4 hours of work on average will result in almost one appointment. In most cases breaks are needed and I would find it tough to hit the 48 calls with every 4 hour sales block.

These are tough numbers especially with reps that have an existing account base that needs to be maintained.

Sales Emails

In the same recent survey Spotio had some interesting stats for sales emails.

• Email marketing has 2x higher return than cold calling (source)
• 40% of emails are opened on mobile first – where the average mobile screen can only fit 4-7 words max
• Personalized emails improve click-through rates by 14% and conversion rates by 10%.   [Source: Aberdeen Group]
• Using the words “Sale,” “New,” or “Video” in subject lines boost open rates. [Source: Adestra] One of my favorites "I Missed You"
• Personalized subject lines are 22.2% more likely to be opened. [Source: Adestra]

I believe reps need to use both points of contact when trying to obtain appointments.

Embellish Your Emails

We all have or should have a signature line with your outbound emails.  The tradition signature emails look like the image sample below.

Simple right? But is simple doing the job for you?  Is simple allowing your prospects to learn more about YOU an the services you provide? Maybe it's time to embellish your signature line.

Sample 1 with minor embellishment (signature)

Below is a sample of my signature line that I've been using for years with a small bit of embellishment.  (see attachment one if it's too small)

1) Linkedin link that directs client to my profile  Art Profile Link

2) Laundry list of services that we offer

3) Reference from one of my clients

Sample 2 with increased embellishment (signature)

Below is a sample of my signature line that I've been using for years with the added embellishment for Linkedin referrals and certifications.  (see attachment two is this is too small to see)

Extra additions

3)  Linkedin references; this link goes directly to all of my references on Linkedin, the used can then choose given or received.

4)  Certifications that I've received.  This is something I'm still working on and I will be adding more shortly.

Conclusion

For the client who wants to know more about "you" the person, adding these links will allow the existing client, suspect or prospect to learn more about how you conduct your business.  Think of the referals more like have five star client reviews available 24/7.

It's not a bad thing to send clients to your profile,  because in the end people want to so business with people they trust and people they know. An embellished signature line in your email will separate you from the average rep. Who the frack wants to be AVERAGE!

-=Good Selling=-

Redefining Workspaces: The Role of Wellness Zones

Creating a positive and healthy work environment is essential for employee well-being and productivity. In recent years, especially since the pandemic, businesses have recognized the importance of incorporating wellness spaces into the workplace. These dedicated areas provide employees with opportunities to relax, recharge, and prioritize their physical and mental health.

In today’s brisk work environment, employees’ mental health should be the top priority of organizations. After all, a happy employee is a productive employee. As businesses strive to create a positive and productive work culture, incorporating wellness spaces into the office has become a prevalent trend.

The Rise of Wellness Spaces

In the late 1980s, companies focused on psychological well-being as part of their workplace wellness initiatives. In pop culture, these efforts were fueled by the popularity of an exercise video series released by Jane Fonda at the start of the decade.

Workforce wellness grew in popularity at that time due to diminished employee loyalty, resulting from tumultuous economic issues and distrust in corporations. Employees started protecting their own needs in comparison to the wants of their employer. In 1986, OSH began to encourage implementing stress-related mental health programs in the workplace.

By the new millennium, workplace wellness programs were fairly established domestically. A 2008 Employer Health Benefits Survey reported 70% of large companies in America had workplace wellness programs. It also helps that global businesses are experiencing drastic innovation due to technological advances.

The Current Landscape

As we continue the second decade of the 21^st century, the workplace wellness journey has gone full steam ahead, increasing awareness and prevention services. Today’s workplace wellness programs are designed primarily as preventative care for innumerable health conditions.

Screenings and health risk assessments accurately detect acute and chronic conditions. Mental and emotional health services have been emphasized with increased absenteeism due to the global pandemic. Teams of clinical and non-clinical practitioners include mental, behavioral, and integrative health working in partnership with health, wellness, and professional recovery coaches. Because of the isolation of 2020, the need for mental and behavioral health services has never been more prevalent. So has an increased want of wellness spaces in the workplace.

The Impact of Wellness Spaces on Employee Health

Research shows that incorporating wellness spaces into the office can significantly impact employee health. According to a study by the World Green Building Council, employees with access to natural elements and spaces designed for relaxation and rejuvenation experience a 15% increase in well-being and are 6% more productive. Furthermore, according to Gallup, engaged employees are 21% more productive than their disengaged counterparts.

Understanding the connection between employee happiness and overall organizational health is vital. By providing areas for physical activity, quiet reflection, or even a quick power nap, employers can help reduce stress, boost mental clarity, and improve overall employee health.

Designing Relaxation Zones

Creating dedicated relaxation zones within the office environment can offer employees a retreat from the demands of their workday. These spaces can be designed with comfortable seating, soothing lighting, and calming elements such as plants or water features.

For example, Google has incorporated nap pods in their offices, providing employees with a quiet space to recharge. Additionally, Salesforce has installed meditation rooms in their offices, recognizing the importance of mental well-being in achieving optimal performance. Employees can take short breaks to relax and return to their tasks feeling refreshed and rejuvenated by designating specific areas for relaxation.

Incorporate natural elements like plants and natural light to create a calming environment. Provide ergonomic furniture and adjustable workstations to promote good posture and reduce the risk of musculoskeletal issues.

Prioritizing Physical Activity

Encouraging physical activity at work is vital for maintaining employee well-being. Many forward-thinking companies have implemented on-site fitness facilities or designated exercise areas within their office spaces. These spaces are equipped with exercise equipment, such as dumbbells, treadmills, or yoga mats.

For instance, Zappos and USAA offer an on-site gym and organize employee group exercise classes. Regular physical activity improves physical health, increases energy levels, reduces stress, and enhances cognitive function. Fitbit reports that employees who engage in physical activity during the workday have 53.8% lower healthcare costs.

Embracing Nature & Biophilic Design

Biophilic design, which incorporates elements of nature into the workplace, has gained popularity for its positive impact on employee well-being. Natural light, indoor plants, and views of green spaces have been shown to reduce stress, enhance mood, and improve productivity. Amazon’s Spheres, a collection of glass domes filled with plants, exemplifies this approach. By integrating nature-inspired elements, employers can connect with the outdoors and promote a sense of calm and serenity in the workplace.

Supporting Mental Health

As mentioned earlier, promoting mental health is the most important aspect of improving employee well-being. Organizations can foster a positive work environment by destigmatizing mental health and offering support. Companies must foster a supportive culture outside of wellness spaces that encourage employees to utilize these amenities. Managers should all lead by example, emphasizing the importance of work-life balance and wellness practices. Offering flexible work arrangements, promoting regular breaks, and providing access to mental health resources can further this initiative.

Learn more about PowerMPS and their efforts to help office equipment dealers!

click image for web link

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ARCOA Achieves e-Stewards^® Certification

Waukegan, IL. July 20, 2023 ARCOA announces they have achieved e-Stewards^® certification. Since 1989, ARCOA has been providing clients worldwide with streamlined solutions for the recovery, remarketing, and recycling of technology assets. Adding e-Stewards allows our clients’ to not only meet their sustainability standards, but also helps their businesses with overall Environmental, Social and Governance (ESG) efforts. e-Stewards’ focus on reuse of working devices whenever feasible and to only perform materials recovery for end-of-life electronics when reuse is not an option.

"The changing needs and expectations of our clients were the primary reason we chose to move from R2 to e-Stewards and NAID certifications,” said George Hinkle, President of ARCOA. “Data security, environmental impacts, the social aspects of business policies and business governance are critical points when corporations choose to work with an ITAD vendor. Corporations need to be confident that the vendor they choose is able to meet their goals and can be trusted. e-Stewards Certification gives our clients the transparency, trust, and assurances they demand. We are proud to have achieved what truly is the gold standard of electronics recycling certifications."

e-Stewards Certification requires the highest standard for ethical and responsible processing, including NAID AAA data destruction, safe and proper reuse of used electronic equipment, employee safety and assurance that hazardous materials and non-working equipment are not exported to developing countries. As an e-Stewards company, ARCOA serves its partners with world-class, complete IT asset management services while at its core operating to the highest socially and environmentally responsible practices.

Contact Information:

Brett Apold

VP of Sales

ARCOA

(608) 719-7969

bapold@arcoausa.com