Recently, closed quite a few orders in the last couple of weeks. Almost all of those opportunities had some stiff competition from other vendors. Thus, I'd like to share some of my secrets that I've used to help win the deal.
But first I'd like to share some thoughts about buyers. There's two types of buyers in my book. One is the value buyer and the other is the price buyer. If you've been on Linkedin long enough you'll read sales guru's spinning the yarns of selling to value. The truth is you can't sell value to a price buyer. Those price buyers want the best price and or the best deal.
Those sales guru's will tell you to walk away from those price buyers because it takes too much effort for too little return. Okay, I got that and I understand it, but when you have a revenue quota and you work in a market that is saturated with copier vendors. How many of these opportunities can you walk away from?
I guess I'm kinda old school and I believe it's better to make a few bucks than make nothing at all. I was never scared of hard work, and I put the same work ethic into every opportunity I come across. Hoping maybe some of these tips can help others.
1. Warranty: Pass through the manufacturers 90 days parts & labor warranty to your client. While everyone else is quoting thier copier with an annual maintenance supply agreement. You hit em with 15 months of annual maintenance supply agreement. If may cost you a few extra bucks for toner, but I guarantee you'll be the only one with 15 months (you'll stand out). I use this when proposing non color copiers and wide formats. It's too tough to eat the cost on color.
2. Trade-Ins: Almost everyone asks about getting something for thier existing copier (if it's not leased). Most of us don't have real trade in money, and yes we may get a few dollars from a manufacturer for different brands. But, everyone has that. Thus, how do you make a difference?
I've got a connection with a wholesaler and each month we'll chat about what's hot or what he's looking for. In some cases there are some copiers and wide formats that have some real value. Instead of me offering to take a worthless copier back, I'll tell the prospect that I know of a wholesaler that will pick up and give them cash for thier copier. In some cases it can be a thousand dollars or more, thus I didn't have to lower my price and the prospect feels that they are getting the best deal possible. Email me if you'd like to contact my guy.
3. Print Speed: I try to never ever mention print speed because no one cares about the speed of the device. Yup no one cares. What they really care about is the scanning speeds. I'll tell them the scanning speed of thier existing copier and then migrate to the scanning speed of my copier. Everyone is talking print speed, and you're talking scanning speed. Again, you're setting yourself apart from the others.
4. Price Drop: Yes, I'm guilty of dropping my price every now and then. But, over the years I've learned I can add value without dropping price. I do that in a number of ways. I've offered the below points many times to prospects.
- On-site personalized training from me (why not have the best teach them all about thier new copier)
- I'll give out my cell number so that they could always reach me
- I'll offer to help them introduce them to some of my accounts. I've done this via email
- Unlimited training, I'll be there anytime you want me
- Loaner support (I have my own A4 MFP that I'll bring out if needed)
I could go on and on, but it's getting late and I need to be wide eyed and bushy tailed in the AM. Still need to hit some numbers for the end of the year. Please feel free to post any tips that you've used.