Tagged With "Tip"
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16 Tips to Help You Sell More Production Print Systems #3 of 16
Many years ago we started "seeding" accounts with small A4 MFP's. We would offer them after the sale for cost when we leased a larger A3 device. Cost was under $400, thus at the signing of the lease we would ask the customer if they needed...
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16 Tips to Help You Sell More Production Print Systems #5 of 16
Eat, sleep and breath, something we do every day and we don't give it a second thought, it's just something that we do. If you want to be successful with selling Production Print Systems, then you need to know the specs of your competitions...
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31 Ways to Close More Sales (#4 of 31)
Over the years, every now and then I've stumbled across some great way to new way to prospect. Whether it was to perform dual prospecting or in my latest find I found out something that you can do with the FREE version of linkedin to get you...
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Cold Calling and Telemarketing Tips for Multifunctional Copiers
Since the Giants are getting hammered by the Bronco's, and the fact that they will now be 0-2 leaves with some additional Sunday night time! Thus, I thought I'd bring back this blog from 2010. Enjoy! How many calls will it take to get...
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4 Sales Tips to Make You Smarter than the Average Bear!
I was reading and older blog post and then caught a thread about selling and with that I thought I would share some ideas about sales in general. You've got to be different and you've got to be smarter than the average bear! Search for...
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31 Ways to Close More Sales (#6 of 31)
Last day of the quarter and the month for me is around the corner. Basically I've got 8 hours to hit a number for the month and quarter and it's within site. It's a dog gone shame because I actually have my numbers for the quarter...
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31 Ways to Close More Sales (#14 of 31)
Some sales organizations elect to re-write the book on leasing, they have ideas that they can do it better and make it more efficient for themselves. What they forget is the fact that they have effectively tied the hands of their creative sales...
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31 Ways to Close More Sales (#15 of 31)
Thus with the 15th post of this series, we're just about to the halfway point. I may be adding a couple of additional closes that I've written down in recent weeks. Starting sometime in December I'll start our new series "31 Ways to...
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31 Ways to Close More Sales (#16 of 31)
There was an interesting blog that I picked up today, in that blog it spoke about how the CIA & Xerox collaborated on spying on the Soviets. This was done with spies becoming copier techs and then while they were working on the Xerox copiers that would out a camera in the copier to capture a picture of every copy that was produced! On to number 16! 16. Either Or Close: Been doing this for years! With this technique you always need to present...
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31 Ways to Garner Net New Copier & Managed IT Business (3 of 31)
Do you ever get any of those days when you just can't move forward! So many calls to make, so many interruptions, that I just couldn't get my calls done in the office! Tomorrow, I'm going work from the home office, no...
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31 Ways to Close More Copier Sales (#24 of 31)
What a bummer today, our annual Sales Kick Off meeting was rescheduled because of impending snow storm Janus. Seems like those of us that live along the NJ Shore will get the brunt of the storm. I'm looking forward to the 30th when...
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31 Ways to Garner Net New Copier & Managed IT Business #4 of 31
Socialize Yourself with Linkedin All of these points below will establish yourself as a person who is knowledgeable with the industry that you work in. Thus over time you will be considered by your customers and prospects as the resident...
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31 Ways to Garner Net New Copier & Managed IT Business (4 of 31)
Socialize Yourself with Linkedin All of these points below will establish yourself as a person who is knowledgeable with the industry that you work in. Thus over time you will be considered by your customers and prospects as the resident...
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6 Tips on How to Sell More Without Really Trying
A re-post from a few years ago, with a few changes and additional tips. Enjoy!! Last week we had a special training day for telemarketing, my how the day brought back many memories about how I use to get additional business, find additional...
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Selling Copiers "Ten Tips to Keep the Pipeline Flowing"
Gosh, I wrote this almost 6 years ago! Where does the time go.... thought I would re-post here and update a few items along the way. ENJOY!What does it take to be successful in the copier industry for a long period of time? Some...
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10 Ways to Make your Copier & MPS Proposals Standout!
Over the years I've seen a lot of really bad copier and MPS proposals and some very good ones. The very bad ones far outweigh the very good ones. AS much as we always try to get in front of the decision maker(s) there are many times when we...
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9 Tips to Keep Your Best Copier & IT Sales Producers
I wrote this back in 2012 and thought this would be a good blog to re-post. I've also freshened it up in order to keep up with the changing conditions of our industry. Please feel free to reply with comments. 1. I had the unique experience of catching a dealer principal back in '98 with many un truths. It didn't take long for me to have no respect for the dealer principal nor the company. Within nine months I was outta there along with more than nine million dollars in revenue that I...
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Sales Lists (D&B) and prospecting through e-mail and mailers.
Greetings group, my boss and I are researching and putting together some mailers to go out to prospective clients. My boss is pretty gung-ho about the hole thing and as far as I'm concerned he's paying for me to get leads so I'm all about it. I was wondering if anybody had any tips on ways to not come off as spam and get immediately trashed. These are prospects that are already not doing business with us and we have nothing to lose as far as annoying them but we would like this be profitable...
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5 Powerful Tips To Ensure Training Success
5 Powerful Tips To Ensure Training Success By Laurie McLevish, Mar 9, 2017 11:31:47 AM Training is an expensive investment and truly only a good investment if you pay attention and get something out of it. Often there is a charge for training. Add to that the expense of attendees not being able to do their job during the training. Read more »
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Ask for Referrals "Memiors of a Copier Sales Person"
Hoping I can keep this short tonight. The last four weeks have been a bit of a struggle for me. For the year I'm ahead of the game (quota) moving in the last quarter of the year. Thus far I've been doing okay, but that okay came to an end with a half a dozen stalled deals along with losing a few. Yes, I lose also But in my eyes losing is always a part of winning. I took a good long look at my funnel and thought WTF? Where did it go? Well I was fortunate to close many orders over the last two...
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A Short Sales Tip That Can Help You Close More Copier Business
You've demo'd that shiny new copier for your print shop Decision Maker, pricing is no longer the issue, maintenance pricing is fine, the copier operation was flawless, and you don't feel comfortable with using a drop close to secure the order. Yet, you can move the deal forward. You have a suspicion that if you could just add a little more value to the deal, that you might be able to close the order now. Makes you think, what in the world can I add that would increase the value of my copier...
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Sales Tip with Existing Clients with Leases
The competition is all over. From time to time I even get existing accounts requesting additional quotes from other vendors, even though the service has been great. I had a client call me the other day. I had signed them up to a 36 month lease just about 11 months ago. The DM wanted me to price another A3 color device. I asked whether he was looking to purchase or buy. The answer I received was to lease. For a split second I was going to give an estimate for a new 36 month lease. I then...
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Re: 9 Tips to Keep Your Best Copier & IT Sales Producers
Another great article Art! All dealer principles should take the time to review this. It will save them great people.
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Re: 9 Tips to Keep Your Best Copier & IT Sales Producers
Hi Art—new year happiness 2017. Your website guy, Jesse, called me from Colorado last week. I’m working on proposing it to Frank and Steve today or tomorrow. From Virginia your website came up over 10 down on my search—I imagine it’s different in New Jersey??? In taking a look at your website, I noticed this typo—wanted you to know—“and hiw we can help your company!” how we can help—this is on your products page. By the way, are you getting any viable leads from this yet? It would help my...
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Re: 9 Tips to Keep Your Best Copier & IT Sales Producers
Hi Sue, I have not been able to do as much as I wanted with the site in the last two months. It's been hectic looking to close out the year. I was able to generate one lead with minimum effort. I'm looking to increase my activity with this site this year and hoping to generate two to three leads per month. Art
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Re: Sales Tip with Existing Clients with Leases
I understand your reasoning here. However, I always feel my position with an account is stronger when I have multiple leases with varying expiration dates. Here is something I don't see others do very often...when going in early to renew a 36 month lease, I don't don't "eat" the buy-out, I extend the term. If I'm going to renew at 34 months, I write the renewal for 38 months. I explain to the DM that it ends up being the same 72 months, they just get the benefit of the lower renewal payment...
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Re: Sales Tip with Existing Clients with Leases
With my large accounts I tend to want many leases with varying expiration dates. It seems the large accounts with dozens of machines are not going to entertain someone coming in who wants to put one or two machines in when I have 20 other systems in place. Most don't want to mess with multiple providers for the same thing it seems.
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Re: A Short Sales Tip That Can Help You Close More Copier Business
Nice. What were the overall results. Clever approach. Can be further expanded. E.g. Lawyers accountants etc.
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Re: A Short Sales Tip That Can Help You Close More Copier Business
Larry Over the years that close worked nine out of ten times. You're right this close can be expanded for other verticals. Ty for the comment
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7 Tips to Help Win Net New Competitive Copier.docx
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Objections & Closing Tips
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Real Tips for Driving Sales in 2021
Real Tips for Driving Sales in 2021 Eric Sims - November 29, 2020 0 96 views Tweet As we all look forward to 2021, we need to accept a few things, and then ask ourselves some important questions. First, we need to accept this new reality and the monumental changes it brings. Q1 of 2021 introduces a new political regime with new approaches to business, taxes and much more. Like it or not it’s a fact. Second, the real impacts of COVID19 on business have yet to be seen. One thing we do know is...
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Re: 7 weeks in
Thanks Art, these are very helpful points. When you say "Concentrate on larger accounts. You don't want to play with accounts that are printing less than 3,000 pages a month" How would I go about qualifying accounts (outside of cold calling) as small or large? Anyone else reading this please chime in too. I would love to get a long chain of best practices started for 2021
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Re: 7 weeks in
@Matt Hutcheson that's correct. I have a heavy quota and those small A4 devices selling at $2K is not going to pay the bills. As far as qualifying I would start with annual revenue of the company. You can find that out with a google search. Maybe start at $3M and up. Stay away from single or even double practice doctors, dentists, bookkeepers, CPA's and Attorneys. I specialize with AEC (Architect, Engineers and Construction) they are still using paper and value technology
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Re: 7 weeks in
yay! Congrats and welcome! I'm hoping some others can chime on on this as well to help you. Have a great work ethic. In this industry I like to say that you are always working because anywhere you go or anyone you meet can be a prospect Use the 6 foot question. Whenever you get within six feet of someone ask them what they do for a living, where they work, and if there might be a need for your services Always be prospecting Concentrate on larger accounts. You don't want to play with accounts...
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Re: 7 weeks in
@Art Post Wow, I feel like you've changed the game for me in 2 post. I have been focusing on doctors, dentists, bookkeepers, CPA's and Attorneys the last 7 weeks. and churches too of course. I am going to use all of this and ill update the thread once I've given it time.
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Re: Voicemail Consensus
In most cases I will leave a brief message if it's with an existing account. With net new I will not leave a message. However I will send an email right after the call with the subject line "sorry I missed you".
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Re: Voicemail Consensus
Everything is NN right now for me. I like that, thanks Art! How much detail are you going into with that follow up email?
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Re: 7 weeks in
Just a note on attorneys. There are come smaller attorneys that may have some value as long as they are doing real estate sales. Still pushing paper and there's always a chance for an A3 placement. Focusing on the larger law firms can get you multiple placements and garner more revenue.
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Voicemail Consensus
Are we leaving a message with every cold call that goes to voicemail? Or is this a quick way to tip them off into not taking your call next time?
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Re: Voicemail Consensus
@Matt Hutcheson that all depends whether it's existing or net new. Existing will be very detailed at times. Net new I like to keep in short and sweet. Maybe sending a link or attaching a document that the client maybe interested in. Basically you are sharing knowledge with them that may help them in their business
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Losing is the Key to Winning Part II
Losing is the Key to Winning Part II I've know Deon Boshoff for many years and Deon has been a member of the Print4Pay Hotel for as long as I can remember. Deon is the Managing Director at Nashua Paarl & West Coast in Cape Town, South Africa. Nashua offers print & print solutions, workspace solutions, connectivity and surveillance & access control solutions for their marketplace. Deon offered up some additions to a recent blog I re-posted on Linkedin last night ( Losing is the...
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5 Key Social Selling Tips, According to Experts
Social media is borderline-omnipresent nowadays, and that trend isn't exclusive to our personal lives. It's become a fact of professional life as well — particularly in the sales world. Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done. So to help you up your social selling game, we reached out to a few HubSpot experts for some key tips and tricks you can apply to...
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Better Call Art "Leasing Tips for More GP"
A quick review of how I present leasing terms to clients and why I lead with my favorite term lease. In addition a better way to discount when a client is leasing.