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Tagged With "customers"

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Re: The Customer has Imagination Too

Jf ·
Ray, as usual it's clear, solid and straightforward!
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Re: Twelve Days of Selling "Day 7"

gwalters2009 ·
Nice -did he stay in the industry?
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Re: Twelve Days of Selling "Day 7"

Art Post ·
yes
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Five Reasons Why Copier Dealers Need to Implement Their Own Flat Rate Program

Art Post ·
On Saturday I received an email from a Print4Pay Hotel member stating that one of his largest accounts is under siege with Konica Minolta's new unlimited click program. The KM unlimited click program is hot with the KM sales team because it gives them a different talk track with the client. The KM reps will be pitching unlimited clicks, simplified billing, no overages. The competition will have their old out dated legacy cost per page program. Can you guess who will win the majority of the...
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Do you know your Customers's Why?

Art Post ·
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Re: Selling Copiers "Awesome Email from P4P Hotel Member"

Art Post ·
“I know I've left you many voicemails, you're beginning to understand how diligent in detail oriented I am with people who are not my current customers. Imagine how hard I will work for you should you become one of my customers. This is my profession and I'm excellent at it. This statement is awesome and just goes to show you that sharing information can help even an old dog like me. Art
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Re: Selling Copiers "Awesome Email from P4P Hotel Member"

Czech ·
Now THAT'S confidence! The idea of challenging my prospects is something I am beginning to realize and have to work on more. Thanks for sharing this.
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Re: Copiers and MFP's "Do We Charge for Scans or Not to Charge for Scans"

David Scott ·
This comes pretty close if you don't need 11x17 and can live with 50 sheet ADF for $1500 and no click charge: http://www.xeroxscanners.com/e...s/item.asp?PN=DM3920 They do have 11x17 scanners as well
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The Who, What, Where, When, Why & How of Print

Art Post ·
Did you know that if you where to fill your car gas tank with inkjet ink that it would cost $150,000!   What do you think is the average number of pages printed by the average employee each year?   Yup, 10,000 pages.   One of...
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Twelve Days of Selling "Day 7"

Art Post ·
Who likes Mondays?  Back to the grind, had to update my CRM and then sync in the AM.    I had no appointments, thus the entire day was spent prospecting again.  Out of the six emails that I sent on Saturday, I was able to get...
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6 Tip Offs That Your Customer is Gathering Additional Proposals

Art Post ·
Even though we ask, "are you entertaining any additional proposals ", there are times when "buyers are liars".    Over the years,  I would say ninety percent of those that have told me, no we're not entertaining any additional pricing,...
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Selling Copiers "Awesome Email from P4P Hotel Member"

Art Post ·
In a recent blog "Dirty Deeds from a NJ Dealer", I had an email from a valued Print4Pay Hotel member.  But before I post the rest, let me digress for a moment.  I did not expect a reply to my recent blog, however receiving an email...
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The Harder I work the Luckier I Get

Art Post ·
I wrote this just about 11 years ago.  This may have been one of my first blogs, but was posted in the forums section of the Print4Pay Hotel.  When I wrote this I had 24 years experience in down the street sales.  Enjoy!   Is a...
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Copiers and MFP's "Do We Charge for Scans or Not to Charge for Scans"

Art Post ·
This is a rerun blog post from April of this year on the old blog site, since that post there were many threads on the P4P forum related to the above topic. Charging for Scans is an ongoing discussion on the Print4Pay Hotel members. I...
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3 Ways Copier Sales Reps Can Protect Their M.I.F. (Machines in Field) Integrating The Use Of LinkedIn

Larry Levine ·
Is there customer loyalty in business today? I sincerely believe it is harder today to keep your clients happy than it was 10 years ago. We can thank all of the social media outlets for attributing to this. It has been engrained in copier sales reps heads retaining your customers is low-hanging fruit. However, understanding how to create loyal customers so you can retain them is one of the most important things for a dealership. For starters, it’s critical to know the fastest ways to lose...
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Are you Customer Centric or Product Centric?

Ray Stasiezcko ·
Most in business would say “Of Course We Are a Customer Centric Business.” However with today’s rapid rate of disruption caused by organizations and Industries who continuously out innovate legacy organizations. I would say they are lying to themselves and here are my reasons for saying this. A company is built to sell a product which solves a problem. What happens when the problem the product solves is not an issue anymore? Or what happens when someone else circumvents your products...
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The power of Tigerpaw One Software — with James Foxall

Art Post ·
I sat down with James Foxall to find out how Tigerpaw is leaping into the office equipment space with a fully vetted product Well, there's one thing that James and I have in common, boy can we talk it up! So much, that this will be a two part interview. It’s unusual to find a 30-year-old company that still has the passion and entrepreneurial spirit of a startup, but that’s exactly what I found when I interviewed James Foxall, CEO of Tigerpaw . I caught up with James in-between his busy days...
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Sales Leaders... Why Is Your Sales Team Referring To Your Customers As Customers?

Larry Levine ·
"The quality of your life as a sales rep is based upon the quality of your relationships" We would all agree, customer experience matters more now than ever before and sales reps who don’t adapt to a customer-led mindset through personalization will fall further behind and suffer major customer churn. In today's modern business world, full of business intelligence, marketing automation tools and social media, your customers and prospects are expecting a different type of interaction; one...
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"Business" Relationships are a Component of the Deliverable! Oh, Deliverables Change

Ray Stasiezcko ·
Well, the Image Channel is undoubtedly heading for some needed updates. Over the last couple of years, I have been discussing the future and in search for more of the channel's leaders to help in destroying all that is status quo to a product-centric mindset. Know it's time for the channel to focus on the Customer, not just in words but in their actions. Customer-Centric approaches must replace Product-Centric mindsets. "Those passionate about approaching things differently, based on a...
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Sales Reps: How Well Do You Really Know Your Current Customers?

Larry Levine ·
"Relationships are Everything" Here's the bottom line... customer experience matters more now than ever before and sales reps who don’t adapt to a customer-led mindset through personalization will fall behind and suffer major customer churn. In this era of business intelligence and marketing automation tools, your clients and prospects are expecting a different type of interaction; one in which is personalized, genuine and authentic. According to a Forrester report, only 27 percent of buyers...
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The Lifeguard on Stubborn Pond

Ray Stasiezcko ·
Recently I heard someone say, they were there to save an industry! It was at that second; I realized why some leaders in transitioning industries, are much too obligated to yesterday. For some it's not about saving an industry, it's about saving a deliverable or a process which yesterday’s benefactors have become less appreciative of today. Caution! “During disruptive times self-preservationist may disguise themselves as lifeguards.” So, here’s my thinking. It’s not about saving. Just the...
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Toys R Us, a victim of Memory Management

Art Post ·
“Painting your vision of the future requires the ability to paint over your memories with the paint of your imagination.” I am sure many have decided, Toys R Us is just another example of outdated marketing strategies. Most have read much about how they refused to innovate. Well, Here’s my thinking. Toys R Us thought they were innovating. They based their marketing and their customer’s experiences on what they believed to be true instead of what the customer knew was true. The number of...
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The Intersection Where the Digital and Physical Worlds Meet

Ray Stasiezcko ·
The Typewriter was still clicking away when the Word-Processor was invented; the word processor was a better experience. This better experience caused the collapse of the typewriter sales and service model The camera was still taking pictures on film when the Digital Camera was invented; the digital camera was a better experience. This better experience caused the collapse of the camera and film sales and service model The Copier/Printer will still be making copies/prints as its Customers...
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The Customer has Imagination Too

Ray Stasiezcko ·
The past already happened it is defined and remembered. The future is a work in progress; the future is always an unfinished painting or a never-ending movie. As one who is always exploring what could be from what temporarily is I understand the importance and the role of imagination.Regardless of your industry, as you migrate from the way it was, to the way it will be; it’s important to remember that industries change because their customers did. Today we must imagine with our customers as...
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MSP's Is Your Outsourced Help-Desk Making You A Commodity?

Ray Stasiezcko ·
Today's MSP must deliver "Stellar Customer Experiences." Especially in this fast-approaching commoditization of the market. Master Service Providers strive to build a commonality they intend to scale. This commonality is destroying the originality of the MSP's they service. In enhance making them a commodity. "Commonality is the road to commodity." My experience in outsourcing the help desk with two different Master Service Providers I conclude the better option for the MSP's is to build and...
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Re: Toys R Us, a victim of Memory Management

Jf ·
After Sears and Roebuck, the new fallen icon: Toy's R Us. And the move is not finished. It even accelerates. Did you hear the first crackings of Facebook as the young ones largely prefer Snapchat, Instagram or Bitmoji ?
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Re: Five Reasons Why Copier Dealers Need to Implement Their Own Flat Rate Program

Larry Kirsch ·
Have been employing one rate for many years. Very helpful.
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Re: Are you Customer Centric or Product Centric?

Larry Kirsch ·
Well put
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Re: Sales Leaders... Why Is Your Sales Team Referring To Your Customers As Customers?

rlingon ·
Great Article Larry! Spot on-there is a tremendous difference in the two words and, conversely, the relationship.
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Re: Sales Leaders... Why Is Your Sales Team Referring To Your Customers As Customers?

Larry Levine ·
Thank you Rick! Indeed there is a huge difference. I encourage us all to work towards a change in mindset. I guarantee this shift will increase profits!
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Document Imaging Channel, What's different besides PPE?

Art Post ·
Every year the industry has its dealer recognitions, and it's an excellent time for the channel's actors to check out what their peers are doing, how they are improving, and what new exciting things they are up to. This year I was looking forward to the ENX publication which profiles many of the channel's dealers. I was very interested in what the dealer community would share about the worst year in the industry's history. Wow, what a surprise when the magazine hit the streets. (I will...
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Who Owns The Customer?

Art Post ·
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Re: Who Owns The Customer?

TML ·
Difficult question to answer here. Contracts are king, however do they care if you aren't big enough to afford a good old court challenge. As things progress, and really depending on what the customer values (relationship vs price), I'm willing to bet that the gap gets closer. In some regards the relationship will help win out, but as people stay more remote, webmeetings become more of the norm, what will these relationships look like?
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This Week in the Copier Industry 5 Years Ago

Art Post ·
This Week in the Copier Industry Five Years Ago Second Week of July 2017 sponsored by It was a great week to be off and with one day still left in the week I've got my quota for July. Now is not the time to rest but to build for the next two weeks to make sure the quarter is off to a great start. Increased prospecting during the months summer months will result in a heavy pipeline for the last quarter of the year. Enjoy These Great Copier Threads from 5 years Ago This Week! Imaging Channel,...
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MSP & MSSP Industry Notes for August 22nd, 2022

Art Post ·
Sponsored by August 22nd, 2022 Arcoa Group Why partnering with ARCOA makes sense Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and...
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This Week in the Copier Industry Twenty Years Ago

Art Post ·
This Week in Copiers Twenty Years Ago Second Week of June 2003 Real Copier Sales No words of wisdom today, just swamped with things at home and things at work. It's going to be a very busy spring! Enjoy these awesome copier threads from 20 years ago Ricoh 5000 color Printer Documan (Guest) · 6/12/034:30 PM Is the new ricoh 5000 color printer the same engine as the color mfp 1232/1224. Thanks Topic What's a Workio??? Art Post (Guest) · 6/10/039:46 PM Windows. Printing System technology. Print...
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This Week in the Copier Industry 5 Years Ago

Art Post ·
This Week in the Copier Industry 5 Years Ago Last Week of September 2018 Real Copier Sales Change is good, right? I'm going to change is even better. Being the same old you and doing the same old thing when presenting copiers can be prove to be a bad thing. Everything is changing at break neck speed in our industry. more here Konica Minolta AccurioLabel 190 Reaches 250th Sale Milestone Art Post · 9/28/1810:45 PM its accelerating growth path within industrial printing. The Konica Minolta...
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DocuWare Customer Numbers Rise as Company signs on 10,000th Cloud Customer

Art Post ·
DocuWare Customer Numbers Rise as Company signs on 10,000 th Cloud Customer ~Cloud-based document and information management play crucial role powering up businesses for success~ Beacon NY, March 19, 2024, – DocuWare , a leading provider of document management and workflow automation solutions, announces a significant milestone. This month the company celebrated its 10,000th global cloud customer which means it has doubled its cloud customers in just under 3 years! A pioneer in the cloud ECM...
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