Tagged With "appointment"
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Re: 57 Days of Selling "Day 49"
Good Luck Art Still holding on to that $20 bucks!!!! Thank you, Have a Great Day! Thomas Koenig District Business Manager Dealer Division - Northeast Region RICOH USA, INC. 5 Dedrick Place West Caldwell, NJ 07006 Cell: 570-439-2864 Thomas.Koenig@ricoh-usa.com
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Re: 57 Days of Selling "Day 49"
Tom, Oh, aren't you the funny one!! Have fun at the Stratix Holiday party!
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Re: 57 Days of Selling Copiers "Day 3
Best wishes with this one. Appears your efforts are going in right direction. Looking forward to hearing the outcome. Larry K
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Re: 57 Days of Selling Copiers "Day 10"
I know feast or famine right? I feel your pain but luckily not this month.
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Re: 57 Days of Selling Copiers "Day 10"
ty! I've had feasting for three months, now it's time for payback
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Re: 57 Days of Selling "Day 16"
Quick question Art. I am starting my pipeline for 2017. I have a goal set but my question is what % of that goal should I already have in my pipeline before the year starts to hit my annual goal for next year. Just your thoughts.
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Re: 57 Days of Selling "Day 16"
My quota is 720K for the year. Thus, I need three times that in my annual pipeline. On any given month, I need to have 180K in my pipeline. Pipelines are a moving number, you add some, you take away some. Hope this helps
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Re: 57 Days of Selling "Day 16"
That helps and is a little painful at the same time. I've got some work to do.
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Re: 57 Days of Selling "Day 16"
Art, how do you create a funnel of 180k each and every month? What constitutes an "opportunity" in your mind: a) A customer who is actively looking for a solution you offer or B) Someone that you've determined (not the customer yet) has a need for a solution you offer?
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Re: 57 Days of Selling "Day 16"
Never ever stop prospecting is the key. Always adding and subtracting. I would say on average I keep about $100K of deals I think can close in 30 days. I focus on 180 because 2/3rd of them will either roll, or lose. 90% of the time, I will wait until the first contact to determine if that appointment is an opportunity. Once it's in the funnel, I then determine when it may have a chance to close. If's it's more than 50% it's going in the 30 day close funnel
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Re: 57 Days of Selling "Day 16"
Art, You had mentioned a monthly customer contact email that you do—you were going to send a copy of that—where can I find it? Enjoying your 57 Days of selling—learning a lot! Sue
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Re: State of the "Art" Sales Technology
Hey Jeff, Art's Box Approach (I believe) is using 4 different methods of communication: Phone Call LinkedIn Email In-Person Cold Call You "box" the prospect in until they finally give you the time of day. Using all 4 methods of communication ensures that you are optimizing your ability to reach the DM via his preferred method.
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Re: State of the "Art" Sales Technology
Okay, thanks! I have the phone call, Email, In-person aspects covered. I use LinkedIn to find the right person—I don’t use it for communicating with them yet. I’ve tried to get referrals from people who are linked to them, but no success with that. My sales rep uses LinkedIn to continue my efforts. JeffR
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Re: Ten plus Tips for Cold Calling in the Field
I have two points I will add that may help him out. First, don't assume anything when it comes to customers and their money. We had a rep who we were working with one day and he drove by a building. I asked him why he wasn't stopping and he said look at that place, there's no way that guy has any money to buy a copier. Turns out this guy was a fairly big developer and that building was his new office. They had not started construction on the project yet. They went in and the office had a...
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Re: Ten plus Tips for Cold Calling in the Field
I also meant to add that as a newbie its important to know as many people as possible. I have reps who know many different people all the way down to the security guards at big facilities. I, like Art, probably don't prospect enough. I'm lucky to get 25 calls a week compared to my reps who probably do 30-40 a day, but still have about a 600,000 book of revenues each year. Even in a management role I can't get it out of my system to go out and sell. It's taken me close to 10 years but now I...
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Re: Ten plus Tips for Cold Calling in the Field
All great stuff. I'd like to add in a few more points. 1) Never use a cold call to sell, only to gather information. Receptionists and office managers are loaded with information because they are the primary users. Ask if they are having any problems with their copiers and you might be surprised with what you hear. 2) The 4 most important questions you need to answer in every cold call: What do they have? How long have they had it? Who is the decision maker? Who was their previous vendor? 3)...
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Re: Ten plus Tips for Cold Calling in the Field
My thoughts, some of which repeat what others have said, maybe in a different way: I cold call for information, phone call for appointments to a large degree. What I would add to Czech's 4 point list is to ask who they call for maintenance. That usually tells you, not only the company, but the brand, and if the receptionist doesn't know, then they likely don't have many problems. I almost always separate fact find from presentation. Too many reps "get an answer" then "do some selling", "get...
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COVID19 "Remote Working" Day Twenty-Five of Sales
The end of the day was pretty cool for me. After 5pm I had the chance to speak with a dealer principal out on the West Coast. Yes, things are just as bad out there as here in New Jersey. But we really didn't speak about COVID19 that much, instead our talk was about how the industry has changed in ten years and where are industry is going in the next ten years. It's always great to hear from dealer principals that still have the desire to go after it in this business! Yes, there are still...
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Re: Smart Copier Sales Person or Not So Smart with Lost Deals
I remember the first copier I sold, it was an Olympia wet process job, and it happened back in the early 70's. I was actually a typewriter salesman at the time, but they wanted a copier as well, and I had to beat the guy from Apeco. Eventually I started in copiers full time, in mid-1976, and the first plain paper machine I sold was a U-Bix 101, which was quite remarkable, because the machine caught on fire during the demonstration. I can't remember what the excuse I gave was, but I got the...
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Ten plus Tips for Cold Calling in the Field
Good afternoon Art. Had a quick question for you. One of my new reps had asked what information I could give for his review on cold calling tips, instruction, and helps. He is looking for help in running a better cold call in the field. HARVEG ...
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How Do You Get Most of Your Appointments?
Appointments, we love to have em, and we hate to have to prospect for them. Wouldn't it be grand to wake up every day and have four appointments scheduled for each day of the week that you didn't have to spend the time...
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Why We Dial the Next Number, Write the Next Email, Knock on the Next Door
I thought since this is Christmas week and most of my favorite shows are in re-run that I would dig up a few "Blast from the Past" blogs that are still located on the BlogSpot site. Today I found my self a little out of sorts. I had scheduled five appointments for the day, as the day wore on one appointment forgot that I was scheduled and then another had to reschedule. Dang, I thought......., and these were probably the best appointments out of the five. With only nine...
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State of the "Art" Sales Technology
Today, I had the chance to site with our newbies for about an hour or so. There was no agenda, just an off the cuff talk track. My first intention was to see how much they know about closing, whether for an appointment or a sale. ...
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Twelve Days of Selling "Day 3"
Seventy Two hours until the close of the month, the quarter and the year. OH bother! My first appointment of the day was with an existing account that had placed a $50k order with me last month. Just as I arrived our company delivery...
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Selling Copiers "A Week in the Life" Monday
Monday???..... Everyone knows that a great copier sales person week starts late Sunday, because we called it quits early Friday (especially in the summer)! With that in mind, Sunday night is geared to getting these type of jobs...
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Rhythm of Selling with Copiers & Office Technology
Every time I post "This Week in the Copier/Office Equipment Industry 10 Years Ago", I'm always thinking of what I was doing ten years ago, with business and personal stuff. It's rather gentle reminder of how fast time moves past us. ...
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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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Smart Copier Sales Person or Not So Smart with Lost Deals
I believe I wrote this about four years ago and at that time I never used a real CRM system. Believe me, I fought it tooth and nail, four years later, I can't operate without it. If I had once wish for a CRM program it would be that I could have...
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57 Days of Selling Copiers "Day One"
Had a bit of extra time this AM, since my first appointment was at 9AM. No sense in leaving the house at 7AM to get to the office at 8AM and then travel an hour to my 9AM appointment. I scheduled the 9AM appointment (net new) last week, it was more of a follow up appointment to make sure I'm in play for 100 plus units. Still many months away, but I already know the players, it's gonna be tough to knock out the incumbent. Appointment went well, I squeezed some additional info out of them.
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57 Days of Selling Copiers "Day 3
What a night it was at The Cannata Awards Dinner! I found my-self calling it a night early because I had two appointments on Friday. My first stop was at a new account in Princeton, thus I had to l leave two hours available to fight the New Jersey traffic. Left the Westminster Hotel at 8AM, and arrived at my net new prospect just a few minutes before 10AM. It's always good to be on time. My first appointment with this prospect was back in late May of this year. This net new and new business...
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57 Days of Selling Copiers "Day 6"
For the rest of the blog series, I'll be posting pictures from Previous President's Club trips. That should only increase the desire to get there this time around! You ever have one of those days where something happens in the AM, and then the rest of the day turns to crap? Yup, happened to me this AM. I arrived in the office just about 8:30AM after my minor fiasco. I had an email from a current client last night stating they wanted to move forward with an A4 color system. Thus, I needed to...
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57 Days of Selling Copiers "Day 9"
Today was a day like another other day at the Jersey Shore, the Sun still rose in the East, the ocean still sent it's countless waves ashore and I was off to work. Dagnabit, it was such a beautiful day for October in New Jersey! I had one early appointment at 9AM for that wide format color scanner I spoke about the other day. Funny, how thrifty some clients can be. The first question was centered around, "can I rent a wide format color scanners for a few months?", the second, "do you have...
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57 Days of Selling "Day 12"
Geesh not sure where to start this, since today was almost a mirror image of yesterday. Thursday mornings are set aside for a net new call block. We'll start around 9AM, break about 10:30 and then finish up with a 10 minute chat at Noon time. I can't tell you who impressed I was with a few of the rookies, they were coming in with 65 calls, 71 calls and one rookie topped off with 84 calls!! That's impressive! Many had three net new appointments and there was one rep that led the pack with...
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57 Days of Selling Copiers "Day 10"
Woke up, fell out of bed Dragged a comb across my head Found my way downstairs and drank a cup And looking up, I noticed I was late Found my jacket grabbed my hat Made my car in seconds flat Arrived at the office and had a smoke And somebody spoke and I went into a dream Ah, I read the sales board today, oh boy Four hundred copiers sold in one month And though the copiers were kind of small They had excellent spiffs for them all Then, I woke up and it was the beginning of "Day 10". I do love...
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57 Days of Selling "Day 16"
FYI, I've got a killer sinus headache tonight, gonna make this short and sweet for every one. Had two appointments for today, one was for a wide format color scanner scheduled at 10AM and the second appointment was too follow up with an existing account that had the hots for improving their paper based workflow for purchase orders and the associated invoices and maybe the need to replace to older analog copiers with something pre-owed. Still can't believe I'm seeing analog copiers still in...
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57 Days of Selling "Day 17"
Last nights sinus headache became this mornings issue. I gave some serious thought about calling in sick, but decided to tuff it out and get my ass into the office. Thus, I finally arrived at the office about 10AM, not my idea of a good start, but never the less, I was there instead of sleeping on the couch. My goal for the day? Was to get some of these opportunities to close and too schedule appointments for some of the larger opportunities that I have in the pipeline. First things first, I...
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57 Days of Selling "Day 19"
It's Monday, the weather was clear and I got a head start on the day. Just about 8:30AM I received an email from an existing client that he had signed the order docs and they were ready to be picked up. I'm all over that and scheduled an appointment to pick them up at 3:15PM. I selected the 3:15PM time slot because I had another appointment booked for 4:15 a few miles away with an existing client. The other day, we had our net new telephone prospecting morning. One of the newbies in the...
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57 Days of Selling "Day 20"
Geesh, it's day twenty already! Can't believe I've done this for twenty work days in a row. Everyday I try to add something in the daily blog that I can share with others, after thirty six years of selling down the street, I have a few more than the average bear. I'll try and figure that tip out later in this blog. My first appointment was at 9AM, and thank goodness for that, I was able to work from the home office until 8:30AM. The appointment was to discuss and review a proposal for a wide...
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57 Days of Selling "Day 38"
Just one of those wonderful mornings in NJ! Heavy rain, traffic, a planned stop in and then a major accident finally landed me in the office a little after 9AM. Today's plan was the same as yesterday, prospect, schedule appointments and move some opps closer to closing. All in all I think I had a decent day, I logged more than 35 calls, around 40 out bound emails, and who knows how many received emails. The net result was three additional appointments and the creation of one additional...
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57 Days of Selling "Day 35"
Geesh, the days just seem to be flying by now. Twenty two days left and much to get accomplished. I took a few minutes to look at the month of December to see what day Christmas falls on, and it seems that I have a little bit of luck on my side (at least for now). Christmas will fall on a Sunday this year, Saturday is Christmas Eve, which means mostly everyone will be working a full day on the 23rd. Whew! I hate to lose selling days especially down the stretch. I had made a goal of setting...
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57 Days of Selling "Day 42"
After a weekend of rest and relaxing, well, If you define decorating the outside for the house for Christmas, then I truly had a relaxing weekend! By Sunday, I was feeling somewhat better, so the wife gave me a kick in the ass and stated, "you need to decorate the outside, honey". WHAT? You know the saying, "Happy Wife, Happy Life". Ten AM to Three PM, geesh I wish we lived in a condo in Florida. By four PM we were leaving for the wife's Birthday dinner. It was a busy day and night, and the...
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57 Days of Selling "Day 43"
Fourteen days left, and yes, I'm starting to feel a little bit of pressure now. I have only one large opportunity that I have a chance of closing for December. That opp is for $48-$50K, if I can nail that down, the rest of the year should be a breeze. If I can't get that opp to close, I'll then have to figure out a plan to piece meal the rest together. If the piece meal bit comes to fruition, I'm thinking I may have to write 12-15 orders for the month. Egads! That will not be an easy task.
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57 Days of Selling "Day 49"
I figure by the end of this week, I'll down to counting the hours left until the end of the sales year rather than the days. I need quite a lot of meetings and appointments to go just right, and I'm coming around the notion that I may not be able to get to where I want to be. I've never been a quitter and at this point, I'm not going to lay down and give up. There was not much going on today, it was my plan to be in the office all day to see if I can gather some additional appointments for...
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57 Days of Selling "Day 50"
Whoa, finally hit day fifty! It's been a roller coaster of a ride so far, with many ups and many downs. I arrived at the office late today, the reason? Well, I was exhausted and I guess my body needed the sleep. After waking up, I spent the next thirty minutes reviewing some late emails from yesterday and sending a few emails before I needed to prepare to leave for the office. I spent the better part of the day developing the final proposal & order docs for an appointment with a net new...
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57 Days of Selling "Day 51"
Count em, six fracking days left in the year! As with most of my months and quarters it seems that hitting or not hitting my numbers is going to come down to the wire. Why is that? I'm thinking I can answer that. My answer for coming down to the wire, is because I was not able to develop enough opportunities to meet my opp goal of $600K. To date, I believe I'm somewhere around $350K in opportunities. Having the $600K in opps around the first week of December would have given me a cake walk...
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57 Days of Selling "Day 53" The Remaining 40 Hours
This is it, the week before Christmas! As of this morning I still had twenty-five percent of the month left. After letting the "ball come to me" on Friday. Today was similar to most the other fifty three days, with one exception. We'll get to that exception later. Linkedin Over the weekend I had a LinkedIn chat exchange with Bobbie Foedisch, the crux of the thread centered on LinkedIn removing some of the basic features that were free with LinkedIn. I'm a ten year veteran of LinkedIn...