MY last two months have been dreadful. Everything that I was ahead for the year I've given back!
I haven't stuck my head in the sand and said "woe is me" and please feel bad for me. I've continued to prospect.
A few days ago I developed an opportunity for a wide format and a color A3 mfp for an existing account. I knew that this account has always been price conscious since their existing copier is 8 years old and they bought it pre-owned.
Thus I wanted to wanted to present the costs for a new wide format and a new color A3 so they would get a better understanding of current prices. Also hoping that once they saw the price for pre-owned they would not hem and haw, along with asking for an additional discount.
I made up the two proposals, however for the pre-owned wide format and the pre-owned A3 color I printed that proposal on a 24x36 paper. My idea was to have a little bit of fun and show the new proposal first and then state "Here is the pre-owned proposal with BIG savings". Because it was less and it was on BIG paper!
I went through the first proposal, answer many questions and then unrolled the pre-owned proposal with the that statement. It brought smiles and a few chuckles in fact it seemed that it made everything easier to read. I even made mention that we don't need our glasses to read it. Another laugh.
End result is that I signed the order on the spot, still need to work out some of the financing details. But it was a cool and different way to present. In fact I may do it more often. BTW, I did through in a fax option for them too!