Thursday, October 23, 2008

Copier & MFP Sales Tips


MFP Copier Cold Calling


Some of us like and most of us of don’t like it. It’s the COLD CALL, the day from hell or the day to have some fun. If you've been doing it as long as I have, well then you to have paid a small fortune in shoes, along with sore ankles at the end of the day.

I must say the most daunting task is to open a door where you can’t see what is on the other side, will there be rejection or jubilation! Most times it will be rejection. Get use to it, its part of the job and comes with the territory. Attitude, Attitude and more tude will help you overcome the rejection and plow ahead. You always must keep in mind that you are there to give them a better solution or a better way of doing things, and if they are not interested then that’s their loss!

What, I hate most is a NO SOLICITING sign on the door. I think it’s rude and vulgar, every single one of these companies sell something to someone. Full speed ahead right? You may want to think twice about this and send the owner or CEO a fedex letter or package. That will get their attention.

Here are a few tips to get you going

Make Quality Cold Calls

Make a plan to visit those companies you'd like to do business with. Before you’re on your merry way do some research on those companies via the Internet. Find out the name of the CEO, CFO or the principal, find out what they do and who they do business with. When you're in the office, ask for help. “Can you help me? I like to know who is the person who takes care of your blueprint system”, then ask for additional help such as “When I speak to him or her, can you help with some additional information so I can be prepared when we speak” Your main objective is to get the “right” name and you also may want to ask what the best time to contact that person is.

Send literature
As soon as you get back to the office, send an opening letter and some literature. Be specific when you are going to call that person such as naming the date and the time of the phone call.

Follow up call

Remember that date and time that you gave them for the follow up call. Use it to your advantage and stage your call at the precise time you said you would. Even if you don’t get through, the message will leave a big impression that you followed up when you said you would.

Create Interest in the first 5 seconds

Hello Mr. or Mrs. Smith. Our company specializes in the cost reduction of wide format blueprint systems. Depending on what equipment you have now, and your objectives you may want to consider taking a look at our cost saving devices.


ABC (Always Be Cold Calling)

Over the years I have found Cold Calling to be the best way to find new business. Try some vertical market cold calling next time. For instance let’s say you want to focus on the AEC market. Do the research on the Internet in your territory and pick out ten firms that you think would need your services. Vertical Market Cold Calls are awesome, the more you do, the more you’ll become proficient in their needs and applications.

1 comment:

Greg Walters said...

Cold Calls are fun.

They are.

If you treat them like they fun and practice "disconnect".

But goodness - do you PREFER cold calls?

good selling!