Monday, February 8, 2010
Selling Copiers? A Few Good Tips!
Over the years I've relied on many tips that I have either read, heard of or figured out for my self. One of my resources is the p4photel, over the years I make sure I post all of my tips. When I'm in a slump (we all have them) or I have some free time, I can go to the Print4Pay Hotel and read them again. Listed below are some of my personal favorites, hope they work as well for you as they worked for me!
#1: When challenging another digital competitor, I'll go the that manufacturers web site and download the print driver and other relevant software. From there I can evaluate the features of the driver and the click threws. I've found clicks threws to be very important to the end users, they want the least amount of clicks as possible. Once I understand my competitors print driver, I can the attack the weaknesses.
#2: Tired of playing voice mail tag? Tired of the prospect not returned your calls? To some this means that the prospect is not interested! Too others (the sharks) this means that the prospect is too busy and has not found the time to return your call. Use this to your advantage!! The next time you get the dreaded voice mail, leave them this message. Hi this is Art Post with XYD company, I tried to reach you on several occasions, I going to be in your area next week. What I'd like to do is to stop by at 1PM to meet with you, if this is not convenient for you, please call me at (phone number). Other wise I'll see you then. Most times you will not get a call back and if you do get a call back, and if you do get a call back it's a double win. I have even used this to place machines on demonstrations!
#3: Let me share something that I do with cost solution proposals for everyone. Lets say I'm upgrading existing fax and printers in the office with an MFP or higher end fax or printer. Once I find out that the existing faxes or printers are paid for (there are no outstanding leases). I will then attack the premise of replacement cost and have the customer agree that there is a certain monthly replacement cost that is associated with these units. I will state that they will not last forever and will have to be replaced! I find out how many years they have had the equipment, plug in the estimated purchase price and divide by term of length owned (or compute a monthly lease). I then tell the customer even though these systems are bought and paid for, you have to have a replacement cost budget in place for when replacement is necessary. Once he has agreed to the replacement cost, I include a line item in the proposal outlining his existing costs along with cpc for those "paid" devices. How does this help? His monthly cost is higher that having just the cost to supply and maintain the equipment, therefor cost justification is easier and you may be able to cost justify a the system easier!