Monday, January 2, 2012
Selling Copiers & MFPs "1 Awesome Way to Increase Profit through Knowledge"
I'll give you a scenario, you were at the customers office and had a great meeting, however some additional questions came out of left field about an "xyz" solution. You could tell the client was hot on this and if your system had the capability you would have a better chance to demo the solution, propose the solution and close the sale. To add fuel the fire the client wants the answer asap since they are making the decision within the next 24-48 hours. Typically you'll call your manager, or someone within your organization first, and it's not uncommon that they won't be available (seems to happen all to often) or do not have the answer. You'll then try the manufacturers dealer or direct channel rep, most times it can be a hot and miss here also especially with the recent reductions in staffing. Plus what happens when you need the answer the next day coming off a late afternoon appointment?
My golden rule is the more knowledge you have the better you chance to close additional sales and increase profit from your knowledge with hardware and solutions.
Let's face it, there are not that many guru's (docusultants) in the copier and MFP business. These are the guys and gals that eat, sleep and breath the industry. You could also refer to them as the "geeks" of imaging.
Back in 2003 I created a loose knit group of copier people within MSN communities, probably eight or nine of us to start, and we grew and grew. Today sees the Print4Pay Hotel forums as the only forum of it's kind that allows copier & mfp people to share information, discuss hardware, software solutions, comp plans, new products, price quotes, leads, new trends, new solutions along with daily threads on new products in a secure closed forum. There's a "core" of copier and MFP guru's that help each other, with no strings attached. There's also a handful of solution manufacturers that monitor the site and provide support through the forums. The best part about the forums is that they are FREE. The Print4Pay Hotel has over 3,000 followers in the industry.
So, the one awesome tip is to click this link Register for the Print4Pay Hotel forums and get timely information on products and solutions that will help you add value, add profit and close sales. Here's another link for our testimonial page. Enjoy and have an awesome New Year!