7 Ways to Help You Get Better Results When Prospecting

Prospecting in the office equipment industry is equal to putting your shoes on every day. It's just something you do all of the time!

Now that I'm a little older and little wiser (that's me), I've been able to hone some of my prospecting skills to get better results and qualified prospects. Here's a few tips for you.

1. Sometimes during the sales process, the customer will ask for a better price, and yes you can use the standard close, "If I can give you a better price can we do business today?", however I'll also add that in order to get the better price I'd like to get two to three names and contact information for friends or associates that are in business that may have a need for my services. This is probably the best references or leads that you can get, and you must follow up on them right away!

2. Vertical Market Prospecting, follow up with other businesses that are in the same business where you just made a sale. Mention to the new prospect that you just helped out "xyz" company to new state of the art technology and also make the statement that there are many features designed for your type of business that will save time and money. It's just like the copier industry, when you come right down to it, its a small world and everyone pretty much knows someone else in their same line of work.

3. Prospect Around The Corner, when you have made a sale or have gained an appointment be sure to make a call to other businesses in the area and let them know you'll be meeting with so and so, and ask if you can stop buy. The same goes true for knocking on doors, whether before or at the end of the appointment take the time to stop at other businesses and tell them of your success or just drop a card and a brochure. It may take so time, however these cold calls will pay dividends down the road.

4. When going to a network event, GO ALONE!, this will force you into having conversations with other people and not yucking it up with your buddy from the office. Volunteer to be an officer or chair a committee for that organization.

5. Develop and maintain a mailing list of all your cold calls whether phone or on-site calls. Then set a reminder on a calendar program for a monthly mailing or emailing to these clients. You can mail brochures, flyer's or my favorite a neat little one page newsletter that will keep them updated with your new products and services. If you are religious in sending mail or email every month, you will start seeing great results in 3-6 months.

6. Many times when prospecting we can't get the name of the "right" person to speak, this is when you can turn to their web site and see who may be listed as C level execs. If you can't get the information I have a little secret that I can share (via email only art@p4photel and you'll need to register to be a print4pay hotel member, it's free) and I will send you a little trick that may give you the contact name you need or at least someone to start with.

7. LinkedIn baby! I use the free version, however I will use it to see if any of my contacts are connected or doing business with the company that I'm looking to penetrate.  I'll also use it to see if I already know anyone who is working there. If there is a connection with one of my existing accounts or someone I know I will ask for a connection.

If you have anything else to add, please feel free to!

-=Good Selling=-

5 Tips to Reach the Decision Maker

Tired of the prospect not returned your calls?

Tired of getting the gate keeper?

To some this means that the prospect is not interested! To others (seasoned veterans) this means that the prospect is very busy and has not found the time to return your call. Use this to your advantage!!

There's a couple of techniques you can use, one of my favorites with a customer that I've already met is below.

1)  The next time you get the dreaded voice mail, leave them this message. Hi this is Mr. So & So with XYD company, I tried to reach you on several occasions, I am going to be in your area next week. What I'd like to do is to stop by at 1PM on Wednesday the 4th (you set the date) to meet with you, if this is not convenient for you, please call me at (phone number), other wise I'll see you then.

My 5 Step BOX Approach for MFP Prospecting

I think this sometime this year; I’ll be starting my 34th year in the copier business. If we want to be technical I guess you could say that I’m now selling imaging hardware and solutions.
 
Over those years I’ve seen many sales people, managers, DSM’s and owners come and go.  I guess at this point in my career I can state that I’m one of the constants in the industry and I’ll be working in this industry in some fashion until I retire, or get hit by a bus.

At this point in my career I’ve seen the good times in the industry, there’s been quite a few of those and some bad times.  Never, ever have I seen a period of time where more business owners are either buying systems, opting for $1 out leases, accepting an automatic lease renewal or suffering without dated technology.  A CEO once told me that he doesn’t invest in people he invests in technology. I forgot the CEO’s name however I do remember that he ran one of the largest chemical factories in New Jersey at one time. For many years I used his statement as one of my value added statements and in most cases the statement hit the mark and helped me close sales. Over the last four years and I might even push for 5 years the economy has had a direct effect on my sales efforts.

In the last three years I’ve seen two sales managers and nine sales reps come and go at our dealership.  One rep has been able to make it past two years and from my perspective he looks like he will do well in the industry. 

As I was driving to my second appointment today I had some thoughts as to why I’ve been successful through the good times and bad times.  What made me different from all of those reps that never stayed in the industry?  My wife tells me that I’m gluten for rejection, but she also stated that I have an awesome work ethic.  I’m in agreement on the work ethic, but I think the real reason is the enjoyment I get when someone orders from me, along with the fact that I can make extra money whenever I want. 

Which brings me to

Selling Copiers & MFP's "I'm Thinking this is Not for Me" Ask Art

We (Print4Pay Hotel Members) try to help whenever we can.  Ours is not an easy business and we can all agree to that.  Since the Digital revolution of copiers, the new Digital systems offer companies endless opportunities to enhance work flow, reduce paper, scan 2 ERP systems and much more. But, I wanted to get to the the matter in hand.  Yesterday this thread was posted on the Print4Pay Hotel forums.

I've been selling MFP's for 9 months. I've only gotten a commission once. I'm starting to get discouraged. Questioning if this is the right industry for me. Can't see me supporting my family on base alone. I guess I'm looking for encouragement, words of wisdom etc.

One P4P'er (thats our short name for members) posted this today:

Quit selling MFP's and start selling solutions.
"You can get anything you want in life if you just help enough other people get what they want."
Zig Ziglar

Selling Copiers and MFP's "Ask Art"

I am looking for some good talk tracks that work, when dealing with non Xerox prospects. It seems like when I call every non Xerox customer is completely "happy" and no need to see me. Any suggestions?

This was a post on one of the forums of the Print4Pay Hotel today. I'm always more than happy to help someone new or someone in need in our industry.  The Print4Pay Hotel offers many forums for all manufacturers reps to discuss solutions, ask questions and get sales help!

Here's the repsone I posted on the P4P Hotel forums.

For starters, everyone is happy to say they are happy with their current provider to get you off the phone!



Believe nothing of what you hear and half of what you see is something my father always said, doesn't make much sense but he always said it!

Selling today is a lot more complicated than years ago. When I started, you would whip out the yellow pages, pick a type of business and just start making cold calls. The pitch was simple something to effect "Hi this is so and so, and I'm calling to see you have the need for a new copier". That was it, plain and simple and believe it or not you really, really wanted a no, so you could hang up and get the next dial in. Sooner or later you were going to find someone that would take a look at a demonstrator unit from you.


If I used that pitch today, I'm sure all of my answers would be NO, GO AWAY, and a hang up.


Today I find my self making multiple calls to find the "right" person, and then many calls to finally get the "right" person on the phone. I find that these words will help spark some interest:


We may be able to lower your costs
We may be able to manage your documents that will result in increased productivity.
Decrease the smount of pages copied or printed
Manage your printing to move prints to lower cost systems


These are just a few, it's a numbers game and you've gotta make the dials to find who is unhappy, who's looking to save, or who needs additional or new systems.


Look for these signs:


Companies moving
Companies hiring
Companies where the parking lot is overflowing
Companies that were awarded a major contract


Do these:


Join your locate chamber of commerce or networking club and attend the meetings
be involved (volunteer)locally for sports, politics and religious orginazations
Make 200-300 calls a week


It's not easy work, it's hard work and you have be dedicated. Hope this helps!

-=Good Selling=-

Copier Sales "What Comes Around Goes Around"

If you've been in the business as long as me, you'd be considered ah... well.....OLD! Believe it or not sometimes OLD is good!


Over the years I've sold many systems and developed many relationships. Additionally in these years I've seen business relationships change. Change is a part of our business, whether technology or our contacts.

I can remember an article of years gone by that spoke about customer/account attrition, going by memory I believe the article stated that you could lose up to one third of your accounts each year due to a voluntary or involuntary churn.

Just lately I've had some calls from contacts who have moved to other companies and even a few who have started new companies, thus new opportunities were created! So even in the worst of times there are some silver linings among the doom and gloom.

So, this Holiday season, make sure you touch base with all of your customers, until you make the call, you may not be aware of a change with your relationship. Consider this, even if your contact has moved on, with your call you've just established the beginning of a new relationship with someone else.

-=Good Selling=-

Selling Copiers "Prospecting"

This is a copy of a blog I did many months ago, and thought I'd repost it as a reminder about Propsesting for accounts.
Prospecting in the office equipment industry is equal to putting your shoes on every day. It's just something you do all of the time!
Now that I'm a little older and little wiser (that's me), I've been able to hone some of my prospecting skills to get better results and qualified prospects. Here's a few tips for you.

1. Sometimes during the sales process, the customer will ask for a better price, and yes you can use the standard close, "If I can give you a better price can we do business today?", however I'll also add that in order to get the better price I'd like to get two to three names and contact information for friends or associates that are in business that may have a need for my services. This is probably the best references or leads that you can get, and you must follow up on them right away!

2. Vertical Market Prospecting, follow up with other businesses that are in the same business where you just made a sale. Mention that so and so just upgrading to state of the art technology and also make the statement that there are many features designed for your type of business that will save time and money. It's just like the copier industry, when you come right down to it, its a small world and everyone pretty much knows someone else in their same line of work.

3. Prospect Around The Corner, when you have made a sale or have gained an appointment be sure to make a call to other businesses in the area and let them know you'll be meeting with so and so, and ask if you can stop buy. The same goes true for knocking on doors, whether before or at the end of the appointment take the time to stop at other businesses and tell them of your success or just drop a card and a brochure. It may take so time, however these cold calls will pay dividends down the road.

4. When going to a network event, GO ALONE!, this will force you into having conversations with other people and not yucking it up with ]your buddy from the office.

5. Develop and maintain a mailing list of all your cold calls whether phone or on-site calls. Then set a reminder on a calendar program for a monthly mailing to these clients. You can mail brochures, flyer's or my favorite a neat little one page newsletter that will keep them updated with your new products and services. If you are religious in sending this every month, you will start seeing great results in 3-6 months.

If you have anything else to add, please feel free to!

-=Godd Selling=-

MFP Copier Proposals

Just like to let you all know we have posted two more competitive proposals on the Print4Pay Hotel Message Boards.

Gathering competitive proposals after the sale is as important as asking the customer for three business associates that you can call on. Getting these types of potential leads puts you in the front of the pack, especially when they hear that their Friend or business associate has just purchased a hardware or software solution from you.

Always remember to get back to the basics when you're in a slump, whether it's asking for three references, or cold calling on a 15% degree day (believe it or not, you are admired and accepted when you brave daunting weather).

Here's what we uploaded:

Teriostar Wide Format Proposal

Xerox 6204 Proposal

All you need to access the proposals is to sign on as a member for the Print4Pay Hotel (its free). Currently we have message boards for Canon, Ricoh Family Group, Kyocera, KonicaMinolta, Sharp and Xerox. Become a member of the P4PHotel Network to increase your knowledge and collaborate with others in your industry!

About Print4Pay Hotel:

Established in 2003 and headquartered in Highlands, NJ, Print4Pay Hotel is a Business Network Web Site that is designed for Imaging Professionals to share their knowledge of the copier Industry. The Print4Pay Hotel has message boards dedicated to Ricoh Family Group, Xerox, Canon, KonicaMinolta, Sharp and Kyocera, along with the Print4Pay Hotel Blog. The Print4Pay Hotel has over 2,000 Global Members from 124 Countries.

Copier Quotes and New RFP's Uploaded

Just wanted to give all of are Print4Pay Hotel members an update! These are some of the quotes an RFP's that were uploaded over the past 24 hours. A few of these RFP' s need to be addressed in month of January.

Ricoh MP 2000 "Pricing on the Street"
Xerox Bid Quote "Pricing on the Street"

RFP's:

Michigan
Kansas (x2)
Illionis
Canada
California (x2)

Log on to the Print4Pay Hotel and become a member in order to view these RFP's and latest pricing from Xerox and Ricoh.

-=Good Selling=-

Prospect Much? Tips

Prospecting in the office equipment industry is equal to putting your shoes on every day. It's just something you do all of the time!

Now that I'm a little older and little wiser, I've been able to hone some of my prospecting skills to get better results and qualified prospects. Here's a few tips for you.

1. Sometimes during the sales process, the customer will ask for a better price, and yes you can use the standard close, "If I can give you a better price can we do business today?", however I'll also add that in order to get the better price I'd like to get two to three names and contact information for friends or associates that are in business that may have a need for my services. This is probably the best references or leads that you can get, and you must follow up on them right away!

2. Vertical Market Prospecting, follow up with other businesses that are in the same business where you just made a sale. Mention that so, and so just upgrading to state of the art technology and also make the statement that there are many features designed for your type of business that will save time and money. It's just like the copier industry, when you come right down to it, its a small world and everyone pretty much knows someone else in their same line of work.

3. Prospect Around The Corner, when you have made a sale or have gained an appointment be sure to make a call to other businesses in the area and let them know you'll be meeting with so and so, and ask if you can stop buy. The same goes true for knocking on doors, whether before or at the end of the appointment take the time to stop at other businesses and tell them of your success or just drop a card and a brochure. It may take so time, however these cold calls will pay dividends down the road.

4. When going to a network event, GO ALONE!, this will force you into having conversations with other people and not yucking it up with ]your buddy from the office.

5. Develop and maintain a mailing list of all your cold calls whether phone or on-site calls. Then set a reminder on a calendar program for a monthly mailing to these clients. You can mail brochures, flyer's or my favorite a neat little one page newsletter that will keep them updated with your new products and services. If you are religious in sending this every month, you will start seeing great results in 3-6 months.

If you have anything else to add, please feel free to!