10 Clues to Keep Your Sales Pipeline Full

What does it take to be successful in the imaging industry for a long period of time? Some might say product knowledge, some may say closing skills, some may also tell you its about hard work.

All of these are true, but the most successful people in the copier industry have a huge pipeline of potential customers! My rule of thumb is that I always need to have 30 or more potential sales to customers every month with a monthly GP potential of at least $200,000.

Keeping the pipeline full is quite a daunting task because as you close sales you still have to make sure you are adding potential clients each and day, week and month. Even if you've only been in the business a short time you've already seen many reasons why sales are delayed, lost and sitting out there in space.

Listed below are tips that may help you keep the pipeline full. We all know we have to prospect each and every day right?

1. Do an email blast once every month to existing clients & new prospects about new products, new promotions, press releases, or just a plain old, "how ya been".

Selling Copy Machines "Securing An Appointment"

Oh boy! This was once the easiest part of my job and nowadays it is the hardest!

Once upon a time we were able to cold call with no security systems, no locked doors, no gatekeepers and unlimited access to all, my how times have changed.

Old fashion cold calling still works if you have the stomach for it, however you have to work three times as hard to get access to buildings, keep in mind that if you do get in, your only roll is to get the name of the person who is in charge of the office equipment.

Usually, I will approach potential clients with three different contacts. I will use the telephone or a cold call to find out the right contact, from there I will send a personalized letter and then follow up with a phone call to the person in charge.

You've got to be able to peak their interest in the first 10 seconds of the call, lately I have been asking if they are currently using "document capture" software. Most will say no and I have peaked their interest, be prepared to be knowledgeable and to elaborate on technology. Secondly, I will ask if they have connected MFP's usually the answer is yes. I then ask for a 15 minute appointment to show the Document Capture software.

I'm selling hardware however, I 'm getting in the door with software, from there I can learn all about their hardware and workflow. Starting with a software solution will make you stand out from the crowd!

By the way we have an inexpensive Document Capture Software called Docuary, please call me or email me if you would like further information.

-=Good Selling=-