Copier Sales "Keeping the Pipeline Flowing"14 Apr, 2008 By: Art Post imageSource
Copier Sales "Keeping the Pipeline Flowing"
What does it take to be successful in the copier industry for a long period
of time? Some might say product knowledge; some may say closing skills; some may
also tell you it’s 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 new sales to customers every month with a 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 day, week and
month. Even if you've only been in the business a short time you have already
seen many reasons why sales are delayed, lost and sitting out there in space.
Here are some ideas to consider 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 about new
products, new promotions or just send them a copy of a press release.
2 - Market a low end MFP, or color printer and price it accordingly.
It seems like every time I walk into existing and potential accounts they are
always buying low end MFPs; take advantage of this and get them to buy your low
end MFPs. Last one in is the first one they'll buy from when they need a higher
3 - Schedule "drop ins" for existing accounts and potential accounts,
keep them aware that you are there for the long haul.
4 - Send out 100 mailers every month to the same accounts. Sooner or
later they will end up calling you.
5 - Make the phone calls to potential accounts and existing accounts.
6 - When you've completed the sales ask for references that you can
call on. Don't wait three months and then ask.
7 - Put an Ad in the Want Ads of your local newspaper for used
systems; you'll always get a few calls here and you just never know.
8 - Read the local papers and see what businesses are doing well and
which are expanding; chances are they will be in the market more often.
9 - When you are in your customer’s office, look for information on
who they do business with. Jot down a few notes and call them and then tell them
about your success at "XWY" company. They will also be more receptive when they
hear a familiar name.
10 - Don't ever stop prospecting! Don't ever count on getting leads
from your company; go about your business like you'll never get any. When you do
get these leads, they will be a bonus!
It’s not easy to keep the pipeline flowing constantly; if it was, everyone
would be doing it well. You have to have dedication, determination and the
desire to succeed every day, every week and every month. When my pipeline goes
down (as they all do at times), I tell myself that I have to work harder to get
the end result of what I want. I like to remember the old saying, "The harder I
work, the luckier I get!"
Art Post is founder of print 4 pay hotel (p4photel.com) a message board
and information site for printing professionals.