Need ideas for selling copiers

Why don't you ask about typical problems your copiers solve?

Like are they frustrated with their old copier's performance...hard-to-read copies, carbon smears, doesn't have features that they know would make life easier for them, etc.?

Do they know their copier lease is ending sometime in the next six months, and want to look at other possible models?

Are they upset about the service their current vendor has (not) provided?

These are off the top of my head. Since you are in the industry, you should know typical reasons why people buy from your company. If it's price, you're in trouble. If you don't know, ask them. Then start saying those words, in their jargon, to them and asking this prospect if they find themselves in that situation.

See the difference from "Door Banging"?

Selling copiers is one of the tougher sales jobs out there according to my friend that's done it for 15 years. It's normally a long sales cycle with a lot of rejection. There's really no getting around taking tremendous action on the phone or in person until you can get some traction.

If you don't want to gatecrash, then of course you have to have an internet presence that converts, and you have to network.

Also, you have to validly position your company as the preferred copier company.

When I say "validly", I mean the company has to walk the talk. Which might mean improving operations, service, pricing, etc. Differentiate from the other copier companies and how they sell - especially if they are selling like old school used car sales.

Be the company they call when it is time to replace for whatever reasons.

Be the company that understands how copiers and related services impact operations, morale and productivity.

Ewenmack posted this the other day. Should give you some more ideas.

http://www.warriorforum.com/offline-...dont-need.html

Dan

And once you do isolate the issues as Jason is suggesting, get that in your marketing/advertising/networking messages.

The other thing is that since you don't know when they are ready to purchase or lease, and copiers seem more reliable and durable than ever before, you have to keep doing marketing touches until they are ready to buy. Keep your name at the top of their minds.

Also, it seems to me that in this case you don't necessarily want to get to the decision maker. You want to build friendly relationships with the gatekeeper and staff that uses the equipment so they suggest you to the decision maker when the time comes.

So network with and advertise to offline professional groups as well as LinkedIn/Facebook/YouTube groups of secretarial/clerical/admin asst./office managers.

Off the top of my head: Unless your competition is doing this, perhaps do something like deliver candy bars or Tootsie Rolls, business cards and sticky notes (printed with your contact info of course) to the front desks on a monthly or bi-monthly basis. (You can get candy bars with your company info on the wrapper.)

Also:

How to get Copier Sales Leads with a new social media Technique

Buy Gitomer: Can you engage the prospect? Can you involve the prospect? - Column Archive

print4pay Hotel's "MFP Solutions Blog": Selling Copiers and MFPs "Earning Mental Toughness"

Great stuffs, thanks!

Btw, due to our resellers going out knocking, hard selling, giving us a bad name, and prospects associating them with me whenever I mentioned the coy name and shooing me off, any suggestions going around this, to give them a new perception about the direct brand (instead of resellers )?

1. Assuming you lease copiers as that is how most companies get their copiers.

2. If they are established and have a copier that means they are in a lease. Unless that lease is ending soon they will not be interested.

3. You can still however work a long game on them so when the lease is up they want to move their business to you.

4. If you have a client list of current clients that you are taking over you need to use a similar long game on them. Remember that lease ends sooner or later and you need to be the one they choose.

5. You need to find companies that have outgrown their Office Depot bought printers and copiers. Basically you need to cold walk small businesses and see what their needs are and how you can save them time (very important) and money.

6. Cold Walking is not Gatecrashing. If you think of it like that quit right now and go sell where the customers come to you. Aka cars, furniture, appliances, and etc. If you truly can't get over that you will fail even if you do end up cold walking. Do yourself and the company a favor and leave now.

7. Cold Walking is what the most trusted companies that sell large items B2B do. Unless you piss them off and act like you are only their to sell them they will not hate you.

8. Sounds like your predecessor sucked at cold walking and pissed off a bunch of people before he final quit (likely due to lack of sales) or was fired. You're behind the 8 ball and like Jason said I wouldn't even mention the company till you start talking.

9. Start talking to "gatekeepers". Too many cold callers (phone & walking) miss opportunities by trying to get to the decision maker too fast. Trust me the decision maker doesn't give a crap about the copier. He wants it to work period. That's all he cares about. Talk to the receptionists and office staff. Talk to the main users. Find out what their current machine doesn't do and when the lease is up. Then it's simply selling and when you finally talk to the decision maker (may never need to honestly) you will know they have been presold by their team.

10. Get referrals. Talk to current clients and even prospects on if they know anyone you could help. Once they like you they will answer truthfully if you ask.

11. Get a list. You will need to figure out the criteria but the idea is to identify businesses that would currently be using a printer from Office Depot but are likely near the point where a leased solution makes sense. (basically this goes with #3 but is more detailed than guessing). Once you know what to look for you merely need to find a data supplier who can create a list using it.

12. Network: But not to just network events. You need to be where these business owners are. Car Shows, Country Clubs, GOP (or Dem) meetings, and etc. Let them know you via shared interests and build that relationship for the long game.

How fast you will do well has a lot to do with what you were given when taking over the territory. If you have a nice established territory you only need to use it to build. If you have nothing you will need to be more aggressive.

But I am being honest when I am telling you if you have the wrong outlook on cold walking that you will fail. You can make good money (maybe better than here) selling at a destination store. I know a guy who does $400k+ selling cars. Destination selling may be better for you.