Selling Copiers

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  • BillyCarpenter
    Field Supervisor

    Site Contributor
    VIP Subscriber
    10,000+ Posts
    • Aug 2020
    • 14688

    Selling Copiers

    There's a lot of different ways to make a sell. I'm always trying different things to find out what works and doesn't. I usually try to go around the gatekeeper when cold calling on the phone. It's a cat and mouse game and if you're not careful, you'll piss off the gatekeeper and that's never good.

    Recently I went back to my old tried and true method of "winning over the gatekeeper".


    How does that work?

    For me, I call her/him up out of the blue say the following:


    Hi, my name is Billy Carpenter with Coast Business Machines, we're a local copier and printer company here on the coast. (You must be clear about who you are and what you do.)

    Next I say this:

    Would it be okay if I email some information over on our company and products? (My goal isn't to email over information. This is a softball request in order to get them to give more information. The email will be used in an email campaign, though. )

    If yes: Great, what email should I send it to? (I then go into my list of questions to gather information: ( Lease/own? Any problems with copier? How many copiers? Color/Black? And so on.)

    If no? I understand. Quick question before we hang up. When you are in the market to buy a copier or printer, who makes that decision? ( I have a list of questions that I try to go down. More on that later.)


    When selling a high ticket item, you must know your objectives. When cold calling, it's usually to make an appointment, not make a sell. That requires qualifying the lead. Only after I know they have a need and the buying window is open do I try to set an appointment.


    Yesterday, I made 77 calls and made 2 appointments. And it's only an appointment if its on both parties calendar. When they say "drop by anytime"...that's not a appointment...it's a brush off.



    I'd love to hear other methods.
    Adversity temporarily visits a strong man but stays with the weak for a lifetime.
  • copiertec
    Service Manager

    Site Contributor
    1,000+ Posts
    • Jan 2016
    • 2172

    #2
    Re: Selling Copiers

    Another tactic is to join the local chamber of commerce, gain the emails they provide to you and run a special. I worked for a company years ago and we gave out big screen televisions with the purchase of a new copier...it was their best year in sales.

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