57 Days of Selling "Day One"
Had a bit of extra time this AM, since my first appointment was at 9AM. No sense in leaving the house at 7AM to get to the office at 8AM and then travel an hour to my 9AM appointment.
I scheduled the 9AM appointment (net new) last week, it was more of a follow up appointment to make sure I'm in play for 100 plus units. Still many months away, but I already know the players, it's gonna be tough to knock out the incumbent. Appointment went well, I squeezed some additional info out of them. Looking forward to nailing this one!
My second appointment was scheduled for 10:30AM. Client (net new) has existing Xerox equipment, however I'm trying to get in the back door with a color wide format device. After 20 minutes or so we were done, I need to provide different types of substrates that our color MFP plotter can use, in addition a few sample prints. Thus, I'm counting this as a $9K opportunity!
Put it in the pipeline baby!
At 11:30AM, I had scheduled a telechat with another account, however I had to cancel because my cell battery was not charged enough. That's on me, I was able to find a free wi-fi and alerted my contact via Linkedin. All is good.
Next stop was the office (one hour ride), I had some follow ups, needed to schedule some appointments. I ended up scheduling 4 appointments, three with existing clients and one net new. In addition I took an order from an existing client for two PSIII cards. That was a quick $2k in revenue.
No lunch, too busy, had to leave the office at 2:30PM for a 3:30PM appointment with an existing account. With this appointment I was also bringing my content guru with me. We arrived right on time, and before we went in or the meeting, I told my content guru that this was going to more about content, not IT. So, gather up one of our vertical market content stories and be ready to pitch. One other item, I told my guru that this appointment was set due to a covenant that I had included in the sale of 4 system to them a few weeks ago. I gave up some GP in order for them to agree to the content meeting.
After 15 minutes, we found out there is no need for content, they've got everything nailed down with scanning, archiving, and bar codes that's driving all of that data back to their business line of software. I than asked, "what's the one process that you dread doing everyday", she stated, "well that's a loaded question." We did not expect this, but she stated was their internal IT person, and also working with an outside IT company for all of the companies needs.
We were then told that they make make a change at the end of this year or earlier. BANG, another opportunity! We finished up a little after 4PM, and it was time to head home since I would never make it back to the office before 5PM. Not a shabby day.
Opportunity created net new appt=$9K
Opportunity created existing from phone call=$25k
Amount Sold Today = $2K
Total Revenue = $2K
-=Good Selling=-
I'm already into Day 15, I've been posting everyday on www.p4photel.com, take a trip here to read the collection blog for 57 Seven Days of Selling.