5 Quick Tips About Copier Sales
Whether you’re in the market for a new copier or simply curious about the process, it’s important to arm yourself with knowledge before making a purchase. Here are five quick tips to help you out.
Tip #1: Understand Client’s Needs
This is where you can differentiate yourself from the competition. Be able to explain how you are serving your customer better, faster, or provide something more than what has already been presented.
If you can understand your client’s needs then it will be easier to present solutions that will satisfy them. Additionally, this understanding may allow you to identify new opportunities that would not have otherwise arisen had these needs not been known.
Having a strong knowledge of your clients helps prevent potential problems in the future and helps improve the relationship between your business and theirs so both can experience growth together.
Here are three tips on how to get started:
- Establish relationships with people at all levels within your client’s organization.
- Check with suppliers to find out what copiers they are supplying to your client’s company.
- Attend industry events, seminars, and conventions where you can establish relationships with key players in your client’s organization.
Tip #2: Gather Leads
Leads that you generate for copier sales will help you determine the needs of your target audience, as well as how to proceed in selling your product. If your leads are targeted and detailed, chances are you’ll close more contracts along the way. For copier sales, this means getting hold of information – such as contact numbers – to make a call and find out what specific concerns they might have about copiers and offer solutions.
Copier sales reps – whether they work for an office equipment dealer or a copier company – should be prepared to answer questions and address doubts about copiers.
Your website is the best place to start since it’s where prospects can read more about your product and its benefits. When people visit your site, they leave their contact information in exchange for free content such as white papers that discuss your products and industry updates regarding copiers or business machines in general. Thus, you not only receive valuable leads but also increase awareness of your brand online.
Tip #3: Ask For Referrals
It’s always a good practice to ask your clientele for referrals. Most people reserve the best of their services and products for their existing customers. A copier company that uses this strategy will stay afloat in the market. Considering all the options available, it is highly advisable to include asking for referrals as part of your sales ploy.
Your best shot at generating qualified leads is through referrals from people within your network who know someone who could use a particular service or product. Friends and family members can be great sources because they already understand the kind of person that you are, which makes it easier for them to recommend you without feeling guilty about it.
Tip #4: Know What You’re Selling
It’s great to have a good idea of what you’re selling or promoting. Knowing about copier sales will help you understand the products and services better. It will also give you a competitive edge over your peers who don’t know as much as they should about copier sales.
There are a number of sources for finding out about copier sales. There are books that offer copier sales tips, websites that offer copier sales advice, magazines that offer copier sale tips, and even seminars that can give you additional information on how to sell more copiers.
What matters is not necessarily the source but how serious you take it when reading up on these materials. Use this knowledge well by putting everything into practice. Doing so shows respect for copier sales.
Tip#5: Know Your Role
You’ll be a better sales representative if you understand what exactly your roles and responsibilities are.
At the end of the day, a copier is bought because it makes business sense for your customers to have one. They need to know how much money they will save with an office copier, whether they will have access to more jobs or not, and so many other factors. In addition to this, you also need to understand that an office copier is a big-ticket item purchase – not something any company can afford on a whim.
While all these studies show that businesses prefer purchasing from sales reps who demonstrate superior product knowledge and credibility, there’s still another very important thing that has been proven over time: top-performing reps spend a lot more time on the customer’s business needs and value proposition, rather than trying to upsell every time they get a chance. It is about understanding your role as a copier salesperson and making sure that you do not try to be something you’re not.
The best way to stay in this business is to make sure that you know what your role is and not try to do anyone’s job but yours. Know the limits of your knowledge and be ready to say no when asked a question you can’t answer. It may cost you some sales initially, but in the long run, it will save you many headaches.
Copier sales can be a great way to make some extra money, but it’s important to remember that it’s a business. If you want to be successful, you need to understand your clients and their needs, gather leads, ask for referrals, know what you’re selling, and know your role. We hope these tips will help you in your copier sales journey.
Are You Looking for a Photocopier Near Concord, California?
Office Machine Specialists has been servicing and selling office equipment since 1995. A family-run business that has dedicated our efforts to providing the best equipment options and after-sales service to our clients. Our goal is to ask the right questions and guide our customers to make smart decisions about new machine leases and purchases. We were servicing copiers long before the internet was a viable resource, and have transitioned to the digital workflow environment of color printing, scanning, account control, and fleet management. With over 20 years in the industry, we have extensive experience with many brands and consider OMS to be a valuable resource to any organization. Contact us for all of your copier needs here!
