The Best Advice You Can Hear About Copier Sales
Think you know all there is to know about copier sales? It’s not as simple as just putting a machine in a room and watching the prints fly out, is it? There are a lot of factors to consider when choosing the right copier for your business- and making sure you’re getting the best deal is just one part of the process. Here are six pieces of advice from experts in the field that can help make sure your next copier purchase goes as smoothly as possible.
Pursue New Businesses
The answer is because the first month of business costs are incredibly high. New businesses need copiers to make money and stay in business, but they don’t have much capital to spare at first. That’s why every copier salesperson should know who to target and how to market their copier sales services.
How do you identify new businesses? It used to be that you could just look up the “startup” section in the local paper or call Chamber of Commerce offices for names. These days, however, online sources may give you access to information even faster than physical publications. There are dozens of free website directories for businesses where anyone can list their company name free of charge.
These listings include all kinds of data about each business, such as contact information, the company name, and industry. You can use this data to get a list of companies in your area that may need copiers.
Once you have compiled a list of new businesses, it’s time to start calling them and pitching your copier sales services.
How do you sell copier machines? The first thing you should do is describe all of the benefits that the business will receive from owning a copier machine. You need to be very persuasive while describing these benefits so that they’ll see the inconveniences of not owning a copier.
The next step is to qualify each prospect on their likelihood of buying a copier within six months. This question will weed out some people who only want to talk about big-ticket copier contracts.
Out of the prospects who meet your qualifications, it’s time to set up a time for a presentation with them. A presentation allows you to see if the person is interested in purchasing a copier and educates about how they can benefit from owning one.
Following your initial meeting, most people will need some time to make a decision before they buy. They may even need several months, so be very patient with them if this is the case. You may have to follow up occasionally during that period just to ensure that they don’t forget about their copier needs. After all, once you secure a lead, you have six months or more where they’re going to need a machine regardless of whether or not they buy from you.
Be very professional when selling copier sales services and know the best advice about copier sales. Remember, your job is to educate and inform new businesses in need of a copier so that they can make smart decisions for their company’s future.
Try Cold Calling
This is one of the most common questions from people who are just getting into copier sales.
Cold calling, in general, is a difficult thing to do for many people. Copier sales isn’t an easy sell either so when you combine the two together, things get even more complicated.
But cold calling and copier sales are not impossible to mix together. To begin with, the answer is that it isn’t selling. It’s prospecting. Cold calling results in direct appointments because your prospects want them. They weren’t looking for a copier before you called, but now they are!
Understand Your Market And Demographics Well
Knowing the demographics of your market is one of the most important things that you can do before entering into any business venture.
This is because demographics are extremely critical when it comes to businesses, especially if they are concerned with consumer-oriented products or services. This is because doing so allows you to make more informed choices about what product would be preferred by your consumers. It also gives you an idea of how best to target these consumers through the use of marketing strategies and techniques.
Businesses that tend not to take demographic information into consideration will generally fail within a few months after opening their doors for business, while those which pay careful attention to this aspect may find themselves thriving and fully operational in just a matter of weeks. Statistics show that customers who find a product or service interesting and valuable are more likely to recommend it to their friends and family.
In addition, it is important for businesses to understand the demographics of their market because doing so allows them to know what price they should charge for their products or services as well as how best they can maintain a steady clientele base that will be able to keep them in business over the course of several years.
Be Prepared To Answer Objections With Ease
As a copier salesperson, it is important you be able to answer any and all objections with ease. Most individuals that will be giving you an objection are not trying to irritate or frustrate you, but rather just want to feel as though they have the right deal and the right questions. If this occurs and your clients walk away feeling as if they didn’t get something answered correctly, then there’s a good chance that they will leave and purchase somewhere else.
When you try to sell a copier, it’s always best to be prepared with answers to any possible objections that your clients may have. The more information and research you’ve done upfront, the easier it will be for you to answer questions and concerns your prospects might have. If you feel like you’re not as well-informed as much as you’d like to be on copiers at this moment, consider researching copiers further by browsing the web or checking out some helpful resources.
Give Your Clients A Free Trial
When you sell copiers it is important to implement a free trial for your customers. It is best if you can roll this into your contract and offer them a reduced price on the copier and reduce their monthly lease payment by the same amount as their reduced purchase price. This will allow them to try out the machine without any risk or obligation. If they don’t like it they owe nothing!
For any sales representative in copier sales, it is important to understand that without giving your clients a free trial, you will be unable to win their trust and they will most likely decline your offer. However, when you give clients a free trial in copier sales their trust in your products will increase.
Offer Repair And Maintenance Plans To Your Customers
Copier sales, because of their expense and necessary regular maintenance to operate successfully, are a prime target for a company needing a steady cash flow to steadily pay its bills. Repair and upkeep plans can be an answer to keep the money coming in.
Most copiers have a service agreement that offers at least two annual overhaul checkups as well as unlimited phone support if problems arise between visits. When copier sales representatives present this program it sounds like just the thing needed; however, what is not told is that most equipment needs replacement parts every five years or less and those parts usually cost at least half of what the copier itself originally cost. So it’s like buying another machine only every five years instead of after three or four years.
We hope that you found these tips helpful. If you are looking for more advice or would like to speak with a copier sales representative, please don’t hesitate to call us today. We would be happy to help you out in any way we can and answer any questions that you may have about our products or services.
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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!
