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Last week I received a lead in my territory from our manufacturer.\u00a0 OMG, these are rare nowadays!<\/p>\nLast week I received a lead in my territory from our manufacturer.\u00a0 OMG, these are rare nowadays!<\/p>\n
Before I called the decision maker, I did my due diligence and checked the company out on their website.\u00a0 I got a feel for what they do and what they would use one of my color systems for.<\/p>\n
Today, I made the call, spoke with the decision maker and was not surprised that I was one of four companies that they had called to get a proposal on replacing their aging 75-ppm color system.\u00a0It seems the incumbent is not even in the picture, however, I’ll find out more tomorrow when I meet with the controller.<\/p>\n
This will be a net new appointment, probably 75-ppm color or larger and quite a bit of color volume.\u00a0 I readied a few pricing scenarios, have my PowerPoint presentation ready, but, I needed something else.\u00a0 I need to find a way to tips the odds in my favor right?\u00a0 That’s what we all look for, that little something that will make us stand out from the field of competitors.<\/p>\n
I visited their website again, went to the about us page and was able to see the name of the President, the VP, and also the person I was meeting with.\u00a0 I then checked the President and the VP to see if we had anything or anyone in common.\u00a0 Nothing for the two of them.\u00a0 I then focused on the person I was going to meet with (the controller).<\/p>\n
When I brought up the controller\u2019s page, I noticed that the controller has 240 connections.\u00a0 However, what I was looking for was someone that was connected to me!\u00a0 There has got to be that one connection.\u00a0 Down on the left side of the page, there it was.\u00a0 A level one connection; Woo hoo I thought.\u00a0 I then noticed that the level one connection was the owner of a copier dealership (Through the P4P Hotel ).\u00a0 Damn, what am I going to do now? The controller has a direct relationship with owner of another copier company and not a bad one either.<\/p>\n
I finished preparing my presentation, along with the\u00a0questions I\u00a0need to ask (to see if I can use a tie down feature). I know up front this is going to be a lesson in futility, however, I have nothing to lose right?<\/p>\n
This is going to be my last question, and I\u2019ll probably do this as I’m packing up my bags. “Oh, just one more thing, I noticed that you are Level One connection\u00a0of Mr. Dealer Owner on LinkedIn and…….” This is where I would like to hear from others,\u00a0how would you finish that sentence or would you even make that statement at all?<\/p>\n
Good selling!<\/p>\n","protected":false},"excerpt":{"rendered":"
Last week I received a lead in my territory from our manufacturer.\u00a0 OMG, these are rare nowadays! Before I called the decision maker, I did my due diligence and checked the company out on their website.\u00a0 I got a feel for what they do and what they would use one of my color systems for. Today, I made the call, spoke with the decision maker and was not surprised that I was one of four companies that they had called to get a proposal on replacing their aging 75-ppm color system.\u00a0It seems the incumbent is not even in the picture, however, I’ll find out more tomorrow when I meet with the controller. This will be a net new appointment, probably 75-ppm color or larger and quite a bit of color volume.\u00a0 I readied a few pricing scenarios, have my PowerPoint presentation ready, but, I needed something else.\u00a0 I need to find a way to tips the odds in my favor right?\u00a0 That’s what we all look for, that little something that will make us stand out from the field of competitors. I visited their website again, went to the about us page and was able to see the name of the President, the VP, and also the person I was meeting with.\u00a0 I then checked the President and the VP to see if we had anything or anyone in common.\u00a0 Nothing for the two of them.\u00a0 I then focused on the person I was going to meet with (the controller). When I brought up the controller\u2019s page, I noticed that the controller has 240 connections.\u00a0 However, what I was looking for was someone that was connected to me!\u00a0 There has got to be that one connection.\u00a0 Down on the left side of the page, there it was.\u00a0 A level one connection; Woo hoo I thought.\u00a0 I then noticed that the level one connection was the owner of a copier dealership (Through the P4P Hotel ).\u00a0 Damn, what am I going to do now? The controller has a direct relationship with owner of another copier company and not a bad one either. I finished preparing my presentation, along with the\u00a0questions I\u00a0need to ask (to see if I can use a tie down feature). I know up front this is going to be a lesson in futility, however, I have nothing to lose right? This is going to be my last question, and I\u2019ll probably do this as I’m packing up my bags. “Oh, just one more thing, I noticed that you are Level One connection\u00a0of Mr. Dealer Owner on LinkedIn and…….” This is where I would like to hear from others,\u00a0how would you finish that sentence or would you even make that statement at all? Good selling!<\/p>\n","protected":false},"author":10,"featured_media":11454,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[87,1638],"tags":[106,151],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/11453"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=11453"}],"version-history":[{"count":1,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/11453\/revisions"}],"predecessor-version":[{"id":11455,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/11453\/revisions\/11455"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/11454"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=11453"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=11453"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=11453"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}