We are living in a new age. Everything is going digital.
With all business following that trend and moving towards the digital age, how to sell copiers has a need to evolve as well. The consumer requirements change and understanding that is going to be key.
Here is a definitive guide on how to sell copiers efficiently and successfully.
Keep The Pipeline Flowing
If you look at how often a copier needs to be replaced, it is every 7-10 years. This means that you need to have a full pipeline at all times. Otherwise, you will not have a client base for 7 years!
You need options of prospects to pitch well before then, and a lot of them to stay successful.
A lot of businesses grow complacent when business is booming because it feels it feels like the client base is sufficient to sustain the company. While that is true, like we were just discussing, companies only purchase copiers every 7 years.
Getting high-quality leads for copiers can be hard sometimes. If you want to continually grow your pipeline with the best leads, 1-800 Copier has a great service that does just that.
Understanding The Buyers
Think about when you go shopping for a big purchase, you do your research, and you contact many different sellers to see what the best price is. When businesses buy copiers, it is the same situation.
As a salesman, if you can understand what the buyer needs, you can close the sale and beat out the competition. Is the customer buying for a functional reason or an emotional reason?
Typically if you ask what the company does and what they will be using the copier for, you will find out the emotional event that triggered the need to purchase at this exact moment.
Once you know why they want to purchase, you can dive into exactly how you can help them and create a lasting impact on their business.
Leverage The Benefits
What is a unique function of the copier that you are selling, how can the customer use this function to help them, what is the end result? Telling them the end result and the impact of buying a new copier will increase their confidence in the purchase.
Like we were talking about, a lot of time, there is an emotional event that triggers the purchase of the new copiers. They may be angry about something breaking again.
Use those problems and tell the prospect of the copier's benefits. This will hopefully ease their anger and close the sale.
Keep Things Fresh!
Sometimes you can feel like you are hitting a wall. You are not closing as many sales as you would like, and your pipeline is not full. This might be a sign that you need to switch up your daily routine.
Some ways that you can do this is:
- Creating a new pitch
- Sending out a nurture program
- Seeking out employee referrals
- Getting new testimonials
- Offering a new warranty or guarantee
Really any new kinds of marketing materials will help warm up your leads. You will spend less time cold calling prospects and more time closing deals.
You can switch up the way you present the price to the client. Instead of offering a monthly price, you can offer a daily or weekly price.
Continually talk with the whole sales team to come up with new sales strategies to keep things fresh!
Response Times
The faster you respond, the more likely you are to get the business of the customer. According to a study done, 35-50% of sales go to the company that responds to the prospect first.
Not only that! But once a business buyer is ready to make a purchase, they are already 70% decided on what they want to buy.
All of this means that you need to be ready to move quickly. You need to be able to respond immediately as well as be efficient as possible once you are in contact with them.
Knowledge is Power
If you are selling copiers for small businesses, knowledge is your biggest asset.
You need to know who you are selling to before you even engage the customer. Do your research and know the company size, the business environment, who pays the bills, what they use their copiers for, etc.
Once you know the information about the company, you can pinpoint what they might need in a copier or what the core issues they are experiencing are.
One word of caution, do your research but do not spend too much time on one prospect before you even know if they are going to make a purchase or not.
If you are looking for some reading that will give you even more knowledge on sales and motivation to sell copiers, you can find great literature on this list.
Tips and Tricks Of The Trade
There are some other tips and tricks of the trade that can help you excel even further and sell copiers successfully.
- You are selling to customers who are price-driven- the lower the price, the better
- Businesses, especially small businesses, do not want to be rude. So they prolong the process and do not give you a straight answer when they are trying to back out of the deal
- Your customers love to hate copiers. They will try and test your knowledge of all things related to copiers
- Typically a sale is made within 30 days. Not all sales, but typically they will happen within the month.
- Understand that your competition is probably saying the same thing. So change up your pitch!
Remember, you do not need to have a perfect record here. Selling copiers successfully means that you will make mistakes and have to redo a lease or two.
Keep prospecting, keep reaching out to current clients, and keep going!
How To Sell Copiers With Confidence
With 1800-Copier, we can help you with every aspect of your copier business. We offer services such as copier lead generation, email marketing, SEO, and even social selling.
We can get you high-quality leads that are ready to commit to you. You can be thriving instead of just surviving.
Contact us today and learn more about how to sell copiers and how to sell them successfully!
