Sometimes customers simply don’t understand what Managed Print Services is and how it can help their business.
Here are some well received “analogies” you may want to consider when explaining the what, why and how of Managed Print Services to a prospect:
1. The Automobile Fleet Analogy
Ask your customer to imagine that they are responsible for maintaining a fleet of cars and trucks used by their business each day. Over the years they’ve bought or leased a mix of makes and models, some larger and some smaller, each requiring its own specific type of fuel and parts. All of them requiring higher value employees to order gasoline when required, perform their own maintenance and deal with questions when they arise.
Wouldn’t it make sense to outsource the maintenance of their fleet to a company that specializes in maintaining vehicles if it was affordable and reliable? Why not do it with their printers?
2. The Gas Pump Analogy
Ask your customer if they had a company gas pump for all employees to access, would they use an honor system or would they put some formal usage restrictions in place?
Over 90% of small and mid-size organizations with less than 100 employees have absolutely no print rules in place for their employees. Every time an employee selects the print button, they are making a buying decision that costs the company money. If they decide to print something in color it is eight to fifteen times the cost of a black and white impression. With no print management monitoring software to track or restrict usage, companies are leaving themselves open to avoidable expense.
3. The Mailing Machine Analogy
Ask your customer if they have a mailing machine in their office. If they do, ask them if employees are allowed to mail whatever, whenever, they want. In most cases, mailing systems require a user password before dispensing stamps at the company’s expense. Why should printing be any different?
If the stamp required to mail a letter in the United States now costs 49 cents, that’s less expensive than printing a five-page color document on most office printers that cost 8 cents to 50 cents per page.
Each prospect is different and you may need to select which analogy best suits your situation. These analogies have proven to be extremely beneficial for top performing sales representatives because they are commonly understood concepts.
Managed Print Services is an affordable and practical way to keep higher value employees focused on higher value tasks while controlling expenses with user visibility and restrictions that make sense.
Do you have a selling analogy that works? Your teammates at LMI Solutions would love to hear it. Good selling!