LMI BLOG

5 Money-Making New Year’s Resolutions for MPS Sales Managers

Posted by LMI Dealer Content Team on Wed, Dec 21, 2016 @ 03:19 PM

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One of the quickest ways to grow your sales results and your income next year is to strengthen the competency of your sales managers. With turnover rates in the imaging industry red-lining now in the 60% range (mostly metro centers), it’s hard to argue with the need for a strong sales leader. A recent survey of sales professionals also revealed that the number one reason people quit a sales position is because they don’t like the person they work for. If you have ever worked for a great sales manager, you know what a difference they can make.

To help you and your sales managers succeed, here are five New Year’s resolutions to consider:

1. Focus on sales skill development – not just results. 

It’s hard not to focus solely on the numbers, but if you don’t teach your salespeople the art of selling, they may never become self-sufficient – and stay! Most adults learn by doing, so the key to building selling skills is ongoing reinforcement. Try to create some form of ongoing weekly sales skill development exercise as part of every sales meeting agenda.

2. Create individual rep development plans – focus on the person. 

Every sales rep is different. Each has their own selling style, their own unique motivations and certainly their own expectations. This is why successful sales managers have a specific plan for each rep on their team. The plan is based on their profile including a realistic view of their strengths and weaknesses. Coaching everyone the same may work for some, but not all.

3. Make sales meetings productive – don’t waste people’s time.

Have you ever attended a sales meeting that could have been handled in an email? If you’ve sold for more than three months, chances are you have seen your share of wasted selling time: long, boring PowerPoint presentations, product info that could have been emailed or meetings that lack a structured agenda. Elite sales managers have a meeting agenda, a meeting plan and then they execute on that plan. Think about it, in professional sports would you ever catch a coach without a practice plan?

4. Inject some FUN in the job – keep things positive.

Customers can be extremely challenging and common sense suggests that people will endure more and try harder if they enjoy going to work. That’s not always an easy task which is why the culture of the sales department must be upbeat and positive. Great sales managers have a way of creating fun contests and humorous challenges that make work fun while generating bigger sales results! 

5. Spend more time in the field – but be prepared.

We all act differently in front of a customer. Some can act good...and some, not so good. Take the new hire for example. Who really knows what they’re saying (or not saying) to a customer. Sometimes it can be scary for sales managers to see how their reps engage with a real live customer. Spending more time in the field allows the sales manager to impact more deals, observe the rep's selling skills first hand and coach better than they could behind their desk. If job shadowing isn’t part of your current sales management process, you may be missing a big opportunity to develop people and achieve bigger sales results.

Do you need help with MPS sales training or new hire selling skills? Now may be the time to view what North America’s top Managed Print providers are doing to grow their businesses and their profits.  Engage us today to learn more!

 

 

Tags: Sales strategies, MPS, how to grow MPS business, sales tips for MPS

3 WAYS TO EXPAND AN MFP SALE INTO A MANAGED PRINT OPPORTUNITY

Posted by LMI Dealer Content Team on Thu, Oct 27, 2016 @ 10:23 AM

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If you ask most copier dealers, they will admit that roughly 7 out of 10 transactions are still hardware transactions. Most will also tell you that they wish they could do a better job expanding their multifunction printer sales cycles into a Managed Print Services opportunity. The benefits of expanding any sales cycle from a hardware transaction to a Managed Print program include:

  • More print volume
  • More recurring revenue / profit 
  • Account control / protection 
  • Increase the value of your business

To help you and your people turn more MFP deals into Managed Print opportunities, here are some strategies that are working for other dealers.

1. Insist on a Print Assessment Before Giving an MFP Proposal

To properly quote on an MFP, it’s usually best for you and your customer to understand the print environment around the MFP. By completing a quick assessment before each quote, you may be in a better position to show savings beyond the MFP or pack more value and more margin into your MFP deal with an overall print strategy. 

2. Include an MPS Quote in Every MFP Proposal

Even though the customer only asked for a copier or MFP proposal, at least give them the chance to say no to your Managed Print program. In this case, offer the customer the opportunity to leverage their MFP investment and relationship with you to reduce their cost per print on all print devices. This means they can save money, simplify their number of print related vendors, and eliminate the IT burden of dealing with printers. If you don’t have time to do a print assessment before quoting the MFP, try placing an estimated cost per page for monochrome and color prints contingent on a quick assessment to confirm current printer hardware and volumes. 

3. Offer Your DCA (Data Collection Agent) Software or Print Assessment as an MFP “Bonus Offer”

Most customers have no sightlines into their print volumes and costs. By positioning the DCA or print assessment as a “bonus”, you will likely create more perceived value connected to the MFP deal and increase your chances of gaining insight into the account beyond the MFP requirements. Some reps will place an actual dollar value on the print assessment in the range of $500 to $1,500 to show more value attached to their MFP and distinguish their offering from competitors quoting only on the MFP.

Transitioning from hardware-centric transactions to service-centric recurring revenues has proven to make imaging dealers more profitable and more valuable.  Making the shift can be challenging and we’d love to hear how you’re doing it at your dealership.

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Tags: Sales strategies

Why Earth Day Could Be the Best Day of the Year to Sell Managed Print Services

Posted by LMI Dealer Content Team on Thu, Mar 24, 2016 @ 03:18 PM

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If there is one day every year to circle on your Managed Print sales calendar, it has to be April 22nd. That's Earth Day, a time when we all stop and rethink our contribution to environmental sustainability. As a Managed Print provider, this is a very special day because it creates a compelling event you can use to start more conversations about how you can help organizations adopt a greener print strategy. On Earth Day, your MPS value proposition featuring recycled printers and recycled print cartridges becomes more meaningful and your chances of connecting with higher level executives is perhaps more likely than any other time of the year. 

Here are some powerful reasons why Earth Day represents such an awesome opportunity for Managed Print Providers to kick start new sales cycles with new and existing customers.

• Top of Mind Awareness: According to Wikipedia, 192 countries now celebrate Earth Day on April 22nd on an annual basis. It's a special day for people, businesses and communities to stop and think about what they are doing to protect our environment. So if there is one time when environmental sustainability is on the minds of the business leaders you want to meet with, it has to be Earth Day!

Idea: Use Earth Day (and the month of April) as a "compelling event" or reason to meet with people.

• MPS Value Proposition Alignment: The idea of printing less or printing greener continues to gain popularity across a wide array of industries. Education, Government, Healthcare, you name it, most organizations have made sustainability a priority and most have appointed someone responsible for reducing their carbon footprint. If you’re not connected with these people, this may be a great place to start. The MPS value proposition aligns perfectly with the essence of Earth Day. From our experience working with many of North America’s top MPS providers, it's apparent that the use of scanning technology and print cartridge recycling are perhaps two of the most underutilized opportunities in most offices. People are still printing more than they need to and throwing used print cartridges into trash cans because they don't know what to do with them.

Idea: Link your pitch directly to Earth Day by promoting specific environmental benefits such as a Zero Landfill Cartridge Recycling Service.

• C-Level Engagement: The vast majority of business owners and senior executives are keenly interested in making their organizations greener; especially if they can link organizational benefits, such as cost reduction and business productivity improvements, to an initiative that will reduce their carbon footprint. These senior people are usually the champions for environmental sustainability and represent the high level contacts your competition would least like you to connect with in their accounts! They’re also the people you should be meeting with in your accounts to protect your market share. If there is a time of year to "call high", there may not be a better time than Earth Day to do it.  

Idea: Elevate your level of engagement to senior levels promoting greener business outcomes achievable with your Managed Print Services.

Are You Ready For Earth Day?

Top MPS sales performers consistently tell us that the month of April offers tremendous prospecting potential because the environment is such a hot topic. Still not convinced? Start watching how advertisers on TV and other mediums ride the wave of Earth Day throughout the month of April to engage more prospects to sell their products and services. Earth Day is coming soon and now is the time for you to leverage this once-a-year event to maximize your Managed Print sales potential.

Tags: remanufactured printer, Sales strategies, green office practices, zero landfill program, managed print sales, how to grow MPS business, sales tips for MPS, remanufactured cartridge

Root Causes of Underperforming Reseller Websites

Posted by LMI Dealer Content Team on Fri, Mar 11, 2016 @ 10:08 AM

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1. THE “SET IT AND FORGET IT” MENTALITY 

In the olden days we’ll call the early 2000s, it may have been fine to set up a website and move on to the next business priority – no longer! You probably used some fancy flash motion or videos and were pleased with how your digital storefront looked. Today’s top performing websites are a living and breathing extension of a business that should offer ongoing updates and insights on topics that matter most to your customers or those you want to attract. An outdated website is easy to spot with tired information, outdated social channels, lack of mobile readiness and a heavy focus on pushing products instead of providing answers to business problems.

2. WE HIRED A "KID" TO DO OUR SOCIAL MEDIA

Social media management can be confusing for middle-aged business people who grew up before the Internet. Often it’s easy to hand the social reigns of your business to a Millennial that is up to speed on the latest social outlets to showcase your brand. Be sure that your Millennial has a firm understanding of the business challenges and relevant content that would be of interest to your target audience. Posting pictures of the recent corporate luncheon is fine, but there is an 80/20 rule that most social strategists follow. Eighty percent of the social posts should be knowledge sharing (not a product push or company promo) and the remaining twenty percent of your social posts can be more about you! Maintaining the right balance will grow your social circles and position your company as the “thought leader” you want to be!

 3. NOT "KEEPING UP WITH THE JONES'S" 

Have you checked your competitors’ websites lately? If you haven’t, this should be a staple exercise each quarter. In today’s online world, it’s estimated that 9 out of 10 of your prospects will be looking at your website before buying from you. And if they’re shopping around, they will likely be comparing your site against your competition as well. Maybe it’s time to see what the Jones’s are up to?

4. THE "CONTACT US" FORM IS YOUR ONLY FISHING LURE

If a customer was interested in what you sell, would the only form on your website be a “Contact Us” form? If the answer is yes, think about how many contact forms you have filled out on vendor websites. Top performing websites have a strategic content offer strategy that presents an eBook or a report that would be of interest to their target audience behind a form. In other words, if you want that information from us, we will need you to tell us who you are. This gives salespeople the opportunity to follow up on “leads” generated from the content offers on their website.

5. NOT RIDING THE "YOUTUBE"

Video can be shot and uploaded for free with a smartphone these days. In fact, some of the most viewed videos on the Internet are “how to” videos people searched to find an answer to a question. Of course there is a definite difference between raw and professional video, but the cost of video has come down and the appetite for video continues to soar over text. YouTube continues to explode in appeal and if you’re trying to catch the attention of today’s busy, short attention-spanned decision maker, a short video may be your best chance!

6. YOU CAN'T MANAGE WHAT YOU CAN'T MEASURE

Are you able to track who is coming to your website, how many visitors you are getting each month, or what pages people are viewing most? These types of stats are readily available with today’s website analytics software. Some are free, such as Google Analytics and others, like HubSpot, cost a little bit but provide tremendous insight on specific prospect activities and metrics to help you determine what’s working and what isn’t driving ROI on your marketing spend.

7. PRODUCT PUSH VS. KNOWLEDGE SHARING

There’s a saying in the online marketing space – “jab jab jab, then punch”. This refers to the ration of what you communicate. The “jab” refers to providing your audience with knowledge sharing information to draw them in, and then the “punch” refers to asking them to take action on your product or service. If you look at your company’s social streams or the content you provide customers, how much of the content is creating a pull (the jabs) versus the push (the punch)? Maybe you need to recalibrate your content formula. Most companies are the inverse; the worst ones never stop punching their points in to the customers they are hoping to attract! 

8. MOBILE READINESS

A recent survey showed that roughly 70% of people now sleep within reach of their smartphone. This alone should be a good indication of where your site visitors are coming from. Most websites see approximately 50% of their traffic coming from cell phones and the trend is rising. If you haven’t looked at your website on your cell phone, try it now. See what at least half of your customers and prospects are seeing when they arrive at your website.

 If you don’t like your current website as much as you did when you started reading this article, maybe now is the time to review your website strategy before the Jones’s get too far ahead!

Jumpstart MPS sales

 

Tags: Sales strategies, LMI Solutions, how to grow MPS business, sales tips for MPS, website optimization, managed print marketing

3 Simple Analogies to Explain Managed Print Services to Any Customer

Posted by LMI Dealer Content Team on Wed, Feb 10, 2016 @ 11:39 AM

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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!

Jumpstart MPS sales

Tags: Sales strategies, how to grow MPS business, sales tips for MPS, managed print services, elite salespeople

How to Prospect Effectively for Managed Print Opportunities Over the Phone

Posted by LMI Dealer Content Team on Thu, Jan 28, 2016 @ 05:36 PM

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Whether you’re selling Managed Print Services in the field, or virtually from a tele-sales position, your ability to start Managed Print sales cycles over the phone is key to your success.

Yes, we fully support the benefits of face-to-face meetings and believe wholeheartedly in the power of social connections, but the age-old concept of “dialing for dollars” remains a core prospecting activity for top performers.

To date, we’ve had over 3,000 MPS sales professionals through our Peak Performance MPS Sales Training program and the prospecting module is consistently a favorite topic. To help you be more successful with your initial approach over the phone, here are some tried and true best practices to consider:

  • Rehearse your talk track before you call - Simply practicing what you plan to say will ensure that your delivery is smooth and professional.
  • Be brief and to the point - The ideal opening value proposition statement after your greeting should be no longer than 30 seconds. Often referred to as the “hook”, the quicker and more compelling you can make your opening statement the more successful you are likely to be.
  • Write down key points you want to mention - Having your key points written down to reference as you speak will ensure that you deliver important messages within the initial conversation.
  • Call before and after business hours - Reaching business leaders during the day can be a daunting task amidst screens and voicemail. Calling during off hours will increase your chances of connecting live.
  • Beware of voicemail - Many top performers will avoid leaving voicemail if they can and instead will hit zero and ask the receptionist to speak with someone else such as the person’s executive assistant or another key influencer.
  • Speak in a confident business tone - Communication research suggests that the tone we use over the phone is up to seven times more important than the words we use. In many cases you may be saying the right things but in a tone that doesn’t sound convincing enough to the receiver.
  • Avoid slang and industry jargon - Remember that the people you’re calling are not in the Managed Print business! Most customers won’t stop to clarify what terms mean, so you may be the only one that understands what you’re saying.
  • Utilize credible and relevant statistics - Elite performers have a readily available list of impactful statistics that will relate specifically to the prospect’s type of business from third party sources. Citing credible statistics will also seem less “salesy” and be more believable or consultative in nature.
  • Customize your talk track - Make sure you adjust your approach to be relevant to the specific person, position and company you are calling. A one size fits all – for example “we can save you 30%” – may not be as effective for all audiences.
  • Activities, activities, activities - In addition to skill and preparation, there is no replacement for a high activity level of outbound calls increasing your chances of making more connections and creating more sales prospects.

Do you have phone prospecting ideas that work for you? Tell us about it, we’re always looking for ways to help LMI dealers grow their businesses and their profits!

Jumpstart MPS sales

Tags: Sales strategies, managed print sales, how to grow MPS business, sales tips for MPS, Sales superstars, managed print services

5 Common Print Assessment Mistakes Salespeople Make

Posted by LMI Dealer Content Team on Fri, Jan 15, 2016 @ 11:06 AM

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Maximize your probability of success by avoiding these common print assessment mistakes too many Managed Print salespeople make in their hopes of securing an MPS contract!

MISTAKE #1 – FAILING TO ENGAGE AN EXECUTIVE LEVEL SPONSOR

As you can appreciate, there will be plenty of people in middle management looking to take you up on your assessment offer. However, without an executive level sponsor engaged before you perform the assessment, you may find yourself doing a lot of work for a so called “decision maker” that can only say no. Make sure someone at the top knows what you are doing and agrees to meet with you to review the findings.

MISTAKE #2 – THINKING THAT A PHYSICAL WALK-AROUND ISN’T NECESSARY

As great as your data collection software may be, a picture still says a thousand words. Only by physically walking around your prospect’s print environment will you truly get a feel for device positioning, workflows and supply cabinets and also have the chance to engage directly with end users. This type of direct access to the entire printer fleet and some of the power users will prove to be very beneficial when you look to optimize the fleet or suggest employee productivity improvements.

MISTAKE #3 - PRINT ASSESSMENTS ARE FREE

Although your client may not receive an invoice for your assessment service, assessments aren’t really free. Both you and your customer are looking at an investment of time and effort. In some cases, if a top performer establishes a value for the assessment but the prospect selects another vendor, the salesperson reserves the right to invoice the client for the agreed upon amount.

Too many salespeople fail to place a value on their time, or create a perceived value or trade-off for the service they are providing, because it’s “free”.

MISTAKE #4 - THE COMPETITION IS DOING AN ASSESSMENT SO YOU DON’T HAVE TO

As you should know, it’s likely that many of your competitors will offer print assessments as a way to engage new MPS prospects. In the event that a competitor has completed a print assessment for the prospect, try to do one yourself as well if you believe a true sales opportunity exists.  Stats indicate that the vendor who performs the assessment has at least a 30% better chance of winning the business because of their familiarity with the print data and the environment. So when possible, offer your prospect a second opinion so you can showcase both the professionalism of your assessment capabilities and collect the information yourself.

MISTAKE #5 - AVOIDING DEVICES THAT ARE NOT NETWORKED PRINTERS

When you perform a print assessment, you need to take an inventory of every device that puts marks on paper. Every page counts if you are trying to build a solid business case for Managed Print. Too often MPS salespeople tend to focus only on printers that have an IP address (network connected) and fail to identify offline devices or even fax machines that should be considered in an overall print strategy. If you really want to grow your TCO and truly optimize your client’s print environment, include all devices that have a paper tray.

Establishing the customer’s current print-related spend is a critical component of any Managed Print sales cycle. That’s why awareness, and the ability to avoid these common print assessment mistakes, can often be the determining factor in achieving success with a solid MPS prospect!

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Tags: Sales strategies, LMI Solutions, managed print sales, sales tips for MPS, managed print services, Managed service providers

5 BIG Mistakes Dealers Make Selling Aftermarket Color

Posted by LMI Dealer Content Team on Mon, Sep 28, 2015 @ 12:02 PM

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Let’s start with the BIG question. If aftermarket monochrome toner cartridges now represent 40-80% of a typical dealer’s purchases, why does aftermarket color toner still only represent 10% of all color toner purchases?

The most common answer we hear is lack of confidence at the dealer and end user level; the same reluctance that happened with monochrome cartridges until dealers found a quality source they could trust.

Another BIG question. When is the last time you looked at an aftermarket color toner product for your business?

In the summer of 2015, we ran the LMI Color Challenge, a blind test that saw over 500 dealer participants select what they thought was a print sample produced using OEM color toner. The goal was to show (not tell) the quality. As a result 46% of participants thought the print sample produced with LMI’s new color toner was the OEM version – that’s almost half of participants (who have an eye for image quality) who couldn’t tell the difference.

Since the Color Challenge ended, we’ve seen a spike in demand for aftermarket color toner, and we’ve uncovered some reasons why some dealers are successful and some are not at selling aftermarket color toner to OEM customers.

Here are the top five mistakes we see dealers making:

1. No Print Samples - Customers are visual. You can talk about the aftermarket quality until you are blue in the face, but dealers that show a print sample using OEM vs an aftermarket color toner see a dramatic difference in their customer’s willingness to try an aftermarket product. Engage us to get your team equipped with our complimentary print samples so you can show and sell like a pro!

2. Misaligned Compensation - If there’s nothing in it for the sales reps to push a little harder for customers to try your aftermarket color toner (that adds 30 – 50% to your recurring margins), it’s highly likely that your reps are giving in too easily. Some of the top dealers have been very successful offering a small spiff or incentive to get customers using aftermarket color because of the dramatic earnings potential for the dealership.  

3. Miss the Sustainability Advantage - Did you know that the typical laser printer produces 100 lbs of waste every year? That's a full ton (2,000 lbs) of waste from an office with twenty printers. By showing your Zero Landfill cartridge recycling program, many dealers have introduced aftermarket color as a way to align themselves with their customer’s sustainability initiatives - a compelling reason to shift from OEM. 

4. Salespeople Are UnpreparedIf you asked your salespeople the following questions, would they be informed enough to sell more aftermarket color toner to grow your bottom line?

  • How do I know it’s as good as OEM color?
  • What is the aftermarket product guarantee?
  • Can you provide me with references?
  • Can you show me print samples?

Need help answering these questions? Your LMI Solutions representative would be pleased to assist.

5. Not Including Extended Yield Color in MPS Deals - If you’re selling cost-per-page agreements with toner included, you know how important cartridge yields are in addition to quality and performance to keep your customers happy. That’s why LMI invested over $1,000,000 in R&D and product testing technology to create the new LMI MAX-LIFE Extended Yield Color Cartridge Series.

Interested in seeing how much money you could be leaving on the table if you’re not selling aftermarket color? Try our Color Profitability Challenge including the industry’s first “Aftermarket Color Profitability Calculator” to calculate your earnings potential in seconds!

Summary

Quality aftermarket color toner has arrived and is now used by most of the top performing dealers and MPS providers throughout North America.

If salespeople are properly informed, equipped and incented to sell aftermarket color, the typical dealer will see 30 – 50% higher margins or more if they use extended yield color products. 

Tags: Sales strategies, zero landfill program, LMI Color Challenge, remanufactured cartridge, color printing, aftermarket color toner, color toner technology

How to Create an Effective Elevator Pitch to Boost Sales

Posted by LMI Dealer Content Team on Thu, Jul 30, 2015 @ 06:44 AM

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There was once a salesperson who wasn’t great at selling. To get better at it, he made himself try to sell to anyone he saw. If you were within ten feet, you instantly became a prospect. One day, while on an elevator, he introduced himself to the person riding with him. He created the opportunity that led to a sale, and that new client referred him to other clients. He made the sale because he was able to deliver a quick and compelling value proposition before the prospect had to leave the elevator.

Thus, the elevator pitch was born!

What Is An Elevator Pitch?

Basically, an elevator pitch is a quick sales pitch you could deliver during the course of an elevator ride. Most great elevator pitches include an introduction, and a compelling reason to interest your prospect enough to want to learn more. Of course, the same strategy could also be transferred to the phone or email, not just on an elevator!

Why Is It Important?

In today’s world of short attention spans and intense marketing, the people you want to sell to tend to be easily distracted unless it’s “something good” – and you have even less time to interest a prospect in you and your product. That’s why a good “elevator pitch” is very important. It’s the key to starting a relationship with your prospect, and gives you a chance to create more selling conversations to help you achieve you sales objectives (and make more money!).

What Makes The Best Elevator Pitches?

There are four key elements to an effective elevator pitch after you introduce yourself.

1. State that you work with companies like your prospect’s employer (be relevant).

2. Talk about problems these companies faced or the opportunities they were pursuing.

3. Share how your product or service helped them. Don’t go into too much detail, you just want to spark interest.

4. Offer to continue the conversation if they would like (see if they bite!) and set a next step to for the two of you to continue the conversation. 

Avoid This Key Error!

Most salespeople make their elevator pitch too general. In other words, keep it focused and relevant to the person you are talking to, if possible. In fact, it’s best to prepare several different elevator pitches to address specific situations and prospect personas.

If you follow these tips, you’ll be able to create your own elevator pitch, introduce yourself and your offering well enough to spark interest in conversations well beyond the elevator.

Who knows, maybe that next elevator ride could turn into your next sale!

Are you interested in taking your Managed Print sales performance to the next level? Check out our 2015 MPS Peak Performance System.

Tags: Sales strategies, managed print sales, sales tips for MPS, elevator pitch, managed print services

Tips To Sell Your Print Assessment Software To Reluctant MPS Prospects

Posted by LMI Dealer Content Team on Thu, Jun 18, 2015 @ 12:30 PM

LMI MPSProspects

Convincing an IT person to load your data collection software onto their network isn’t always easy. If you’ve been selling Managed Print for more than a week, you’ve probably faced resistance in some shape or form around potential security risks, the need for higher level approval or delays in the sales cycle because there is no compelling reason to do it.

On the flip side, you know the wealth of information that pours into your desktop once you get visibility into an organization's printing activities and costs.

So what should you do? We asked some of the 3,000 reps who’ve completed our 2015 Peak Performance MPS Sales Training program and here is the list of field proven best practices to validate what you’re currently doing or trying with some of your prospects:

Engage Your Subject Matter Expert (SME) Sooner - The feedback we received was that most reps are underprepared to go toe-to-toe with an IT professional. As a result, they make mistakes in explaining how the software works, they lose credibility and damage their sales cycle.

Freshen Up Your Talk Tracks – Test your presentation and responses to common objections with your SME or an IT professional who can explain the technology to you. Role playing has sadly become a lost art in most sales organizations but elite sellers know the power of candid third party feedback as a way to improve.

Ask Customers To Coach You – Customers who allowed you to deploy your print assessment software will be your best teachers if you ask and listen.

Bring Your Security Whitepaper – There is an old saying “words are just words, but documents are documents.” Sometimes the prospect won’t even read the whitepaper, but the simple fact that you have one can make you more convincing (we’ve seen reps highlighting specific areas on the whitepaper to shortcut the process of review).

Show References – There is always comfort in knowing you are not the only one, isn’t there?

Build The Benefits – You know what’s in it for you, but are you providing enough WIIFMs (What’s In It For Me) to make your print assessment more compelling from the other side of the desk?

Call Higher – Without a C Level sponsor, chances are you are going to be put in line behind all the other vendors calling on the IT or facilities person. Senior level endorsement always creates a compelling event and minimizes resistance. 

As we mentioned earlier, perhaps you are already doing some of these things. If so, great! If not, maybe now is the time to retool the way you sell your print management software.

Your teammates at LMI have the unique advantage of seeing what works and what doesn’t based on our experience with hundreds of Managed Print providers. Let us know if we can help you or your sales team be more successful. We're ready when you are.  

 

Tags: Sales strategies, managed print sales, sales tips for MPS, print assessment software