I'm beginning to think the road to #digitalTransformation, for #TheImagingChannel, doesn't require stepping into the managed (IT) services niche.
“Fewer clients. Less money. More attention. Caring for them.”
“Fewer clients. Less money. More attention. Caring for them.”
For the past few years, I've been writing a series titled "New to Copier Sales..." for The Imaging Channel, here.
I'm bringing it back.
I know that there isn't a shortage of 'know-it-alls' out here - the cyber-world has always been populated with bloviating pontificators - I'm not looking to compete with those folks. All I know is that for the last 20 plus years, I've been involved with sales teams selling and prospects buying. I've been on BOTH sides of the sales table.
The process is simple. Ask a question, I'll give you an answer. The question can be about anything: selling copiers, managed print services, uniform rental programs website design, and anything in between. "
For example, Fred Farkel from Flint, Michigan asks,
"Greg, I've been in copier sales for 60 days and I haven't sold a thing. My manager is all over me to sell something, anything. How can I turn a quick sale? Can I do anything to get my manager off my a$$? - Fred.
My response might go something like this:
"Dear Frustrated in Flint,
Quit.
Yours very truly,
G"
Of course, I'm kidding. (sorta)
"Dear Frustrated in Flint,
I am sorry to hear of your challenges in the 'thumb'.(Mid-Michigan) Sales managers like yours are the bane of our industry. Regardless, here are some ideas your manager should have already reviewed with you:
Remember, you're looking for quick transactional, turns the above ideas are short term answers in a long term game.
PS - Seriously, if your sales manager is all over you so early, keep your resume up to date.
Do you have a question? Click here. What have you got to lose?
"Help me, help you."
Cheers!
Hewlett Packard announced today the existence of HP-researched and developed UAPs commonly known as UFOs.
Throughout the 70s, HP in cooperation with PARC, worked with DARPA to reverse engineer technology not sourced from any country.
Speaking anonymously, an HP source said, "We've been testing gravity-generating engines for years and although we've been able to lift these devices a few feet off the ground, we have no idea exactly how these machines work."
The leasing company bills the ultimate customer periodically until the cost of the machine to the dealer and profit is covered.
Benefits to each player:
Example:
A customer wishes to 'own' a large piece of equipment. The purchase price is $20,000.00. Instead of paying 20k all at once, the customer would like to pay over time.
The dealer would like to sell the customer equipment, installation, and software needed for the device to function. The dealer cannot offer pay overtime to the customer directly.
The leasing company approves the client and the sale moves forward.
Back in the olden days, 2007 or so, I came up with three stages of managed print services. This model was designed for my MPS practice, not necessarily for the industry, and I used it to help explain the MpS procedure to clients and co-workers. In less than five minutes, the prospect had a basic idea of the stages, procedures, and expectations of our program.
As time went by, every OEM, MPS dealership, and software provider had their version of the MpS process.
HP had a similar idea but the one from Photizo matched and improved upon my vision of the stages. Photizo even came up with a more detailed approach reaching into a Fourth stage.
I'm not saying this is the ONLY managed print services model, it was mine. There are just as many MPS models as there are definitions. All of them are good, each has shortcomings.
Ideally, I was trying to design a process that could be applied to more that managed print services like workflow solutions and business process optimization. I figured every opportunity can be broken down into three stages, Control, Optimize, Enhance.
That makes sense, right?
Unfortunately, many of the models ended up being pure marketing as deliverables rarely matched the original plan. Like most innovations in the industry, we first argue “it will never work for me…” then jump on the bandwagon. We then focus on price, commoditize the service into a box and accelerate the race to the bottom, dumbing down the concept and cutting pricing.
MPS became little more than automatic supplies delivery and on-site service, billed per usage. Managed print services devolved into “managed toner delivery, at the lowest price…”
Regardless, today the industry seeks out pivot points with many players getting into managed services - something I've been a proponent of for a decade.
Naturally, because I was building an MPS practice inside a VAR, I was looking for a way to ease copier dealers into the IT realm, to include IT salespeople in the MPS equation, and fold managing output devices, business processes, and IT assets in one agreement.
MpS deserved a screen in the N.O.C. Managed services was the future and MPS was the way to get there.
From Carl Schell, Keypoint Intelligence.
Four quick questions about managed print services:
"The concept of managed print services (MPS) has meant a lot of different things to a lot of different people over the years, by definition and in revenue. Is it just about A4? Auto-replenishing of supplies? How deep and wide can it go? MPS has evolved to be anything a dealer wants it to be, for lack of a better way of putting it. It’s elastic, flexible. One thing we can all agree on, though, is that taking a consultative approach with customers leads to better relationships and greater financial success for all parties.
And because of that, it takes an exceptional listener to execute and deliver on managed print services. Greg Walters is that exceptional listener. While he started his career in IT, he’s been immersed in the print industry for a while now and currently finds himself working with clients on MPS deals, specifically—surprise, surprise!—A3. All of this is quite ironic seeing as, in 2008, Walters created The Death of the Copier, a website that’s still going strong."
Read the rest, here.
"Remote work is accelerating the A4 shift at lightning speed, ransomware and bad actors heighten the need for analog backups (paper), user authentication and print tracking/control are becoming normal, and that all adds up to new ways of doing business and new opportunities to manage that print."
So when the fear of Covid sent everybody home to work, my environment didn't skip a beat. Remote selling, online marketing, virtual meetings, and Zoom sessions became second nature to the rest of the world.
Welcome to my world.
As #WFH becomes standard, the powers that be will attempt to define, moderate, and ultimately fashion the model into their likeness. That will not work.
This concept is bigger than this small tome. Today, we'll talk about selling copiers(or anything else) in this new land of "work from anywhere". - GW
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Are post-Covid cube farms the new plantation? |
'You can't stay home in your pajamas all day!': NYC Mayor Eric Adams says workers must get back to the office because work-from-home policies aren't economically sustainable for the Big Apple and New Yorkers need to 'cross-pollinate ideas and interact'.
Much is being said about how the work-from-home movement will negatively impact the corporate culture.
What is Corporate Culture:
"Corporate culture refers to the beliefs and behaviors that determine how a company's employees and management interact and handle outside business transactions. Often, corporate culture is implied, not expressly defined, and develops organically over time from the cumulative traits of the people the company hires." - Investopedia
Long established and organically grown, corporate culture resists outside influences - you, as a salesperson are an outside influence, especially in the post-Covid age.
Today, implemented managed print services still presents a shock to the system and a threat to the 'how we've always done it' position.Visualize an MpS implementation as an enhancement to your customer's existing workflow.
One of the first articles I wrote was about implementing a managed print services program and the risks of ignoring corporate culture in the process.
Back then, we were concerned about the impact of reducing devices on the way people felt about their jobs. MpS engagements were new; they changed the way toner was ordered and revealed how the number and location of devices could be a shock to the system.
Today, implementing new services is a shock to the system because it threatens the 'how we've always done it' position.
Visualize an MpS implementation as an enhancement to your customer's existing workflow and be 'like water.'
Workflow is about optimizing the processes of everyday business tasks. In other words, it’s how work gets done. Change is guaranteed, and the corporate culture at the organizational, departmental, or personal level can’t help but be influenced.
I once heard a really smart guy say, “Culture kills process every day.” It’s something we should all keep in mind.
“Managed print services is the active management andoptimization of business processes related to documents andinformation including input and output devices.” - MPSA
You’ve heard it before: “You’ve got to create content.” Your LinkedIn feed is probably littered with all sorts of influencers pitching their personal branding and content generation classes.
Distinguishing yourself through content is undeniably effective, but how? Adding one more task to your selling process is daunting. But writing about how you’ve helped others is a great way to project expertise and build credibility. Above all, writing can be a catharsis.
That’s the trick to good content — write for yourself, to yourself. There are two basic audiences: those in the industry — coworkers, vendors, and the like, and those on the other side of the table — prospects, and customers. Talking with either audience requires relevant ideas, subject matter, and empathy. Put yourself in their shoes. For example, if you recently had a great prospecting or cold-calling experience, tell the story. The odds are good that not only will your peers find it interesting, your prospects will as well.
Remember, they sell things too.
Read the rest here.
this doesn't mean you shouldn't seek out folks who have been on the path before you; Those who have developed a palate like you're attempting to do.