New to Copier Sales: How to Sell at a Higher Price

For the SMB, “How do I sell my stuff now that pricing has increased?” is a classic question, if not a timeless one. In the post-COVID era, rising costs across the board for everyone is the new reality.

First off, we’re all in the same boat when it comes to cost increases so broaching the subject with your prospect should not be a surprise.  But in selling, it all comes back to value balanced against “costs.”

Here are some ideas to help you sell higher price.

Acknowledge the issue – internally.

Your prospect is experiencing higher rates everywhere, so you don’t need to mention supply chain issues or rising fuel expenses as it applies to their specific solution. I’m not suggesting you ignore the realities of the economic challenges; rather, it is safe to assume your prospect already knows about rising expenses, so don’t be intimidated about talking about the stressful concepts...

Read the rest, here.

Higher Ed Is Out of Touch

"Five Skills College Students Will Need for Their Future Careers" - WSJ. #Paywall: but come on!  

New classes in AI ethics, climate-friendly design and how to be an entrepreneur in the metaverse are coming to campus

No Way is higher education future-ready by promoting TOPICAL curriculum.  By the time the TA gets a syllabus together, it is obsolete.

Arm your students by teaching them the basics. Teach them HOW TO LEARN real world, on the street, business acumen, instead of empty course work designed to increase tuition, and sell professor's books.

Maybe the fall semester should include, "How to deal with a Recession.", "How to lay off employees during an economic downturn." or "Keeping the Social and Business Issues Separate."

But what do I know...

Week 15 - July 15

Walt's Spin

"What's old is new." A statement uttered by countless generations before and leagues to come. For me, and I am sure many timeline-compatriots, today's world seems eerily reminiscent. Certainly not identical, and more than nostalgic. More like a Renaissance.

Managed Print Services is still alive and experiencing a bump. Partly due to some pent-up demand and a reduction of IT resources.

The demand is provisional. I still believe pivoting into IT services is possible, not strictly because of an existing print-centric relationship as much as the supporting infrastructure of MPS practices is a solid foundation for the transition.

Sales and marketing will shift demographics and talk tracks, but needs assessments and proposals are parallel paths. But again, the demand for IT services has a shelf life.

Consolidation runs rampant, and the larger, establishments remain overconfident in their temporary position.

Smaller, more agile companies bite at their ankles, stirring up turbulence and poised to disrupt the onetime disruptors.

 

On a more celestial stage, the Webb telescope released stunning photos of our both crowded and sparse galactic neighborhood. The pictures are sure to give a great perspective.

The DOTC Office Technology Partnership Ecosystem continues to grow as we welcome All Associates to the realm. These guys have been measuring office output usage and Running Up That Hill, since the 80s.

Have a great weekend!