Comparing to last week, the meetings I had scheduled this week were a success! My meetings were at a doctor's office and a pharmacy.
The meeting at the doctor's office went well. But for now, there's no sale opportunity because they are in a new lease. This information should be known prior to the meetings, which is why we've transformed our phone scripts a bit. Hopefully in the near future, the office manager will consider doing business with Tri County Copiers.
My second meeting was with the pharmacist owner and manager. We got to review his current expenditure on cost per impression, toner and paper usage. After going through a brief introduction of Xerox's offerings, he seemed very interested. Within the next week, we should have an exact idea of their current lease pricing, and how we can help. I think we can really offer something that would increase their productivity, while being easy to use.Both meetings went very well and it was great watching Paul communicate Xerox's value in a short period of time.
Last week I had the opportunity to experience this step in the process, with one of our prospects. Firstly, we began by developing the proposal that we were going to present. The proposal contains the device or solution that we choose to present to the customer, that will best meet their current and future needs of office equipment. We develop the proposal by using the information that we gathered from our previous conversations with the potential client. The proposal also includes financial information; such as the lease cost, cost per print of black and white, cost per print of colour, and how we compare to their current provider.At the meeting, we also bring some brochures that contain visuals of the product that we are presenting. The brochures allow the client to see what they are being offered, and the device that they will get if they choose to do business with us. At the meeting, we also go through the features that we think will make an impact on how they conduct their business.
One solution that Xerox devices offer for the workplace is mobile printing, allowing people to print directly from their mobile devices when on the go. The meeting was led by Paul, and I sat on the sideline and soaked up as much information as I could on how to run a meeting. Overall, the meeting was a success and we are now waiting for a response to our proposal.
We've talked about telemarketing before. This week was somewhat different. Instead of calling places we've cold-called on before, places were chosen based on our Vertical Attack Packs. Rejection is very common when it comes to telemarketing. At this point, we're definitely getting more comfortable with it. Instead of strictly just asking for a meeting, we're trying to get more valuable meetings. To do this, we've altered our scripts to include the "qualifying" questions. As a refresher, these include how much paper they're using, their current equipment, amount spent on toner and how many employees use the devices. This gives us a background to work with instead of going into the meeting knowing absolutely nothing! It's been a bit more challenging trying to get people to participate in a survey. Most people just don't want to take the extra time to answer any questions. For the ones that do answer, a mutual benefit is gained. It gives us an opportunity to introduce ourselves and talk about how Xerox overcomes workplace document challenges.On our side of the phone, telemarketing is a great way to build confidence. One of the most common fears people face is public speaking. Most people get nervous, start stuttering or completely forget what they were trying to say. Even though we've created scripts, the other person on the phone can throw any curve-balls! It's always best to feel comfortable and be quick to respond on the spot. During each call, it's important to write down the most important words of exchange that were said from the participant. The information should then be recorded into Insightly.
Mobile printing is a key feature in Xerox's multifunctional devices that opens up new possibilities for printing in today's office environment. This is convenient, allowing you to print from any mobile device or tablet of your choosing. It is compatible with Android and Apple smartphones, tablets, etc. An example of this is a realtor who is out of the office with one of their clients, and needs to print a contract for the sale as soon as possible. Mobile Printing allow the realtor to print the document from their cell phone, and then they can go back to the office with the client and sign the contract. The result is a satisfied customer, who didn't have to wait for the paperwork to be printed off in order to buy their dream house.Xerox Mobile Print also gives you the ability to preview queued jobs before printing, and set the print options directly from your device. The feature is also simple to use and doesn't require any client software or printer drivers to be downloaded. Printing can be done through your email, or using one of our applications. In addition to being a convenient and a simple feature to use, mobile printing is a secure way to print. The mobile printing feature can restrict certain employees with access to the device. It blocks anyone else who tries to print to the device. The Xerox machine can also hold documents that are printed from a user, and only release them when the person logs in. Overall, mobile printing is designed for a work environment where individuals are on the go, or are in need of a quicker printing method. Mobile Printing feature is one of many solutions that Xerox devices provide to their consumer base, in order to improve their business and work environment.
Stay tuned for how our co-op evaluations go next week
Thanks for reading our blog!
Michel & Santeena
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