We are all set.

Fellow document consultants may be able to understand this dreaded response that is so often heard when we initially market our services. Here is the scenario; you meet a President of a company that has 50 or more printers and copiers in his business. You ask him, 'suppose we could improve your printer fleet and reduce your costs associated with your fleet by 40%, what would you say?" And they respond with the dreaded, "We are all set" or "We have contracts for that stuff", etc, etc, etc.

Many of you are as passionate about your solutions and services as I am and are probably frustrated by these responses. Why the frustration? In my ten years of being in this business, I have yet to find a company that when completely open with me (trusts me) in regards to their printer and copier inventory and costs that I could not make recommendations that would greatly improve their fleet and recover cost. These great results are what cause us to be passionate about bringing our services to the market place.

So, when we here the 'all set' objection to our marketing we get frustrated. How to overcome this? I have come to the conclusion that most prospects have an initial distrust of us, because we are viewed as the dreaded sales person. Admit it, none of us love salespeople. Think about going to buy car, is dealing with the salesperson the favorite part of the transaction for you? Unfortunately, the bad feelings we naturally have for car sales people are probably what our prospects have initially for us.

I have been helped greatly in understanding this by a sales coach I hired over two and half years ago, Chris Socha with TEM Associates. If you are frustrated with your sales efforts or looking to sell more, you may want to have a conversation with him. Here is a link to Chris Socha.

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Goldmine in your business?

Is there a goldmine of untapped cost recovery in your business? Gardner group reports that companies spend on average 1-3% of total revenues on their copier/printer fleets. Our process of developing strategies to optimize an organization's printer fleet typically recover 20-47% of this spend!

In today's ever increasing competitive atmosphere and tough economic times, it may make sense for your comapany to be sure you are not bleeding money in your printer fleet. Want to make sure you are optimized and determine if there may be an oppourtunity to recover as much as 1% of your total revenues and return them to your bottomline? If so, give me a call @ 860-985-8960.

Improve your companies IT experience

With the economy in a rut, businesses are looking to cut costs wherever they can and technology is usually the first place they look. We have partnered with NowITworks because of their awesome client service and the niche service they deliver can have a huge impact on many businesses bottomline.

In 2008, NowITworks had three large companies that decided to outsource with them rather than maintaining internal staff. They were able to save each company thousands of dollars on their costs and still offer more maintenance and proactive services. It made sense to them to have an outsourced department of skilled technicians proactively working 24/7 rather than one employee who only works 40 hours per week, not to mention the costs associated with hiring and maintaining employees (sick time, vacation, workers comp, etc). This may make sense for your business.

To learn more check out their website, www.nowitworks.com