In a market full of stiff competition, an economy facing unprecedented headwinds, and an industry undergoing rapid change, the path to long-term growth can’t be successfully navigated with old ways of thinking.
You’ve heard the old adage that the ‘customer is always right.’ And the thing is…they’re not. Office equipment buyers will insist they provided you documentation they didn’t. They will complain their invoice is wrong, when it isn’t. They’ll say no one explained how the lease was going to work, when you begged them to pay attention while walking them through everything in your office. No, they’re not always right. But they are always the one that pays the bills so finance administrators are stuck having to manage their ‘perceptions.’ Here are five big tips to handle the not-so-easy customer (taken in part from Rhett Power, a business consultant and coach):
This is going to sound familiar to a lot of businesspeople. You’ve got some equipment you suspect is running on borrowed time. It gives you a little trouble once in a while. Or maybe it doesn’t, but it has kept chugging along well past its expected expiration date. At some point – possibly at the worst possible time – it’s going to give out.
There are times when you need to supplement your existing bank lending relationship to move your business forward. Banks are lending as aggressively as ever to support your needs in this challenging time.
Your dealership’s best salespeople share similar characteristics. Persistence, work ethic and dedication, for sure. But the best of the best are also great storytellers. The ability to help prospects connect with your solutions by sharing a story of how it worked for someone else is very powerful.
Does money talk stall your sales conversations? If a sale runs into trouble when the financial aspect of the deal comes up, one of four objections is often the leading culprit.
Did the amount of office technology needs evaporate in 2020? Or did the nature of the need change? I’d argue that while the shift was sudden and dramatic, office technology need not only didn’t wane, it accelerated. Work from home, cloud-based print, and a host of other needs that were value-add solutions became massively mainstream and in high demand.
Should buying equipment be a transaction, like buying groceries? Most business owners have an ongoing need for commercial equipment, just like you have an ongoing need for groceries. It’s natural to think about buying as independent, one-off transactions.
Should your sales team have some vertical market specialists on it? A recent survey points to a few interesting facts that indicate you should consider vertical market specialists if you don’t have them already.
Funding your plan to adapt to a quickly changing marketplace can be hard on cash and credit lines. But not with LEAF CapitalNow™, a simpler and more flexible way support your path to long-term financial success.
Funnels and pipelines. Sales is full of references to keeping the “flow of business” moving. But the secret to building long-term recurring revenue (and revenue in general) has less to do with bringing in new customers than how you renew existing ones.
Recovery from economic distress requires more than a plan. It requires capital. Cash reserves are a precious commodity when enacting a plan to climb out of recession because upfront expenses outpace how quickly you can collect on new revenues. One of these upfront expenses is often equipment.