3 Features You May Not Realize Are Available on Your Copier

Extra ExtraThe number of functions and features available on Konica Minolta multi-function printers and copiers is astounding. In fact, we find that there are so many options available that often businesses are not always aware of everything their printer/copier can do. There are features that you may not be aware of that could be saving you time and increasing office productivity.

In this post, Chip Reihl, our general manager of sales, enlightens us on three features you can start taking advantage of at your office.

1.Mobile Printing App

As the workforce becomes more mobile, so are multi-function printers and copiers. No, the actual machine is not small enough to fit in a briefcase or purse—yet! You can take your printer or copier “with you” with the PageScope Mobile application for iPad, iPhone and Android devices. The app gives you the ability to use your mobile device to print, scan and view documents. You can learn more about the app and how to set it up in this previous blog post about PageScope Mobile.

2. Secure Print

Does your office print and copy confidential or private documents? Prevent unwanted eyes from looking at these documents with secure print. You can send the document to your Konica Minolta printer or copier and have it held confidentially until you are standing at the machine. A confidential code can then be entered at the multi-function printer to release the document and begin printing.

3. New Scan Formats

The newest color multi-function printer units offer advanced scanning capabilities. Have you ever received a paper document from someone that you wished you could edit? Up until this point, it required retyping the document to make your changes. With the new scan formats available from Konica Minolta, you are able to scan your document and convert to a Microsoft Word or Excel document ready for editing. You can also scan to MS Power Point and make instant slides for a presentation.

Have you used any of these features at your office? Let us know how they have helped improve your productivity in the comments section below.

Interested in learning more about how the features of Konica Minolta multi-function printers can improve your office processes? If you are a business owner in Canton, Akron, Youngstown or Western Pennsylvania, contact us.

Sales is Just a Numbers Game

Sales is a numbers game, and I believe the number one reason salespeople struggle is because they simply aren’t engaging with enough potential buyers. They haven’t found the magic number for their industry.

When I talk about a magic number, I’m actually talking about a magic closing ratio, which on average is 5:1. That means for every five meetings with qualified prospective customers, you should normally close one sale. I’ve asked Chip Reihl to share his many years of experience in this numbers game we’re both familiar with.

In our industry – which encompasses copiers, printers, managed print services, document management and more – you’re pretty successful if you close seven equipment orders each month. Using the 5:1 ratio, you can do the math. That mean’s you’ve got to meet with at least 35 different prospects per month.

Of course, to get qualified prospects, you’ve got to do more math – and lots more calling. It takes about 23 “cold calls” to get one qualified prospect. So, if you need 35 prospects, you need to make a little over 800 calls. That sounds a little scary, right? Thank goodness for division because, over the course of 20 working days per month, that breaks down to only 40 calls per day. That’s a much more manageable number.

Then, if you’re doing well and want to take your game to the next level, simply tighten up the ratio. If you know your territory well, you probably have a good feel of who needs what the soonest. So, set up your calls in that manner. This normally will improve your success rate dramatically and may give you the option of making fewer calls and maintaining your present level or pressing on to a new level of success.

The numbers game is, in my opinion, the best way to work a sales territory and avoid the peaks and valleys of success that sales representatives often see. When you have frequent contact with potential buyers, you come away with four key benefits:

  • You are better at uncovering customers’ pain points.
  • You know how to solve those pain points with your products and services.
  • You improve your phone skills and your closing techniques.
  • You make future sales that much easier for yourself.

All around, I’d call that a win-win formula!

Headquartered in North Canton, Graphic Enterprises is a leading Northeast Ohio supplier of Konica Minolta copiers, printers and service.

Setting Goals in Sales and Life

Power of goal settingWhether you want to improve your sales, lose weight or even buy a new car, you need to understand how to set goals and apply yourself diligently to achieving them. I wholeheartedly believe in the power of goal setting because it’s been a key component in my sales and business success for years.

The following steps, as explained by Graphic Enterprises Sales Manager Chip Reihl, can help you define your goals – whatever they may be – and learn how to make practical forward progress:

Goal setting, at the start, requires having a mental conversation with yourself. Start by asking these questions,

  • What’s the benefit of this goal for me? Is this goal my own, or does someone else want this for me? To successfully reach a goal, it must be your personal goal.
  • Is this goal consistent with other goals in my life? Goals cannot be in conflict. For example, you can’t resolve to spend eight waking hours of every weekday with your family and also actively climb the corporate ladder. Those two goals don’t mesh well together.
  • Can I see myself reaching this goal? If the goal is too big or far-fetched, you’ll set yourself up to fail. If it’s not challenging enough, you’ll have little motivation and few achievements.
  • Will my life be in balance when I reach my goals? You don’t want to be more miserable when you finish than when you started. A good goal should help you maintain harmony in your life.

Once you’ve truthfully answered these questions, here’s how to set goals:

  1. Write it down. If the goal stays just in your head, you probably won’t accomplish it.
  2. Be specific. List details and a reasonable, yet motivating time frame.
  3. Break the goal down into bite-sized pieces. Create an action plan that’s consistent with your goal and keeps you moving forward, a little at a time. You need to compare long-range goals to the day-to-day goals (big picture vs. daily grind).
  4. List and identify any obstacles that may stand in the way. Decide beforehand how you will deal with these obstacles when they pop up. Be mentally prepared.
  5. Associate with people who will help you achieve your goal. Avoid those who will be negative about what you’re trying to accomplish.
  6. Make the goal as public as possible. Hang a sign in your office (or on your fridge) and ask others to help you stay accountable.
  7. Start now. Don’t wait for New Year’s Day or some other “perfect” time.

Today is the right day to set a goal and start your journey toward it. You’ve got all the tools you need to make a plan and achieve it.

Increase Sales by Understanding Customer Personality Types

Understanding Customer Personalities is Key to Selling EffectivelyI’ve been in sales for more than two decades now and have seen many things change in the world of print management services. However, even though copiers and printers continue to evolve, the personalities of the people who buy them have stayed the same.

If you’re looking for that “can’t-miss” tool to improve sales of whatever product or service you sell, then I recommend mastering the skill of identifying customer personality types and styles. I’ve invited our sales manager, Chip Reihl, who’s been in sales since 1992, to share what’s he’s learned about customer-focused selling:

Much has been written about customer personalities and personality types in general. Based on my experience, I believe most buyers can be boiled down to these four categories:

  • Competent/intellectual, which describes slow-reacting, risk-avoiding customers who focus on details and tasks.
  • Dominant/driver, which refers to impatient, action-oriented customers who are interested in quick results and tend to control conversations, resist supervision and question authority.
  • Steady/amiable, which covers the loyal, patient and relationship-oriented customers who listen well and reject conflict.
  • Influencer/expressive, which encompasses the impressive, articulate and people-oriented customers who like to be entertaining and tend to be impulsive.

What’s interesting about these four customer personality types is that people are usually a combination of two or more. But, under pressure, they will naturally gravitate to their prevailing trait.

Once you’ve identified the customer personality, here are some tips on effective selling that matches a customer’s personality:

  1. For a competent, streamline information, provide answers and make recommendations. Competents must believe they are making the best choice. Keep in mind that it often takes them a long time to make a decision, especially if they are concerned about missing the newest thing just around the corner.
  2. For a dominant, you should provide options, so they can pick the one they want. Dominants don’t want to be controlled; they want to make the decision.
  3. For a steady, provide assurance. People with this personality type don’t like change and need to feel safe with whatever product or service they pick.
  4. For an influencer, clarify the options and share testimonies about who else is using the product. Influencers often speak of grand plans but have a tough time getting down to details. Plus, they want feel accepted and look for accolades and rewards.

As I’m sure many other top salespeople will agree, understanding and responding appropriately to your customer’s personality may be the difference between closing a sale and losing one. I wish you success with your next sales call.