Best Practices when Driving Office Equipment Sales in 2021
After the 2020 dip in the enterprise print market, Gartner’s forecast on the market notes that 2021 is a year of recovery with a new focus on added print services and software. As the world returns to normalcy, and organizations foster a hybrid workplace format, equipping your sales team with the right knowledge, skills, and techniques is paramount in order to build back stronger, and hit your growth targets in 2021.
We all know that customers are always looking for the best assets, at the best price, but as a result of the pandemic, they are increasingly mindful about using their equipment and technology efficiently and preserving cash. That is where having a strong payment solution process will help your sales teams close the deal.
Personalize the Approach
As your customer’s office equipment and technology salesperson, you are their trusted advisor and consultant highlighting how the right tools will help their businesses succeed. That includes ensuring that they have the best financial solutions to complement their cashflow, budgets and financial goals. Getting that right can ensure a long-term partnership over a one-time sale. One way to build that trust is by truly understanding your customer's needs and personalizing the experience to fit their unique challenges. Those challenges will look different today than they did even just two years ago as companies begin to revamp their offices spaces to embrace the pandemic-induced hybrid work environments. Businesses everywhere are looking for new ways to preserve capital, simplify processes, and begin reinventing their workspace for a flexible and hybrid environment. Additionally, that means customers are looking for more than the hardware itself; they are seeking added print services and software bundled together from a single provider. Spending on print services is expected to increase by 17.9% through 2024. When you use DLL as your payment solution partner you can provide your customer the flexibility they need with the simplicity of a single lease, and single invoice.
Avoid Offering Too Many Options
Too many options may overwhelm customers and prolong the decision period, ultimately damaging conversion. Customers are looking for tailored solutions that are directly aligned with their goals. According to Deloitte, while customers may want choices, endless options create a choice overload and decision paralysis. Taking a consultative approach to the sale by adding value and not overselling, may increase customers confidence in their decision. Customers want a simple, straight forward, and transparent process. Offering just two or three tailored options or paths for the customer to consider may avoid decision paralysis and increase sales. This gives them flexibility, while showcasing the value of you as a strategic partner and providing financing solutions that fit their unique goals.
Lead with data
It is no longer enough to rely on experience and instincts when it comes to closing a sale. Salespeople must lead with concrete data that supports their value proposition, products, and services. When it comes to office equipment and technology, particularly in a post-pandemic market, it is crucial to add value through data and insights as business owners and decision makers determine their workplace strategy. According to McKinsey companies that inject data into their sales process are between 5% - 6% more profitable and productive.
To learn more about offering the right office equipment with added print services and software to your customers, contact us today.
