Over the past week, I had the honor and privilege to be a speaker at the annual BTAS conference in Sydney, Australia.
Business Technology and Services (BTAS), is Australia and Asia Pacific’s premier event for dealers and resellers in the office equipment, document solutions and managed services arena. The conference has a growing international reputation of eliminating the sales pitch — which can often blur dealer conferences — and cuts right to the chase with relevant educational content and innovative speakers.
On day two of the BTAS Conference, I co-presented with my close friend, Darrell Amy, as we introduced “The New Sales Playbook.” To set this up… The copier industry today has a mixture of old sales practices, new sales practices along with the ever-changing buyer habits copier reps must navigate through. Social media and the internet have forever changed the way copier reps communicate and continues to transform customer buying habits. The copier industry is in dire need of a new sales playbook. This playbook incorporates social media, social selling, and the web; in conjunction with proven traditional sales skills as copier reps guide the customer at every point through their journey.
As a recovering copier rep, I know firsthand the power of prospecting and the impact this has to your sales funnel. I am firm believer in “Old is forever new” as this sets up the stage for “The New Sales Playbook”. The way copier reps have traditionally filled their sales funnels has been through phone, cold calls and email prospecting. Still a relevant means today though in some areas the return on investment yields diminishing results.
The New Sales Playbook incorporates the foundation of “Old School” but integrates “New School” methodologies around the relationship funnel. Without nurturing a relationship funnel inside the new sales funnel this will lead a copier rep to disastrous outcomes. The relationship funnel incorporates the use of social tools such as LinkedIn and Twitter integrated within the foundation of sales prospecting.
Within our presentation, I shared with the delegates just how powerful the relationship funnel can be.
I am a firm believer, as a copier rep, you are one degree of separation from your best sales opportunity. The issue lies in the fact most don’t ask for help.
Here Is How I Can Relocate To Sydney, Australia As A Copier Rep And Crush Quota Within 12 Months!
So here we go… if I were to relocate to Sydney, Australia (7,500 miles from Los Angeles) I could walk right into any copier dealership and from day one be productive. This is possible through the power of my network. The screen shots through advance search proves the point.
Through advanced search I am looking for finance directors currently employed within a 40 KM (25 mile) radius of Sydney, Australia which are 2nd degree connections and or group members.
Look what is in store for me… 177 Finance Directors to reach out to based on the power of my network. On day one, I can start to leverage my network to be introduced to 177 finance directors. Need I say any more! In less than 12 months, quota will be crushed!
Hello folks, a strong network is like money in the bank. Your network can help you build visibility, connect you with influencers, and open up doors for new opportunities. Building and nurturing a network is one of the most powerful things you can do to support your career advancement as a copier rep. All too often, most networking efforts are just social, haphazard, and as a result, ineffective.
Copier Reps… Want to crush your sales quota then build social capital!
Simple Steps to Build Social Capital
1. Network proactively – Networking proactively provides a huge advantage by laying the groundwork with a powerful collection of people who are willing and able to speak for you on your behalf. Your network is there for you when you need it because you’ve built the social capital.
2. Build a diverse network – Network effectively by moving out of your comfort zone and identify people who can help your career, not just those people you like. In building a diverse, efficient and open network think of relationship building first.
3. Think strategic – Strategic networking is more than socializing, it’s creating solid relationships to support your business development efforts. It takes focus and intention to build a network, but it’s invaluable for your professional development. Identify who you know and who you need to know to help you reach your targets as building a powerful network will support helping you surpass your sales benchmarks.
4. Build relationships – Effective networking requires more than connections, it requires cutting through the B.S. and clutter to focus on what matters which is real, authentic and mutually beneficial partnerships. Your success as a copier rep depends on relationships selling and customer loyalty.
“Be Authentic, Be Genuine, Be Real, Just Be Yourself”
Let’s set aside the excuses, the egos and the fear! The time is now to build upon, expand upon and nurture your network. You never know as one day you may want to relocate to Sydney, Australia.
