Last week we had the opportunity to catch up with customers, friends, and peers in Asheville at the BTA Fall Colors event. It’s been great to finally be back on the road connecting and collaborating with industry thought leaders, as there was much to talk about! The lineup was very informative and provided a lot of content relevant to the industry today. I share my top three takeaways below.
I am the mother of a teenager, and with that comes many requests to go shopping for clothes. When I shop, I am the type of person that likes to stay focused and get what is needed rather than look around and end up with unnecessary purchases. This buying style is why I tend to avoid sales associates who try to get me to buy more than I need. But not too long ago, I was on a shopping trip where I was approached in a much different way. My son and I entered a store and were greeted by a young girl, “Good afternoon to you both. My name is Stacey, and I am here to help make this a productive shopping trip for you. What brings you in?” I was so taken aback. The clerk was more interested in our experience than making the sale. Still, I said the usual, “We’re just looking.” She then looked at my son and said, “I bet you are looking for something in particular: Any end of summer parties? And school is right around the corner and that means homecoming will follow.” She then helped us buy exactly what we needed and nothing more. She made the sale, and we got what we came in for quickly and without hassle.
Be it printers, computers, or software, when your customers set out to buy office technology, they have many choices ahead. They’ll need to determine what it is they’ll need, who they’ll buy it from, what their budget is, and whether they’ll acquire their equipment via cash or financing. As an office technology dealer, it’s up to you to help them through the sales process so when it’s time to make their decision, they are confident they are equipped to make the right choice for their business.