Finding New Buyers in Existing Accounts

FINDING NEW BUYERS
If you are selling only copier supplies and would like to increase sales, one way to boost supplies revenue is to offer printer supplies. And while some printer supplies do not yield as much profit as copier supplies, there is another benefit to offering additional products. You may find NEW BUYERS.

I have found in many businesses (end users) the person who buys copier supplies is often NOT the same person who purchases printer supplies.

If you are selling only printer supplies you can generate additional revenue by marketing copier supplies. You can easily find both OEM and generic copier supplies from wholesalers. Click here to get names and telephone numbers of wholesalers on our suppliers page.

CAUTION: Start with OEM copier supplies

I recommend - if copier supplies are new to you - it would be best to offer only OEM in the beginning. Reason: Your customers who are currently buying OEM copier supplies from the dealer they bought the copier from may be reluctant to switch to generic supplies.

BENEFITS: MORE THAN INCREASED SALES

Have you ever been in a situation where you are dealing with one buyer in an account and suddenly that company stops buying from you? You call but can’t get through to the purchaser and you end up leaving messages on voice mail or with a secretary.

What do you do?

If you have been dealing with just one buyer, you may be stuck. But when you have contact with and sell to more than one buyer in that company, you have sources within the account to get information from.

Because of changes in ownership and management in many industries, purchasers often are promoted or downsized. Suddenly.

ASK THE RIGHT QUESTIONS
To get a list of questions to ask - along with scripts and script-writing guides for most situations, use the book Telephone Sales Scripts.

Linda Benson, Supply Sales Manager at Doering & Brown said:

"After using Ann Barr’s Telephone Sales Scripts, my sales went from zero to $60,000 a month! Anns books are a shortcut to success!"

Click here to get INSTANT ACCESS to Icebreaker Sales Scripts! You can order Telephone Sales Scripts for only $25.00 U.S. and download in LESS THAN 5 MINUTES!

GET NAMES
Always find out the name of a new purchaser, instead of asking to be transferred to that person. If you can’t get through or are somehow disconnected, you will at least have the name. If you aren’t able to reach the new buyer by telephone, write an introductory letter on your company’s letterhead stationary. Ask permission from your contact to use his/her name in the letter. Follow up with a phone call five or six days after you mail the letter.

About the Author

Reprinted with permission
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