Hall of Fame and National Football League head coach Bill Parcells. When asked if his mediocre team were “winners or losers” Parcells responded…
“You are what your record says you are”
The Copier Sales Rep Test…
If it looks like a copier sales rep, acts like a copier sales rep, and speaks like a copier sales rep, then it probably is a copier sales rep.
The truth my friends, quit hiding behind your business cards while dressing yourself up with fancy shmancy titles such as; Solutions Consultant, Document Management Consultant or better yet, Senior Solutions Architect.
The old saying, “A picture speaks a thousand words.”
Mirror mirror on the wall, what do copier sales reps LinkedIn profiles reveal about them all?
YOU GET ONLY ONE DIGITAL FIRST IMPRESSION
Whether you like it or not, your digital presence is out there and people can find your copier toner footprints.
Unless you’ve been living in some remote rain forest for the last 20 years, the stark reality is we have all moved into the digital age and have accepted the internet as a way of life for communication.
Information now travels instantaneously, network connections are made every day and first impressions are made without our knowledge.
If you can’t do the little things right, how can you do the big things right?
TOP CONCERNS EXPRESSED BY COPIER SALES REPS
- Nonexistent net new sales opportunities
- Difficulties cracking the C-Suite
- Hard time creating unique differentiation
- Effectively opening up new conversations
When a potential client lands on your LinkedIn profile, their opinion about you will be made at that very moment. Whether you believe it or not, if you fail to make a good impression you may have lost them forever.
I don’t care how great of a sales rep you are! It is not about you!
After all, there are plenty of other well qualified, subject matter experts out there worth finding out about, connecting with and forming a relationship.
THIS IS WHY YOU ARE WHAT YOUR LINKEDIN PROFILE SAYS YOU ARE – A COPIER REP
With nearly every business transaction in the United States today starting out as an online search or visit to a website, how much business are you potentially missing out on because your LinkedIn profile positions you as a copier sales rep? When referring to “nearly every transaction,” that’s because “89% of B2B transactions begin online”, according to Google research.
Look at your LinkedIn profile… Pretend you’re a potential client and ask yourself…
Would I buy from myself based on what I currently see on my LinkedIn profile?
YOUR HEADLINE SCREAMS SALES REP
Copier sales reps are enamored with their titles. How many C-level business executives are chomping at the bit to meet with you based upon your title?
The opening act to your professional story and your LinkedIn headline screams, “Hello all, I am a sales rep.” Albeit, you are a sales rep but what makes you any different than all the others?
Done well, your LinkedIn headline can be used to promote your brand statement, your most enticing expertise or your all-around problem solving skills. The value you provide must be conveyed through this message.
YOUR SUMMARY SCREAMS ABOUT ME
Hey, look over here, look how great I am. With a quick 10 second glance, Mr. or Mrs. C-level executive spots your summary… BAM!
“Our branch finished the year as the highest grossing sales team in the company. Personal sales totaled over 1 million and I finished as the number 1 rep in the company. Goals are to continue trending upward in both sales volume and sales reps. I want to triple the size of my sales team by the end of the year and move into a larger office. Please contact me if you are interested.”
“Top-producing Sales Leader with extensive experience driving strategic sales planning & execution, enterprise account management and business development. To date, I have been recognized with 13 President’s Clubs Awards, 4 Regional Top Sales Awards, and multiple Leadership Awards.”
What value are you bringing to the businesses you work with? How are you addressing the challenges businesses face in today’s marketplace? What problems do you solve?
You must differentiate yourself from the copier wolf pack and get the right people engaged with you. Provide them a sense of confidence in your abilities as you share your unique promise of value.
YOUR EXPERIENCE SCREAMS ALL ABOUT MY COMPANY
Most copier sales reps will copy and paste bullet points from their resumes into the experience section. Better yet, I have worked at this dealership from this date to this date. How original!
Here is some ingenious creativity at its finest…
“We specialize in the complete lines of Canon and Konica Minolta document imaging systems, multi-functional devices as well as print management solutions, document storage and retrieval systems.”
“When you work with us, you work with a team of business solutions specialists who take pride in their work and reputation. Our Senior Management team has an average of 20 years of industry experience. Our tremendous growth and success is attributed to the shared goal of every team member to take care of the customer, first and foremost. It is our straightforward and honest approach to simplifying document workflows that has earned us national awards for service, support and customer retention.”
Think of removing doubt and eliminating risk for your potential new client. What do you do for your clients? Why does it matter? Why does it work so well?
What value are you providing to your clients?
BONUS TIP – YOU POST PICTURES OF SHINY COPIERS
You have difficulties creating differentiation, you have difficulties opening up new conversations, you are having a hard time cracking the C-Suite, your profile positions you as a copier rep and the best one yet; you feel compelled to post pictures of bright shiny copiers. Let’s be honest here for a moment, what C-level executive who happens to be cruising through their newsfeed is going to stop and say to themselves, “I can’t wait to have a conversation about this nice shiny copier.” Stop it!
GET THE LITTLE THINGS RIGHT
From generating new conversations, opening up new business opportunities or from a brand development point of view, how much passing traffic can you afford to lose because of the way you look?
We all know how much prospecting you are doing!
Gaining trust and loyalty from your networks and connections is the goal of every copier sales rep. You may not like the fact you are being judged, but it’s a reality that has to be accepted in today’s business world.
Your online strategy drives your digital first impression. Your digital first impression is hopefully one that can secure you a meeting with a potential client or get more familiar with a current client.
In the real world you rarely get a second chance to make a good impression and it’s highly likely as well in the world of social media, you probably won’t either.
After reading my post, look back at your LinkedIn profile and think of Bill Parcells then recite to yourself…
I am what my LinkedIn profile says I am – A Copier Sales Rep
I understand where you all are coming from. I have walked a day in a life of your shoes.
I am fully committed to helping your sales team integrate social selling into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.
“I believe Larry to be the best kept secret in the copier/MFP industry. Larry has ideas that will make your stomach turn if you are an old school copier rep and stuck in the 90’s. He is bold, he is smart and his training is invaluable. If you want to keep up with the next generation of sales people then I recommend you hire Larry and do it NOW, or else you will get left in the dust. My sales have increased and the quality of my relationships has gone through the roof by utilizing social media and Larry’s teachings. So, for a good time, call Larry!” Dale Dupree, North American Office Solutions
In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image
You can find more blog posts inside the Social Sales Academy website.
I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy