When we’re introduced early in the process and engage directly with clients, we win 9 out of 10 opportunities. However, when our proposals are funneled through partners, our chances of success drop significantly—it’s almost a coin toss.
Here’s why early introductions are crucial, using copier lease expirations as an example, which is a common entry point for us. While our partners do an excellent job of identifying expiring leases and service contracts to get us started, that’s just the beginning of the process.
In most cases, the incumbent provider has a relationship with the client and speaks directly to them. If our proposal is simply emailed to the client without our involvement, we miss the opportunity to explain how we’re different and the unique value we bring.
When we’re introduced early, our first step is to analyze the lease expiration date. But it’s not just about spotting "gotchas" like auto-renewals that can extend agreements if the cancellation window is missed. These terms can be tricky, and we know exactly what to look for to protect clients from paying more than they should.
Next, we thoroughly examine the service agreement, focusing on two key hidden costs:
These are common tactics in the copier industry. By introducing us early, we can help clients avoid these costly pitfalls.
Many copier reps push the most expensive machines, often to earn higher commissions. At TotalPrint USA, we prioritize understanding the client’s actual needs. For instance, if a client doesn’t use large paper sizes, they probably don't the need the Cadillac of copiers. This thoughtful approach saves clients significant money.
Unlike copier reps, who are known for aggressive, high-pressure tactics like unannounced visits, we take a trust-based approach. As experts in this field, we build relationships by listening to client needs and offering tailored, lease-free solutions that provide flexibility, cost savings, and long-term satisfaction.
Remember, registering opportunities in the portal protects your interests and ensures you’re first to claim the deal. The first to register gets the business. By introducing us early, you’re positioning yourself—and your clients—for a smooth, successful transition.
By getting our experts involved early, you set the stage for success. Partnering with us means offering more than just a copier; you’re providing a flexible, long-term solution that ensures your clients’ success.