skip to main |
skip to sidebar
Short Answer: as often as you can! Prospecting is a wonderful way to initially engage a potential customer or to expand the service offerings within your existing customer base through deeper automated data collection and analysis including print device over and under utilization reporting. Whether you’re looking to gather data on a print environment in support of a proposal that you are looking to put forth, or just looking to add value to your current offering, it always makes sense to prospect with your DCA. Additionally, just about any account size can make sense to prospect in. It all really depends on just what you’re looking to accomplish. If your DCA is tied to an efficient MPS software solution, it will undoubtedly make you, the Service Provider, more strategic to your customers and prospects. And do remember that every one of your customers is someone else’s prospect! Your DCS should be tied to an MPS software solution that can manage and support any program type; whether that’s a All inclusive Cost Per Page, a toner only cost per page, a service only cost per page, a cost per device, a time and material (break fix) or any combination of the above. Flexibility in billing mechanisms is a key component if your want to reap high rewards from your prospecting efforts. If your end goal is to demonstrate that you can be more proactive and better equipped to understand and respond to devices needs, then prospecting will demonstrate that you have a strategic tool to accomplish this. If your goal is a continuation of traditional services to an account, (toner, service, or a combination of the two), the right MPS application can be configured to accommodate that need. If you are looking to provide an even more proactive, Cost Management offering, then prospecting with the right DCA can position and present your strategic capabilities. Prospecting will almost always lead to additional service within an account and is, therefore, a great sales generation tool. 
Short Answer: as often as you can! Prospecting is a wonderful way to initially engage a potential customer or to expand the service offerings within your existing customer base through deeper automated data collection and analysis including print device over and under utilization reporting. Whether you’re looking to gather data on a print environment in support of a proposal that you are looking to put forth, or just looking to add value to your current offering, it always makes sense to prospect with your DCA. Additionally, just about any account size can make sense to prospect in. It all really depends on just what you’re looking to accomplish. If your DCA is tied to an efficient MPS software solution, it will undoubtedly make you, the Service Provider, more strategic to your customers and prospects. And do remember that every one of your customers is someone else’s prospect! Your DCS should be tied to an MPS software solution that can manage and support any program type; whether that’s a All inclusive Cost Per Page, a toner only cost per page, a service only cost per page, a cost per device, a time and material (break fix) or any combination of the above. Flexibility in billing mechanisms is a key component if your want to reap high rewards from your prospecting efforts. If your end goal is to demonstrate that you can be more proactive and better equipped to understand and respond to devices needs, then prospecting will demonstrate that you have a strategic tool to accomplish this. If your goal is a continuation of traditional services to an account, (toner, service, or a combination of the two), the right MPS application can be configured to accommodate that need. If you are looking to provide an even more proactive, Cost Management offering, then prospecting with the right DCA can position and present your strategic capabilities. Prospecting will almost always lead to additional service within an account and is, therefore, a great sales generation tool. 
Posts
No comments:
Post a Comment