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  • #9516046
    First Cadence Draft
    Justin Brebner
    Participant
    Oct 17, 2023

    Hi Will, so I have worked on my Cadence, please could you review

    • ICP Education/University
    • (Procurement, Operations, Manager, Financial)

     

    Day 1

    • Cold E-mail 1
    • Blank Linked In Connection –  Search Relevant Contact and Connect (save in spreadsheet).

    Email

    Subject – Spiralling Printing Costs?

    Hi (Name)

    (personal sentence as appropriate)

    Evidence suggests that outsourcing print is invariably more expensive than producing it in-house. However,  we equip educational settings like yours with the means necessary to realise the foundational benefits of creating a centralised reprographics unit in order to eliminate the high costs and vulnerability of work associated with outsourced printing. 

    If it makes sense, would you like to explore how Canon can help deliver a stronger ROI on your printing?

     

    Day 3

    • Cold Call
    • Email 2 
    • Comment on Linked in (If Active) – find the correct individual and comment on posts.

    Call script

    Hi Are you the person who deals with Reprographics or Contracts Management? Or use this – is (name) floating around?

    Great… it’s Justin here for Canon UK, quick one, do you know when your contract is up on print, off the top of your head?

    That’s really interesting, you see at Canon. We work closely with schools, colleges and universities by addressing the challenges faced within their print ecosystem, and coming up  with viable solutions.

    Believe it or not,my goal is to potentially save you costs by centralizing your printing rather than having to outsource a lot of your work

    Email

    Subject – Your Students and Staff need this?

    Hi (Name)

    In education, attracting pupils, retaining teaching talent, and delivering personalised student learning experiences against the backdrop of changing technology and budget constraints can be extremely challenging.

    With over 45 years experience in working with schools, colleges, universities, weve helped institutions achieve their environmental footprint and maintain their data security without draining precious IT resources. Some results include

    • Keeping back-office costs low – By bringing work back in there will be more funds for front line teaching and learning resources.
    • Maximising staff and student productivity – Automating Processes and creating efficiencies that leave more time for teaching and learning.
    • Delivering rich learning experiences – Industry leading print solutions to enhance student and staff satisfaction, raising the profile of your institution.

    It would be great to have a chat with you and tell you more about these sort of results

    Would (day) next week suit you?

     

    Day 6 

    • Call Answer
    • Voicemail
    • Email 3 / Loom Video

    Cold call

    – Hi (Name), i’ve emailed you a couple times over the past couple days and wondered if you had any questions? If not that’s ok, we help schools, colleges and universities realise the foundational benefits of having a centralised reprographics department rather than the high costs and risks involved with outsourced printing.

    Voicemail

    Hi (Name)

    It’s Justin Brebner from Canon UK, 07825975539 – I’m calling because [insert role detail]. I wanted to take a few moments to identify an opportunity for us to work together. We recently helped Leicester College drive a 38% cost saving on fleet devices as well as provided them with a modern and efficient print room, our approach was to implement a managed print service that integrates with the IT infrastructure and support the adoption of new technology with the least disruption to users. We might be a good fit to work with you too. Again, Justin Brebner from Canon UK, 07825975539, I’ll follow up with a quick email.”

    Email

    Subject: Are you spending 150K per year on Toner?

    Hi (Name)

    (if left voicemail) I just tried to call and see if you would be interested in hearing how we have helped Leciser college over the years and how I believe we could  tailor a solution to help you as well.

    For Leicester college, consolidation of their fragmented solutions has brought them untold benefits that has been essential to their reduced IT overheads, volumes and costs.

    When we first started our relationship with Leicester College in 2012, they were spending £150k a year on toner alone, the old systems were simply no longer fit for purpose, and their attitude towards printing were generally too relaxed which made it difficult to track usage as well as waste.

    Since our partnership with Leicester College, Liz Wale, the Campus Services Manager, has said “Thanks to Prisma, such is the increased efficiency and service of the print room that not only are people electing to send work there rather than print it themselves, even at peak times, but there has also been a reduction in staff costs. We are delighted!’’

    Would you like to have a more indepth chat about this partnership and possibly set up a meeting next week where we can explore how Canon can assist?

     

    Day 8

    • Direct Mail – Gather Samples of various products, brochures, hand write a card and send directly to the prospect.
    • Linked In Message – send linked in message (template)
    #9516065
    Will Barron
    Keymaster
    Oct 18, 2023
    Will Barron Oct 18, 2023

    Hey Justin,

    I think these emails need a little bit of work. With that said, nail the first one, get it sent and then you’ve a couple of days to work on the second etc.

    Don’t wait until all of this is perfect before you get started. Do it in chunks :).

     

    Day 1

    Simplify the language and remove anything that isn’t needed –

    Evidence suggests that outsourcing print is invariably more expensive than producing it in-house. However, we equip educational settings like yours with the means necessary to realise the foundational benefits of creating a centralised reprographics unit in order to eliminate the high costs and vulnerability of work associated with outsourced printing.

    If it makes sense, would you like to explore how Canon can help deliver a stronger ROI on your printing?

    “It used to be the case that outsourcing print was cheaper.

    Things have changed. We can now equip educational centers with centralized print solutions that are cheaper and reduce the high vulnerability associated with outsourcing.”

    If it makes sense, would you like to explore how Canon can help deliver a stronger ROI on your printing?

    If you’re unsure “if it would make sense” then you shouldn’t be emailing them. Be more assertive with your CTA and the fact that you believe that you can help the prospect –

    If it makes sense, would you like to explore how Canon can help deliver a stronger ROI on your printing?

    “Would it make sense to book a quick call to see if I can deliver you better ROI on your print?”

    #9516066
    Will Barron
    Keymaster
    Oct 18, 2023
    Will Barron Oct 18, 2023

    Day 3

    Cold call:

    Great… it’s Justin here for Canon UK, quick one, do you know when your contract is up on print, off the top of your head?

    I’d probably be asking “how it your printing going?” (or however you would frame it up). If they say “fine” then I’d ask “ah, so costs haven’t gone up this year?” or whatever is going to lead them to stop and think if they’re actually happy.

    If you call and introduce yourself as a Canon sales rep, then ask about contract dates, you’re immediately going to have people put up their guards and try and get off the ‘cold call’.

    Hope that makes sense. If not, let me know and we can talk in a group coaching call or I’ll make a video to explain.

    Cold email:

    I think you’re a legend mate but this one sucks. Start again. You’re selling the products features here (like a marketing email), NOT selling a call.

    Remember, the goal is to book the call. Your prospects don’t care about “rich learning experiences” they want to know that if they jump on a call with you, you’re going to make their lives easier/better.

    Some inspiration –

    Hi [NAME],

    Ever thought about centralizing your printing?

    I’ve just done exactly that for [X similar company].

    Would you like me to explain how?

    Thanks

     

    #9516067
    Will Barron
    Keymaster
    Oct 18, 2023
    Will Barron Oct 18, 2023

    Day 6

    Voicemail:

    Talk like you’d talk to a mate. Drop all the fluffy, 90’s business stuff –

    I wanted to take a few moments to identify an opportunity for us to work together.

    “I think we might be able to help you out with something”.

    Shorten your pitch. The buyer has to book a call with you to learn the “how”. That’s the only leverage you have to book a call –

    We recently helped Leicester College drive a 38% cost saving on fleet devices as well as provided them with a modern and efficient print room, our approach was to implement a managed print service that integrates with the IT infrastructure and support the adoption of new technology with the least disruption to users. We might be a good fit to work with you too.

    “We recently helped Leicester College drive a 38% cost saving on fleet devices. They were made up. I think we can do the same for you.”

     

    Email:

    Kill as much of this as you can. You should aim for 3, short, sharp sentences max. Over time you can experiment but for now give yourself that limit.

    Hi [NAME],

    I just left a voicemail.

    We helped [X] do [Y] in [Z timeframe].

    They were spending £150k a year on toner. We’ve now got them to [A].

    Liz Wale, the Campus Services Manager, said “the increased efficiency and service of the print room that not only are people electing to send work there rather than print it themselves, even at peak times, but there has also been a reduction in staff costs. We are delighted!’’

    Worth 10 minutes to see if we can do the same for you?

    Thanks,

    #9516068
    Will Barron
    Keymaster
    Oct 18, 2023
    Will Barron Oct 18, 2023

    Notes

    You’re on the right tracks here. Even though I’ve given you a lot of feedback here, these emails are night and day better than the one you showed me the other week that had no responses.

    You’ve gone from a 2/10 to a 6/10 in weeks which is awesome.

    Do another couple of revisions here and then lets get that cadence started.

    Final thought is that you’re going to need more than 4x steps (days) in your cadence I imagine to get the most of your cadence. No problem, we can work on that over time.

    #9516145
    Justin Brebner
    Participant
    Nov 9, 2023
    Justin Brebner Nov 9, 2023

    Hi Will

    Thank you for all the feedback. I didn’t get a notification on this so a couple weeks late. Been a real struggle to get the e-mails put right together. Almost too much going on, and too fast.

    #9516187
    Will Barron
    Keymaster
    Nov 13, 2023
    Will Barron Nov 13, 2023

    Almost too much going on, and too fast.

    I know we didn’t manage to chat on last weeks group coaching call.

    If you can jump on one of the calls tomorrow, I’ll make sure to get to you first so we can take a look at what’s going on :).

    #9516193
    Justin Brebner
    Participant
    Nov 13, 2023
    Justin Brebner Nov 13, 2023

    I’m in a team meeting the whole day tomorrow. Seem to be really busy with work and struggling to progress properly.

     

    #9516197
    Will Barron
    Keymaster
    Nov 13, 2023
    Will Barron Nov 13, 2023

    I’m in a team meeting the whole day tomorrow. Seem to be really busy with work and struggling to progress properly.

    I hear you mate.

    Grab a cup of tea and a pen and paper.

    Make a note of what is working and what isn’t. Being busy doesn’t mean being effective.

    There’s no point in doing sales activities that aren’t working. We need to either improve, change or eliminate them.

    I know that sounds like it’s too simple but that exercise is well worth doing.

    Additionally, what does “progress properly” mean? Is there is there a clear, measurable, defined goal that you’re trying to move towards?

    #9516201
    Justin Brebner
    Participant
    Nov 14, 2023
    Justin Brebner Nov 14, 2023

    Hi Will

    Thank you. You are right, the sales activity needs to be effective i think im struggling to seperate whats important from whats not important because there is too much to work with. Progress properly means getting through the content of the academy and implementing it in the real world. Yes there is clear goals that I’m moving towards].

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