How do I sell copiers?

Target paper-heavy offices like law firms, medical practices and insurance agencies. Learn when their lease ends and what their service contract covers, offer a print review, and follow up before the lease’s notice window.

How do I find copier sales leads?

Walk office parks and read the lobby directories, search Google Maps by profession, watch for new offices and moves, and use prospecting maps that put paper-heavy offices first.

When is the best time to approach a business about a copier?

Before their lease ends, with enough time to act before any notice window. New owners, office moves and service problems are good openings too.

Who should I talk to about the copier at an office?

Start with the front desk or office manager, who uses the machine and hears the complaints. They can tell you who signs the lease and when it ends.

Yes. A free account costs nothing and needs no card: your map shows 50 real businesses in your area so you can try every tool, plus about how many businesses are in your whole territory. When you want more, start a 7-day trial from the map; you’re not charged during the trial.

How to sell copiers: copier sales prospecting that works

How to sell copiers.

Copiers are sold around lease dates. Find the offices that print, scan and file all day, learn when their lease and service contract end, and be the rep they already know when that date comes.

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Offices to call on first

Paper-heavy offices: law firms, accountants, insurance and real estate offices, medical and dental practices.
Offices under new owners or management, who often review leases and equipment.
Offices that are hiring: more desks, more logins and more printing.
Businesses with several locations, which have a fleet of machines to manage.
New offices that need equipment from day one.

Get the lease end date

The most useful thing you can learn on a first visit is when their current lease ends. Copier leases usually run several years, and many have a notice window before the end date; if the customer misses it, the lease may renew or roll over on its own. Ask who the leasing company is, when the lease ends and what their service contract covers. Those three answers tell you when to come back and what to fix.

Build your list

Walk office parks and professional buildings. The directory in the lobby is a ready-made list.
Google Maps, searched by profession and town.
New business filings and office moves.
A prospecting map like Canvas Scout, which puts law firms, medical and dental practices, insurance and real estate offices first and flags who is hiring, under new owners or in several locations.

What to say at the front desk

The front desk usually knows the copier better than anyone. Be friendly, be quick, and ask questions they can answer:

“Hi, I’m Chris with Summit Office Systems. I take care of a few offices in this building. Quick question: who handles the copier here, and how has it been treating you? … I’m not asking you to change anything today. Would you mind if I left a card for whoever handles the lease, and checked back when it’s closer to renewal?”

Listen for jams, slow service calls, surprise charges and toner trouble. Those complaints are your opening.

Offer a print review

Once you reach the decision maker, offer to review their current setup: the machines, the lease payment, the service contract and what they actually print. Show them a clear side-by-side with what you would provide, including the lease, service and supplies. Be plain about terms, including the length, any minimums and what happens at the end of the lease.

Follow up to the renewal

Write down every office’s lease end date, leasing company and contact. Check in a few times a year, and start the real conversation well before the notice window. Offices remember the rep who warned them about an auto-renewal before it happened.

Where Canvas Scout fits

Canvas Scout maps every office in your territory and puts law firms, medical and dental practices, insurance and real estate offices first, then flags who is hiring, moving or under new owners. See Canvas Scout for copier and office equipment dealers, or look up how many businesses are in your territory.