On the question of the "buying in 6 months":
I think if you focused on copiers of a certain age and expressed in benefits of cost or time savings by moving to a new copier within the next six months you would get a better response.
As someone who has worked in small organizations, we rarely planned to replace equipment, instead, we chose to buy better, faster, more effective equipment. I would be inclined to ask your prospects how old their copier is, about downtime, and costs, and then market the message of how your product solves those issues and makes their life better.
On the survey issue:
One of the ways I have been able to get people to open up to answering my surveys is to be open with them. I have actually written an article on this subject of using market research as a marketing and lead generation tool (read it here
First, When I started doing the surveys I made sure I had at least a contact name. I got my names from the local development agency business directory. That will get you past the gatekeeper and eliminate the shot in the dark call "Could I speak to the person responsible for all your copying needs?" *Click* Even if you hit the owner/manager or CEO, and they are not responsible for this part of the organization, you can politely navigate your way to the correct person.
Second, position your survey as market research instead of prospecting. The only difference it the way you ask the questions and form the conversation (script). Instead of asking directly "Are you planning to change your copier in the next 6 months?" (an obvious prospecting question). Lead into the survey with a preamble explaining how you Bill Warren, are a local business owner of a business services company and are doing some research to get some real feedback from local organizations. Then tell them you are not trying to sell them anything. Then proceed with asking your questions. In addition you should make sure that some of the questions be open ended to give the person the opportunity to share there feelings and experiences about your industry. This will build rapport and really show that you are interested in your customers.
After the survey is complete provide a brief description of your business -they will half expect it.
Finally, ask permission to provide them with additional information about your company. This is powerful. If a person gives you permission to market to them they will be much more open to choosing to buy.
All the best,