led
display has become widely used - from restaurants to retail stores,
banks, business offices, government institutions, churches and more.
Taking
time to understand all information about a product is a great start
to marketing that product. Obtaining an in depth perspective about
how the product can be utilized when selling led display solutions
ensures you are reaching all potential customers.
When
selling led display, don’t think of yourself as just a sales
person. You are selling more than just a sign; you are entering a
long-term relationship.
The
key to selling is to create solutions that add value to your
customers.
Daily
Dollar Cost Approach
When
it comes to cost, new led display customers often think purchasing
LED signs are too expensive. If you evaluate the ROI impact of how
sales increase verses the cost of owning a digital sign in terms of
dollars per day, LED signs can pay for themselves in less than one
year based on your average daily sale!
For
instance, the payment period for a $12,000 LED signage is 2 years or
24 months.
Cost
per Month = $12,000/24 months = $500 per month
Cost
per Day = $500/30 days = $16.66 per day
Make
the customer see that minimal amount they need to spend on their LED
signage each day.
Current
Advertising Budget Restructuring Approach
It
is important that every business has budget allocations for marketing
and advertising. However, some business owners see that purchasing an
led display would be just an additional expense that adds to their
advertising budget.
The
solution here is to make the customer see that they can allocate the
funds in their existing budget to their led display purchase. Ask
your customers how they utilize their advertising budgets. Do they
use traditional or broad-based advertising?
Ask
follow up questions like, "May I ask how much you allocate per
month advertising your business?"
The
challenge here is to let the customer see that purchasing a digital
sign more cost effective than their current advertising budget.
Return
on Investment Approach
Business
sales and revenue are likely to increase by using led display, since
LED signage is an effective way to advertise. In general, it is
possible to see an increase of about 25-30 percent, depending upon
strategic content, the company’s current campaign, and the location
of the sign.
For
instance, a small business does $300,000 yearly sales with 35 percent
sales margin.
With
the use of LED signage, the sales will most likely to increase to
$375,000 per year. If income is projected to increase by 0.35, then
profit before taxes is about (0.35 x 75,000) = $26,250.
If
the total cost of the LED signage is $25,000, then your customer can
still have additional $1,250 savings.
The
challenge here is to make the client see the impact of having an
led display - from driving more sales to paying the sign fully.
More
Strategies to Sell LED Signage
-
Up-Sell
with Information. Don't just simply talk about the cost and the
terms of your led display. Provide your clients with helpful
information instead. Educate them on how they can effectively use
their digital sign. Demonstrate the countless options they have with
the types of images, graphics, fonts, and styles they can use to
develop their brand.
-
Demo
It. Most clients know what they want, so give them a "proof of
concept." For instance, a local coffee shop needs some help
rebranding. Pull their menu or current promotions from their website
and use it when you set-up a demo unit in the store. Make your
client see the impact and effect it has on the coffee shop
customers.
When
selling to a client, it is important to build trust. As you guide
them towards proper purchasing decisions, not only will your sales
improve, but also their loyalty and your relationship as well.
