Using Your Prospect’s Input
Remember the “lesson of the iPod”: it is a successful product because it’s intuitive and beautiful. You can propose intuitive and beautiful systems as well. Let your prospects determine the level of elegance and functionality they want in their systems. You’ll find that if they drive these decisions your projects will grow exponentially in scope.
You may encounter objections like these: “I hardly listen to music, so I don’t need an audiophile system.”
Here’s an opportunity to talk about functionality. Explain how easy it is to use an automated distributed audio system—so easy, in fact, they’ll find themselves listening to more music throughout the day. Tell them how the iPod, with its ease of use, rekindled the music industry. People who had never considered surrounding themselves with music now rely on their iPod on a daily basis.
We all know music in the house makes the home feel better. This is how you turn your presentation to functionality and away from “audiophile.”
“It’s not hard to hit a light switch. Why do I need a lighting control system?”
Selling functionality requires a dose of story telling. Here’s a possible answer:
“Since your husband travels so often, perhaps we could put a lighting control system in. What if you could shut off all the lights in the house at night without walking around—right from your bedroom? That’s really convenient. What if the kids could turn on a hallway lighting pathway so they can get to the bathroom at night? What if you could turn the outside lights on when you heard a car pull up the driveway? It might seem extravagant, but my clients always thank me after the system has been installed.”
Let your clients focus on system
functionality and interface. Your job is everything else. CR
Next Month: Developing the Performance List