Demo, what the heck is that? In other posts I’ve mentioned that demo’s were the way we used to sell copy machines many years ago.
One of the requirements of a copier sales person is that you needed to have some type of station wagon, hatchback or enclosed pickup truck. Why? Because the salesperson, that would be me and all of us that have been around since the 80’s or before, we had to use our vehicles to bring copiers to a customer’s office! We also have to navigate steps, one of more flights of stairs, basements, muddy driveways, sleet, snow, and rain.
It almost kind of made me feel like the mailman, because the postman delivers.
You got pumped for demo’s because you knew that if you had a good demo, meaning that the copier performed without jamming, you didn’t get some off the wall question from a smart ass, that you had a great shot at closing the deal on the spot and then negotiating to leave the demo so you didn’t have to lug the POS back to the office. Gosh, I miss those days.
The other day I had a demo set for a customer to come to our showroom. Because it’s been awhile since I did a demo, I had to write a list of what needed to be done prior to the account coming in. Here goes:
1. Check the system for print, and copy quality a day in advance, this way if there is an issue you can get someone to rectify the issue.
2. Go to your system at least 90 minutes prior to the customer getting there to set up the applications that you would like to demo.
3. Check the print and copy quality again. Also, if you’re with a color system make sure you calibrate the system for the copy mode, and all of the print modes. In the Ricoh systems there are at least four different print calibrations.
4. Place a couple of Silica Gel Packs in the paper tray to remove any moisture that maybe in the paper.
5. Always remove the top sheet of paper that is in the print tray. Depending on when the last time the system was used, the top may have dirt, dust or even be crinkled. Get rid of it!
6. Check paper sizes and print files to make sure you have the right combination of paper in the trays.
7. Open all application print files and print each file before your customer arrives, and then keep the application minimized so you can get to it quickly, this eliminates the need to open the applications and then select the print driver while the customer is waiting.
8. Make sure you clean or remove any marks that may be on the panels or on the platen glass.
9. If you’re going to print envelopes, have the application ready, the envelopes loaded and the right paper size selected, nothing is more impressive that printing color envelopes without wrinkles.
10. If you are interrupted place you hand on the last feature or accessory that you were speaking about, this way you’ll be able to remember where you left off.
Bonus Tip #1: Learn how to present TCO of existing inkjet plotters vs LED wide format MFP’s with this awesome spreadsheet calculator click here for more information.
Bonus Tip #2: Plenty of mints for you, not the customer and don’t forget to do your trial closes, and remember you don’t have to complete the demo in order to ask for the order.
Bonus Tip #3: At some point in the demonstration ask the prospect where they will be putting their new system (trial close).
Bonus Tip #4: If your prospect asks you about the warranty, this will tell you that they are serious about you and your system. When they ask about the warranty turn this around and ask them “What type or term of warranty or maintenance agreement they are interested in?”
Good selling!
