Applying Post-Game Analysis in How You Sell New AV Projects

Jan 29

Written by: Todd Anthony Puma
1/29/2014 12:51 PM  RssIcon

Like any great coach, I always run a post-game analysis after a big sales season. This time of year I combine the holiday time period with the Super Bowl and was reminded of several best practices we need to get better at. With the Super Bowl a few days away, we ran our post-game this week, and I came away with some new ideas and refreshed some oldies but goodies:

1. People Like to Show Off
When doing initial consultations with clients and then walking through the proposal, be sure to build up how great the system will be for the Super Bowl or other big holiday or event that might be coming up. Remind them how it will enhance entertaining with lighting, temperature and shading control, and better sound for the game and the commercials.

2. No One Want to Have the Most Expensive House on the Block
Just as in real estate, most homeowners don't want the most expensive system money can buy. They are afraid of obsolescence or overspending. So, always have a more expensive option to show than you actually plan to sell your client. I recently read a very interesting article about Vitamix, maker of the $500 blender. They found that they sold even more $500 blenders after introducing a $700 model. People didn't want the most expensive one, but they did want one with many of the same features for a lower price.
 
3. Take and Convert Troubleshooting Calls
We got several calls recently from new customers who were having trouble with existing systems but finally decided to do something about it to be ready for the game. We sent out our best “sales techs,” as I like to call them, to investigate. Not only were they able to fix things for the client, but we now are doing proposals to essentially rip out seven- to 10-year-old racks and redo them with more modern technology (streaming audio and video, IP control, iOS control, etc.) I realized that I'm just like my best customers; I like to upgrade, as you may have seen in last week's blog where I talked about redoing my system twice in the past year.

4. Fans Want to be Like Their Favorite Players
This season I put together a binder with some of the rooms I had done in the past for New York Giants football players like Amani Toomer and Justin Tuck, as well as media rooms done by other integrators for athletes that I found in the press and worked well with my product mix and aesthetic. I would talk to the client about their team and their favorite players and then show them some pictures of players' homes. While no one said, “I want that room,” many were inspired to upgrade to features or looks that they saw.

So take the time to do your post-game analysis and use those discoveries not just for the big game, but so you can develop a winning game plan for the next big season. What can you learn from this Super Bowl that you can apply to the run-up to summer when everyone is preparing for outdoor entertainment?
 
 
 
 
+Todd Anthony Puma is president of The Source Home Theater Installation in New York City.
 
 
 


Your name:
Gravatar Preview
Your email:
(Optional) Email used only to show Gravatar.
Your website:
Title:
Comment:
Security Code
CAPTCHA image
Enter the code shown above in the box below
Add Comment   Cancel 

 

Archive
<August 2014>
SunMonTueWedThuFriSat
272829303112
3456789
10111213141516
17181920212223
24252627282930
31123456
Monthly
August, 2014 (9)
July, 2014 (15)
June, 2014 (12)
May, 2014 (12)
April, 2014 (14)
March, 2014 (15)
February, 2014 (14)
January, 2014 (24)
December, 2013 (11)
November, 2013 (12)
October, 2013 (15)
September, 2013 (19)
August, 2013 (18)
July, 2013 (19)
June, 2013 (12)
May, 2013 (18)
April, 2013 (17)
March, 2013 (13)
February, 2013 (16)
January, 2013 (26)
December, 2012 (9)
November, 2012 (11)
October, 2012 (16)
September, 2012 (11)
August, 2012 (15)
July, 2012 (13)
June, 2012 (8)
May, 2012 (9)
April, 2012 (10)
March, 2012 (7)
February, 2012 (11)
January, 2012 (14)
December, 2011 (5)
November, 2011 (12)
October, 2011 (8)
September, 2011 (4)
August, 2011 (7)
July, 2011 (11)
June, 2011 (12)
May, 2011 (8)
April, 2011 (6)
March, 2011 (9)
February, 2011 (10)
January, 2011 (9)
December, 2010 (4)
November, 2010 (7)
October, 2010 (4)
September, 2010 (9)
August, 2010 (7)
July, 2010 (8)
June, 2010 (12)
May, 2010 (6)
April, 2010 (8)
March, 2010 (10)
February, 2010 (11)
January, 2010 (1)
December, 2009 (6)
November, 2009 (6)
October, 2009 (11)
September, 2009 (6)
August, 2009 (4)
July, 2009 (4)
June, 2009 (5)
May, 2009 (7)
April, 2009 (9)
March, 2009 (7)
February, 2009 (9)
January, 2009 (8)
December, 2008 (9)
November, 2008 (6)
October, 2008 (7)
September, 2008 (7)
August, 2008 (3)
July, 2008 (5)
May, 2008 (1)
April, 2008 (4)
March, 2008 (3)
February, 2008 (5)
January, 2008 (2)
November, 2007 (1)
October, 2007 (4)
September, 2007 (2)
August, 2007 (3)
July, 2007 (4)
June, 2007 (6)
May, 2007 (6)
April, 2007 (4)
March, 2007 (4)

 

Skip Navigation Links.
Skip Navigation Links.
download

My Top 5 CEDIA Must-Sees
Read More»
By Todd Anthony Puma

Erasing a Good Impression Only Takes a Second
Read More»
By John Sciacca

The Slippery Slope of Buying TVs and Toilet Paper
Read More»
By Heather L. Sidorowicz

Getting My Ears Wrapped Around Dolby Atmos for the Home
Read More»
By John Sciacca

Should Manufacturers Reimburse Dealers for Product Recall Repairs?
Read More»
By Todd Anthony Puma


CEDIA Awards Ceremony 2012
Wisdom Audio Factory Tour
Unexpected Atlanta
Triad DesignerSeries Step-by-Step Install
Top 10 Things to See at CEDIA 2010

+ All Slide Shows
http://www.cheapfifa.co.uk
Read More»
Re: This venture provides complete Buy Cheap Fifa 14 coins parts supply chain management
Read More»
Re: Sales Representative Wanted
Read More»
Re: What are you doing to survive the economy?
Read More»
Si la Congregacin eso gold queda convencida remite
Read More»
Re: Are you working with iPhone Apps?
Read More»
Re: Are you working with iPhone Apps?
Read More»
Re: What are you doing to survive the economy?
Read More»
Re: Sales Representative Wanted
Read More»
It is paramount to eso gold the point that ambitious people
Read More»