Demo
Power
Sells Pressure Seal Forms
Are you planning to present Pressure Seal forms to a customer or prospect? Don't forget that a demonstration of the equipment tied to a short presentation on the various opportunities in pressure seal forms is a great sales tactic. Here's what will usually happen during the sales cycle.
Your customer will express an interest in the pressure seal product that you have presented. After some initial discussion of the formats and applications they will agree that pressure seal is the answer. Now the discussion will revolve around what equipment will be required. The purchase of a folder sealer can cost as little as $1,500.00 to over $10,000.00 and could be for machine or several to create redundancy. If the purchase point gets over $3,000.00 mark generally the client will want to actually view the equipment prior to purchase and see it running. This is a great opportunity! First, it shows a strong commitment on the customer side. Second, it may give you the opportunity to include other departments in the demonstration and create even more product sales.
Contact a sales representative in Ward/Kraft's Forms divisions (Kansas or Ohio). They will work with you to confirm the date, time and model to be demonstrated. All we ask is that you have a qualified account. They will also contact the folder/sealer manufacturer and arrange for the equipment to be shipped.
Where should you hold the demo?
There are two methods to consider when offering live demonstrations. First, if you hold the meeting at your client's office, be sure all the necessary people are there. The purchasing agent/buyer, marketing, sales and accounting should all be invited as they may see opportunities beyond the initial document. Also, any clerical or office personnel who may be using the equipment may be asked to participate. Second, you could also hold the demo at your office. There are several benefits to this. You will get the customer on your turf and away from day-to-day office interruptions. You will be able to control the environment and, to some degree, the length of time. Another benefit would be the opportunity for your sales team to bring other customers and prospects in during the day for a brief presentation. Since you have the equipment, samples and manufacturer representative present, you might as well make full use of their expertise.
There is also a third option that can be even more successful in landing new pressure seal customers. If you have a single qualified account to warrant the demonstration then you could consider holding the presentation at a local hotel or meeting center. Set the early morning aside for the primary prospect. Then use the balance of the day to hold numerous sessions for prospects. By holding this in a hotel, prospects are more likely to attend. You can do a pre-show mailing weeks in advance to local businesses, chamber of commerce members and business organizations. Have your sales representatives bring in customers and prospects as well. This system makes full use of the time, equipment and the manufacturer representative.
Who should do the presentation and demo?
This is entirely up to you. We suggest you allow us to make a brief product presentation on the pressure seal product and applications. We will operate the equipment and allow your client to do so. You can participate as you see necessary.
If a Ward/Kraft sales representative is performing the demonstration most equipment manufacuturers will ship the equipment to you at no charge as our staff is trained on its operations and functions. Plus, it adds power to your program in the fact that you brought in an industry expert. Your only cost would be the meeting room and any refreshments, give-a-ways, etc.
So, there it is! The power of a demonstration is awesome and at your disposal. And don't forget that Ward/Kraft offers online webinars that can be used as joint sales calls to help you sell to your accounts. Just call any Ward/Kraft sales representative for more information.