So what's happening is Apple is letting the customers do just that. Set up in a bar-type layout, customers experience everything from a "Genius Bar" to a "Repair Bar". Instead of having to press their noses to the glass cases to get a glimpse of Apple's latest and greatest  i-gadgets, customers can pick up, listen to, talk into, and in short, experience the products right there.

 When customers get to touch, customers like to buy. I used to sell computers about a zillion years ago. If the customer observed a demo, he/she would check out in boredom. The minute the customer had an opportunity to feel the keyboard, read the screen, and play with the mouse, the sale was virtually inevitable.

I also sold cosmetics in high school. When the customer could smell the lipstick, put it on, look in the mirror, well...you get it.

 So regardless of whether you are selling hardware or face paint, are you letting your customers experience your product and/or service? What makes your stuff remarkable? Well, if your customers can get involved with what you have to sell, they are far more likely to buy. Trying out products are easy. But what if you sell a service? How can you make sure the customer has tried it out? Here are five ideas below:

 1. Ask the customer to randomly call your tech support line and/or customer service center. First impressions are critical, so have your customer try out some questions or a complaint. They'll get a sense of your service in that call.

2. Provide a list of references. If the prospect wants three, give him/her nine. Let your prospect know that you have so many delighted and loyal customers that the quantity of raving fans is virtually unlimited.

3. See if he/she can try before buying. For example, we offer a series of online training videos. When the opportunity is right, we'll provide a one week password so the client can view the videos with the goal of purchasing a site license. Let your prospect have a test ride.

4. Your prospect may also be invited to "test you". Here's an example. Just the other day, we received a call in our office with an invitation to look at a new copy machine. When I asked the caller to have the salesperson contact our office manager directly, I was told that "he can't do that because that's my job". If the management is so strict that they aren't willing to have their salespeople talk to customers over the phone, why would we want to conduct business with them? It was a test, and they failed miserably.

5. Use your trade show booth as an opportunity to showcase your service. If the salespeople in the booth are sitting around, drinking coffee and reading the newspaper, that's indicative of the service that may be delivered. Lazy. If the salespeople are in the booth, talking with customers and engaging potential buyers, the likelihood of generating new business certainly exists. And while in the booth, don't just SHOW the prospects your service, let them play the video, touch the screen, and even turn the pages in the brochure.

 Try these ideas by letting your prospects experience what you have to sell and watch your "dollar per foot" increase just like Apple's, while you eat the competition's lunch!

 (c)Renee Walkup, All Rights Reserved, 678 587-9911,                                                     www.salespeak.com

 

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