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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.
I'm here to tell you that offering a demonstration still works. Whether it's at your office or there's, who can't resist getting seeing or trying it before they buy it!
The OLD Days
Pump It Up!
You got pumped for demo's because you knew that if you had a great demo you could garner the order. What could go wrong? Copy machines never jammed in the eighties nor would you ever be presented with a question you did not know the answer too. Right!
The other day I set a demo for customer to come to our showroom, since 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. Plan the demo
One
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.
Two
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. In addition have your service department check ALL operations of the copier.
Three
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, while you're at it is there is an "auto registration" perform that function also.
Four
Five
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!
Six
Check paper sizes & print files to make sure you have the right combination of paper in the trays.
Seven
Eight
Make sure you clean or remove any marks that may be on the panels or on the platen glass.
Nine
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.
Ten
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.
Eleven
Twelve
Bonus Tip #1: 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!
=Good Selling=-
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