Tools tend to sell themselves. So if you want to boost your sales of tools and equipment, you might want to consider a demo program that gives your customers a firsthand look at how these products can help them be more productive and profitable.
There are a couple ways you can do this. For example, you might ask your tool-and-equipment distributor if you can purchase a tool or piece of equipment to demonstrate the benefits to your customers. When you’re finished with the demo tool, you should be able to return it and get credited for the cost of the tool.
Another approach is to organize a product clinic, with the help of your distributor and/or tool-and-equipment vendor. For example: You might invite 15 or 20 customers who have expressed interest in a diagnostic scan tool. You lure them with free pizza, and give them opportunity to see what the tool can do. Ideally, a manufacturer’s rep will be there to answer their questions. Often times, your vendor or distributor can help with the cost of food, and they might even host the clinic at their own facility.
Getting tools and equipment into the hands of your customers is one of the most effective strategies for making the sale. Next time, we’ll talk more about how you can capture a bigger piece of the $10 billion tool-and-equipment market.
