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Planning Your Demonstration

Selling construction technology requires a well-planned demonstration process. Key steps include selecting a suitable customer who embraces technology, identifying an appropriate site, and conducting reconnaissance. Gather essential design information and ensure the setup of equipment is practiced. During the demo, clearly explain the features, benefits, and ROI of the technology, emphasizing how it solves specific problems. After the demonstration, review what was covered, addressing any questions or concerns to strengthen the customer relationship and encourage further engagement.

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Planning Your Demonstration

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Presentation Transcript

  1. Planning Your Demonstration

  2. How is selling construction technology different than other products? What steps are involved?

  3. Planning Your Demonstration • Customer Selection & Interview • Site Selection • Site Visit & Reconnaissance • Interface with Engineers & Surveyors • Gather Design Information • Setup Equipment • Describe Features & Benefits / ROI • Demonstrate Relevant Features • Review After the Demo

  4. Customer Selection & Interview • Select a customer that is: • Patient and accepts technology • Already using other technologies • Ensure the customer: • Feels confident trying the technology • Dedicates resources • Identify problems that can be eliminated • Get commitment • Set expectations • Agree to a time frame

  5. Site Selection • Small example site design (easiest) or actual customer site • Get an idea of current projects and pick: • A non-specialty project • Easily accessible • Suitable to the application of the technology • Free of devices that may cause radio interference

  6. Site Visit & Reconnaissance • Do a recon visit well before the demo • Visit the site and take note of: • Size of the project (length and width) • Obstructions that can affect GPS • Locations for equipment setup • Design and control point locations • Sources of radio interference • Problems that can be addressed • Locate in Google Earth and take pictures to discuss with your Trimble Representative

  7. Gather Design Information • If you choose to demo on a real project, you will need the following: • A paper set of plans for the project (paper rules over CAD) • Control points from the Surveyor • Design information from the Design Engineer • Do this well before the demo – it will take time • Don’t take on unneeded liability • Don’t create new control points • Don’t alter data • Assist in gathering data form the Surveyor / Engineer

  8. Setup Equipment • Practice setup before you visit the customer • Make sure the customer is present • Choose a good location • Describe the top features / benefits as you set up the equipment • Let the customer get their hands on the equipment • Make sure to point out the ruggedness • Use best practices • You are setting an example for the customer • Consider the demo an initial training

  9. Describe Features & Benefits / ROI • Explain features and benefits of each component • Know the top 5 features of products demonstrated • Speak clearly, concisely, and in simple terms • Explain why each feature is beneficial • Equipment is designed to be easy, but it’s still tech • Discuss Return On Investment (ROI) • How can each feature save time and money? • How quickly can the equipment pay for itself? • Use an ROI spreadsheet to calculate real savings • Equipment is designed for construction

  10. Demonstrate Relevant Features • Demo a design relative to customer’s work • Show top 5 features that relate to the workflow • Show features that address problems • Demonstrate as much ROI as possible • Focus on issues that can’t be resolved without technology • Don’t forget software – it wins people over

  11. Review After the Demo • Review what you have covered • Review the features customer liked most • Reiterate increases in productivity and ROI • Discuss how tech could be used on other projects and throughout the company • Sell the entire portfolio • Ask for questions • Ask for concerns • Ask for their initial impression • Avoid giving approximate prices

  12. Questions / Comments?Thank You!

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