CategoryTony's Testimonials Archives - Audio Visual Bend Blog
Upon researching definitions for the “wow factor,” I came across the following descriptions:
- A set of properties belonging to an object or service that pleasantly surprises a consumer. From commercials to cool electronics, the wow factor is an important aspect to consider.
- A striking or impressive feature
- We create entertaining and interactive experiences that result in positive consumer engagement with your brand… that is The WOW factor!
And while these definitions and descriptions definitely have their place in marketing and promotions, I believe that for the AV industry, the wow factor is totally overrated. I have found that at the end of every project I have completed, my customers weren’t looking for the wow factor. They just wanted a system that was easy to operate.
For example, I’ve had a couple project “take-overs,” which means I took a project over from another AV company. While this other AV company had the project for a few years, the customer chose to use my services instead for two key reasons:
- The system was over-engineered and therefore, costly to support
- The system was poorly installed and consequently required a service contract to keep it running.
As I initially looked at the project site and its technology, it was obvious the initial AV company sold the customers the most expensive solution. This trapped them into a never-ending spiral of being dependent on the AV company to keep the system running. The customer was 60% pleased with the system and merely tolerated what they believed to be the only option. They felt stuck.
The Issue with the Wow Factor
Herein lies the issue of the wow factor — get the customer to just nod and trust whatever the AV consultant says, without really understanding what they are getting. This is also called being steam rolled. Most AV salespersons are pretty prideful and will tell you want you need and they know best. Beware of this. If you can discern some humility in your initial meeting with them, proceed. Otherwise be cautions.
Speaking of reasons to be cautious, remember the proverbial saying, “All that glitters is not gold.” Shakespeare is the best-known writer to have expressed this idea and it has many meanings:
- The shining outer look of something is not a consistent sign of its real character,
- Not everyone that appears good, turns out to be good,
- Not everything that is apparently glittery is precious, and
- Something that looks to be perfect but not in real life.
Watch Out for These Sales Traits
While I couldn’t find any clear and focused resources on helping you identify poor sales techniques from a customer’s perspective, the Sales Hacker had an insightful list of poor sales traits including:
- A salesperson who is as clueless about the product as the customer.
- A salesperson who loves talking so much that they forgot to listen.
- A salesperson who is unable to ask the right questions.
- A salesperson who has a sense of entitlement for being so good at what they do.
- A salesperson who views everyone as a prospect.
- A salesperson who is more focused on products that on people.
Again, beware of the wow factor in either the company, the salesperson or the technology. Choose a company and consultant with a proven track record of service and customer referrals. And get out of the way of those steam rollers.
The Wow Factor – Los Angeles and New York
The Sales Hacker
Imagine that you have just moved into a new home and you continue to hear a disturbing, pulsating, low frequency rumbling noise. You think it is coming from outside. It is drowned out during the day time. But at night, when the neighborhood is quiet, you can hear it. Actually, it is noise that you can feel. What would you do? Read more »
An ounce of prevention is worth a pound of cure. Everyone is familiar with this quote by Benjamin Franklin. But how does it apply to your digital projector? Every machine needs maintenance. We either pay a little up front to maintain, or we kick the snowball down the hill and pay a lot later to repair. Read more »
Just send it! It means, “Just Do It,” say yes to something, don’t think about it, have confidence and just Send It! I finished reading a book by Jonah Lehrer called, “How We Decide”, (spoiler alert!) and early on, Lehrer introduces his main theme: Read more »
The Lava Land Visitor Center needed an interactive display screen. So, we recently installed Avocor’s 65” Ultra HD 4K interactive touch screen. And then, we followed up with a customer satisfaction interview with Cristina Peterson, Lead Ranger with Newberry National Volcanic Monument. Read more »
Why did Dave, from AVBend.com,visit nearly 200 digital signage companies?
To give our clients options on products and services in creating digital signage for their business, of course! Read more »
The market is flooded with online look-a-likes. Sadly, most people will just “rubber-neck” their way through it as the sales person talks right over their head in hopes that they’ll just get exhausted enough to press the “buy now” button and move on. Read more »
Let’s start the year off with a solid foundation! The featured image is framed on the wall in my office and is included with every job offer to potential AV Bend team members. If we don’t have these as a starting point in any of our business relationships, then we can easily get off track and compromise our standards. While our clients and blog readers may not share our faith, the following Ten Commandments of Business guide our decisions and shape our company culture. Read more »
How do you recover when you are guilty of poor service? This a very viable topic even if you think you are perfect. Yeah, I was wrong once last year… I think. Right.
Seriously though, great customer service is a cornerstone for any successful business. I can be an expert in my industry, but if I am unable to make a connection with my customers, I misunderstand what they want and need. And then if I fail to exceed their expectations, I will lose those customers. So, what happens when I falter in any of those key areas? Read more »
Warm greetings and gratitude to you, our customers old and new. It’s because of you we have experienced our best year yet. Not only financially, but the variety of jobs have added flavor and diversity to our daily work. Some of you are repeat clients, whom we value very much. Several of you are placing your trust in AVBend for the first time because of a referral. We are most grateful. Thank you for being the better part of AVBend and choosing us for your audio visual needs. Looking forward to serving you in 2017!
Merry Christmas and Happy New Gear!
The Audio Visual Bend Team
Christine, Tony, Fred, Mark, Lauren, Alan, Isaac and Vickylyn