Every business needs to market itself. It’s no news that a lot of them still opt to go for the age-old printing media discarding the greater good digital signage can do for them!
If you have a vast portfolio of clients in the retail, hospitality or any other sector that often require smart solutions or are always looking to upgrade their offerings, digital signage could be something you can start with.
Your suggestion to go for new technology like that of a digital signage software is going to raise many questions, doubts and concerns! It’s quite normal considering the fact that they are responsible to ensure every investment is worth it and is for the benefit of their firm.
Here are some ideas on how you can Pitch digital signage solutions to new customers
Be prepared to answer some preliminary questions before actually making your final pitch:
- How much does it cost?
- Do you know any competitor who has successfully put it to right use?
- Have you done cost-benefit analysis?
- What if something goes wrong? What is the back-up?
- Is this the right time for this change?
Today we list down a few points you can bank on to convince your clients or prospects to go for digital signage. Use these and be ensured that they would want to consider giving digital signage a try
1. Know and understand the needs of the party you’re pitching!
While pitching your idea, you need to give them reasons why going for digital signage will be good for the customers and what kinds of needs/gaps will be filled with it.
Let’s say if you are a home utility manufacturing firm with multiple stores, your customers might want to know the new range of products that you have introduced in this quarter or the running discounts at all the stores!
How a digital signage placed at the entrance or at the most visited section of the stores can be used to the client’s advantage can be explained. How the costs will be saved, resources will be properly utilized and time will be efficiently managed can be emphasized.
For a new client, follow the same approach of weighing the benefits to the cost. Explain the part where benefits outweigh the cost in the long run!
2. Go for a personalized approach
It is always good to be prepared with examples of how things are not going right with the current approach and how employing digital signage is going to solve the problem
Giving the right examples with a solution will clear the picture for your existing or new clients and they would be able to understand what you are talking about. It is important to pick up the problems one by one and discuss.
If they are facing customer engagement or retention issues, point out the gaps and how digital signage will help you improve the numbers. If you are looking to reduce costs, explain how digital signage call for one time investment and save a lot on printing costs over a period of time.
If there have been instances where an urgent update came up but the printer stopped working or your regular printing vendor was not able to make it, digital signage could be considered as a serious replacement.
3. With the right research, you are saved of convincing more and facing counter questions
Since you are suggesting a complete change of old ways and adopting technology like that of Digital signage that requires a hardware and software both, make sure that you have conducted enough research on the kind of hardware that will work best for your organization and the cost that will need to be borne for it. Make sure you suggest hardware that offers enough warranty and is a known brand.
Do an elaborative research on the kinds of software available and their features. Go for the one that has a 24*7 support system and is cost effective. DotSignage, a cloud-based digital signage software solution could be one of the right fits for all your needs.
With enough knowledge you will understand everything about digital signage and be prepared to answer any kind of questions without needing to rehearse or remember anything.
4. Clear the air by addressing their reluctance to change
It’s natural that your client would be fearing the change you are recommending since it might affect the current ongoing business and take time to settle. It demands some investment as well which always carries a question of uncertainty.
Hence, it is wise to be prepared with details about competitors who have successfully put digital signage to good use. Another thing that can be done is scheduling a demo with an agency providing digital signage software and getting your clients introduced to the system. This will help them understand your reasons for suggesting it.
You can also propose a demo trial at a few stores or a single screen be installed to see how it goes before going for a full-fledged implementation of the system.
5. Put more emphasis on building up customer experience and engagement
Customer experience cannot be ignored or given a back seat at any cost. Digital signage deliver to that need since they tend to have a much better content display compared to the boring paper displays. Adding to that, digital signage can be used to display a variety of content by setting different times of a day or dividing the single screen into multiple zones.
Just as smartphones tend to keep everyone hooked to screens, digital signage tend to carry the same effect. With signage being placed at sections of your store or office such that they display relevant and engaging content, you can level up the experience level of customers.
Display active offers instantly, showcase new range of products or if there is an urgent announcement to make, digital signage can be put to a great use in a matter of minutes. The best part is the updates can be made from anywhere and resources need not be physically present at the signage location to make the update.
6. Analyze your competitor strategies
It might so happen that your competitors are yet to give digital signage a try or it could be that everyone has started using digital signage and your client is lagging behind. In any of the cases it is important that you find out what your competitors are upto specially the ones at the top of their game.
Change is constant and it is crucial that your clients are ready to adapt with time. The day is not far when pamphlets, brochures or any other print media will be replaced with digital signage or digital modes for users to be made aware of the brand.
While pitching, you need to bring home the fact how competitors have swiftly transitioned to digital media and how the same can be followed at our end. Some of your market players might have also put signage to a use where they have seen a drastic improvement in their sales figures. A case study on the same can be presented to your clients or prospects so as to sell them the idea of having digital signage.
7. Be prepared with a step-by-step plan to implement Digital signage to guide your client
Now here comes the crucial part! With all the convincing and planning done to have digital signage for your business, how to procure, set-up and operate the system are the key answers you need to be prepared with.
Which hardware to procure and from where?: Make sure to go for a renowned brand that offers good warranty and support. Local known signage stores are best to serve purpose. It would be nice to have a study of the area where you are planning to have signage and then decide the size of the screen accordingly.
An oversized screen or a very small screen can go wrong so make sure to go for a right fit for the space you are looking to fill up with signage.
Does the staff at your client’s firm need training and who will manage the content upload? : With so many easy to use software’s like DotSignage, your staff might need initial guidance to get a knack of the software.
There is also no need to have a dedicated resource to manage the screen content. With interesting features like pre-scheduling, content can be scheduled well in advance for an entire week or even a month.
By choosing a right software partner, you can be assured that your signage is on the right hands and they will always be available to answer queries or concerns you might have.
Are you planning to pitch your clients for digital signage? If so, we hope this blog helps. The key is to be prepared with facts, figures, cost-benefit analysis and reasons why this is a right time to go for digital signage.
If you are looking for a reliable software partner to manage your signage, feel free to reach out to us at info@dotsignage.com and we would be happy to answer your questions or schedule a demo for your better understanding.
