Following a model of success is an easy way to
get your sample program up and running efficiently and effectively.
The Scoons Sample Success Strategy is built upon years of experience
from the installation, sales and now the design side of the
business. Scoons Design understands the reflection of expectations
a sample can have on the final product installation and how only a
sample can effectively clarify product options such as color and
texture. Your sample program should be broken down into discrete
components with specific sample materials designed for specific
stage of the sales process.
Presentation
Samples
A well thought out sample program starts
with presentation materials. Arming your sales team with
professionally created and mounted samples help illustrate the
features of the product that provide value to the customer. Scoons
Design can customize these presentation tools to meet the needs of
your sales team, distributors, contractors, designers, architects
and engineers.
Presentation Books can
focus on a product group or the entire product selection to help
visualize the options for a specific application. In some case, a
one-page sample card may work out better for binder presentations or
for light weight travel situations. New product introductions may
call for their own presentation piece that can be small enough to
mail and leave with potential customers.
Stock Samples
Once the sales presentation has determined
the right product for the application and the customer has selected
the color and texture options, a stand alone sample can be presented
to the customer through the Scoons Stocking Sample program.
Physically accepting a sample keeps your company top of mind in the
owner or specifiers mind. The sample can be attached to the
specific job or used as the basis of design for a master
specification.
Custom Samples
Finally, Scoons Design is uniquely
positioned in the market to customize the program for each customer
and each situation. Frequently, there are requests for variations
in size or standard colors. These variations can be easily and
quickly provided for customers in the Scoons Stocking Sample
program. On occasion there are requests for truly unique samples
for specific applications or performance testing; these custom
samples are generally required on large projects with high volume
potential. Custom samples will be more expensive than routine
stocking samples or variations, but they are instrumental in
securing the potential sale and more than pay for themselves.
Conclusion
When you are reviewing your sample program,
consider the big picture. Provide your “marketing” samples for the
early stage presentation and architectural libraries. Build a
stocking sample program to increase your sales organization closing
efficiency. And finally, budget for custom samples for major
projects to give your team a competitive advantage in closing the
deal.
