The Power Of Dynamic Presentations
IF you are in sales you have no doubt read and tried lots of different techniques - they can all work in their own right, to a degree but I am not going to discuss the pros and cons of each tactic, as one man’s meat is another man’s poison.
What I would like to share with you is the power of a dynamic presentation.
At Enigin we see how powerful demonstrations can be as we show clients what our products can do - most notably our IMEC range of motor controllers.
Using an attache case fitted out with a single-phase IMEC controller and an amp meter and volt meter we can plug in an electric motor.
With the motor plugged in and on it bounces and vibrates loudly, inching its way towards the edge of the table on which we have placed it. The meters show the voltage and the amps being used, generally the amount as stated on the motors plate. It is noisy and dramatic.
Using our demo case we can then switch the IMEC motor controller on, immediately the motor quietens and stops vibrating and moving, the amp and volt meters drop as less energy is used to run the motor at exactly the same rpm - a dramatic and dynamic change.
Then, carefully using a glove, the spinning spindle on the motor has a light load added by pinching it between thumb and forefinger - the meters rise as the extra power to deal with the load applied is intelligently supplied by the motor controller.
This demonstration is a dynamic way of showing how IMEC saves energy and the work put on a motor by using only power that is needed to fulfil it’s role.
Ian Wrigley has used this demonstration for many years to show people what motor controllers can do and has made many sales, substantial sales on the back of this dynamic demonstration.
If the product you are trying to sell can be demonstrated dynamically it is worth paying out a small amount to make up a demo - whether it is in a case, on a frame or whatever. If you can easily show your clients what can be achieved it is far better than all the words you could use.
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