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		<title>Tailoring Your Digital Signage Sales Pitch to Customers' Needs</title>
		<description>Discuss Tailoring Your Digital Signage Sales Pitch to Customers' Needs</description>
		<link>https://www.wirespring.com/30-legacy-blog-digital-signage-insider/775-tailoring-your-digital-signage-sales-pitch-to-customers-needs</link>
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			<title>Alex Bernier says:</title>
			<link>https://www.wirespring.com/30-legacy-blog-digital-signage-insider/775-tailoring-your-digital-signage-sales-pitch-to-customers-needs#comment-1320</link>
			<description><![CDATA[Thanks Bill, what you've said explains a couple key sales situations for DS. From my experience, there's only minor consistencies of what selling points are communicated.
There are two more situations that I can think of which can help a customer see value:
1) Customer satisfaction: Describe how DS system can enhance a customer's experience, or decrease common frustrations. An example may be a waiting room application, where customer's are asked to check-in, and fill out paperwork before an appointment. If the process or paperwork is confusing, it can be frustrating for a customer to have to ask an attendant to explain. Enhance a customer's experience by explaining the process, or faqs on a digital display. Visuals are easier to understand, and the customer does not need to feel uncomfortable by asking someone for help. The ROI of this situation is not directly measurable, but can certainly justify the need for a display.
2) Employee Productivity: Describe ROI in terms of real-time communications. Say you approach a business whose production metrics are measured on a daily basis-ex: a factory, or even a call center. Displays can be set to automatically update/grab data for instant communications. Employees are happy because they are instantly aware of their progress, and no longer need to rely on common white boards in break rooms with quotas that are updated maybe twice a day. Of course, you can see why managers would appreciate constant oversight of metrics as well.
So to wrap up, I agree with your statement that most AV specialist's initial reaction is to jump into the amazing technical details. But these technical details are only the paints that are used to paint a picture. Describing simple colors will not help a client see the whole picture come together. Start broad, identify needs, and paint the benefits picture in terms that are easy for the customer to relate to.
Best of luck. Alex]]></description>
			<dc:creator>Alex Bernier</dc:creator>
			<pubDate>Sat, 06 Nov 2010 22:30:08 +0000</pubDate>
			<guid>https://www.wirespring.com/30-legacy-blog-digital-signage-insider/775-tailoring-your-digital-signage-sales-pitch-to-customers-needs#comment-1320</guid>
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			<title>SteveCWhitehead says:</title>
			<link>https://www.wirespring.com/30-legacy-blog-digital-signage-insider/775-tailoring-your-digital-signage-sales-pitch-to-customers-needs#comment-1318</link>
			<description><![CDATA[Agree with your observations Bill. I just wanted to add to your conclusions on the bottom line about ROI - I don't think the ROI pitch can ever be bullet proof if there is any element of 3rd party advertising in the content? There are unknowns with the retailer securing the advertising; this is often outside of their core business focus with
risks of cannibalizing the suppliers in-store marketing budget. One way to make it bullet proof is to outsource the advertising and ask for guarantees; which would be ridiculous to sign-up to, especially for any new start up network and the current economic climate? As ever, it comes down to business model, in this case, where the funded network model has the potential to work - e.g. network supplied free of charge/subsidized, with a share of air time and advertising profits to the retailer; where the network owner is focused on the media advertising element? ... but the network owner had better have his costs under control!]]></description>
			<dc:creator>SteveCWhitehead</dc:creator>
			<pubDate>Sun, 24 Oct 2010 09:27:16 +0000</pubDate>
			<guid>https://www.wirespring.com/30-legacy-blog-digital-signage-insider/775-tailoring-your-digital-signage-sales-pitch-to-customers-needs#comment-1318</guid>
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			<title>digital signage saas says:</title>
			<link>https://www.wirespring.com/30-legacy-blog-digital-signage-insider/775-tailoring-your-digital-signage-sales-pitch-to-customers-needs#comment-1319</link>
			<description><![CDATA[Some great knowledge shared with us there. Thanks.]]></description>
			<dc:creator>digital signage saas</dc:creator>
			<pubDate>Fri, 22 Oct 2010 17:59:13 +0000</pubDate>
			<guid>https://www.wirespring.com/30-legacy-blog-digital-signage-insider/775-tailoring-your-digital-signage-sales-pitch-to-customers-needs#comment-1319</guid>
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