As the old adage goes, “If life hands you lemons, make lemonade.” And in today’s economic climate, lemons are easy to come by. Businesses large and small, healthy and not, are slashing budgets and cutting staff. Not the greatest of news for those of us selling capital equipment. So the question is: How do you make lemonade in a sour economy?
Trade-in Offers — Tempt customers facing capital budget cuts with a trade-in offer and be sure to support it with an ROI calculation. The ROI will help them make a strong case for an equipment upgrade, while the trade-in provides an incentive for immediate action.
Service Contracts / Maintenance Agreements — Aging equipment and smaller maintenance staffs are a recipe for downtime. With a service contract or maintenance agreement, customers are assured that their equipment is properly maintained, prolonging its useful life and optimizing uptime.
Bundles — Including service and/or supplies as part of an overall equipment purchase is a great way to sweeten the deal while locking in customer loyalty.