Ready to close more clients?
the SBS System
A Scope & Budget System designed to help you close more business
The Scope & Budget Selling System
The Powerful 3-Part System
for better Sales Success!
Personalized for your business.
Show your competence & professional capabilities
This App quickly & effectively qualifies clients
Concept Drawings provide the professional visuals needed to stand out & close your client
Can closing potential clients really be as easy as 1, 2, 3?
YES! IT CAN...FINALLY!
crucial first client meeting
Speak your client's language
Start Selling Scope...
So what is ‘scope’ exactly? And why do you sell it? Scope encompasses all the project details you’re selling to your prospective client. In other words, the scope of all the integral components of your prospect’s wants and needs. It usually takes some digging and lengthy discussions to truly understand what your prospective client desires. And many times, the client is not thinking of brands and equipment. The client’s thinking about how this ‘smart stuff’ will make his ‘smart home’ life easier, more comfortable and enjoyable.
Make a Great First Impression...
We’ve all heard it: You only get one chance to make a great first impression. It’s the reason we use a little mouthwash before a first date. We’d rather not let something as obvious as bad breath derail us before the conversation even starts. So how does this relate to closing sales? The “scope” we’re referring to isn’t a brand of mouthwash, but the nature of the project we discuss with our prospect.
It’s really about maximizing client impact in that crucial first meeting. But how? By NOT talking about specifics. Instead focus on the client’s vision: their desires, their expectations – his or her “scope” – for the project. Start by asking ‘lifestyle’ questions on how they hope to live in and experience their Smart Home. And how ‘smart’ do they really want it to be?
Ask Lifestyle Questions...
Asking lifestyle questions is pivotal to your success at this stage of the game. How do they want to actually experience and live in their home? For example, don’t ask “what brand of TV do you want?” Instead, ask “where do you want to watch TV?” “Where do you want to listen to music? “Are you a movie enthusiast? Are you considering a dedicated theater?” What about aesthetics? "Is it okay to see the equipment or do you prefer it all hidden?”
In other words, are you speaking your client's language?
Stop Selling Equipment...
Read it again – stop selling equipment. Historically, the majority of proposals generated by our industry are basically very detailed bill-of-materials. Integrators give much thought to the brand/model of TV, remote, speakers and such. But this usually means little to clients. Think about how this relates to the simultaneous purchase your client may be making – the new house.
If you’re building a house, the builder likely didn’t begin with the brand of concrete needed for the foundation. Rather, he walked you through his model home and said “this is what I can create for you.”
Don’t let your enthusiasm for projector X or control system Y interfere with really listening to your client and leading them to discuss their ideas, expectations and dreams for their new system – as well as any frustrations they’ve experienced with prior systems they’ve owned.
It's OK to Talk About Price...
Looking back at our new home analogy, armed with info from roaming the model home, this builder can quickly qualify you by offering a rough budget to construct your dream home: $150 / square foot or $1000 / square foot? Your answer to the question of budget tells him exactly what kind of home he needs to propose.
Talk about price as you get answers to your questions, and the budget will begin to build itself. The benefit is that if you get “small yes’s” system by system and room by room, then the client realizes how the price tag for his dream system became a half million bucks!
You may counter with, “I TRY to discuss budget, but the client is evasive and won’t tell me how much he’s willing to spend”. This may be true, but probably not for the reasons you think. It’s fairly easy to determine home prices in a given market. But not the case for our AV systems industry. Mostly, the client is evasive because he truly has no idea what this stuff costs!
So discuss budget & prices early and often. But not on specific equipment. Instead talk systems or rooms. For example, your client may have expressed an interest in watching movies – so talk about the price ranges of a dedicated theater room. All “snobbery” aside, a theater can be built for $10 – 15k. Conversely, that budget can easily reach the high 6 or 7 figures. Your prospect wants music “throughout the whole house” so discuss typical price ranges for a distributed audio system. You may quickly find that the client who “only wants the best” begins to backtrack when 20 rooms @ $5k per room comes to $100 grand!
get the right tools - SBS
Designed & Built BY Integrators FOR Integrators
You may be wondering...
So what are these tools?
Are they really simple yet powerful?
And how do they work to together to actually close clients quickly and effectively?
Great questions! Buckle up, we think you'll be impressed with this system once you see how well these tools work together for you or your sales team!
Scope & Budget Selling System
WHY BUY NOW?
READY TO CLOSE MORE CLIENTS?
Nailing the client's 'wants' list
Finding the Right Tools...
Finding the right “tool” for this job hasn’t been easy. Voices around the industry have advocated the concept, and a few companies have developed software applications intended to sell “packages” but the pickings have been pretty slim leaving dealers to come up with solutions on their own.
Fundamentally, selling “scope” starts by simply creating and defining a list of “solution systems” that you sell and support (e.g. theater, audio/video distribution, integrated control, lighting, security). In other words, the client’s ‘wants list’ (broken into systems) and how much the ‘wants list’ costs.
Scope: The client ‘wants list’. Armed with a systems list with corresponding price ranges, you can lead your client through each. But only after you determine if they have interest in a particular system. This easily develops the scope of the project. Secondly, address their desired levels of capability and quality.
Budget: The ‘wants list’ cost. This really helps develop the budget. It may be a manual approach, but with a printed list of systems in front of you and the client – and an agreed upon budget next to each – a baseline number can be easily generated at the bottom. If the client accepts that figure, it’s far more likely that the proposal you create will be accepted. Then asking a small design retainer (we recommend 2% as a minimum) to create this detailed quote, solidifies your chances of closing the sale.
Try our new
Scope & Budget Selling (SBS) System
How do we know this works?
We've leveraged years of experience supporting hundreds of clients with system designs and documentation. The SBS system delivers an effective Scope & Budget Selling platform that walks integrators and clients efficiently through the qualifying process -
Move them quickly and easily from the client’s ‘wants list’
to an accurate and successful (closed!) proposal.
LISTEN IN! SBS METHOD DETAILS
BLUEDOG PARTNERS: CURT HAYES & DOUG DODD
READY TO CLOSE MORE CLIENTS?
Let our architect-grade drawings help leap frog your competition
Improve your presentation now at 50% off!
You've heard the phrase
A picture is worth a thousand words
If a picture is worth a thousand words, a concept drawing along with your Qualifier App Estimate can be worth thousands of dollars. The client you're approaching is investing his or her dream home or dream project, show them how you are invested in the process with them.
When you create a concept drawing this simply provides a vision board, of sorts, for the client to actually see the components of his or her new smart system in each room of the floor plan. Rather than a dry, abstract report with a bunch of line items and numbers, it brings an Estimate to life.
The client can now better visualize what their future smart system will look like from room to room, from outside and around the pool, or coming up the driveway and into the garage. All the components are there across the floor plans - so now the dollar amounts can make more sense. It gives the client a way to see his or her system for the first time.
Interior designers and architects do this all the time. They provide the mock-ups, mood boards, and 3D renderings to help their clients envision their total project. Trying to visualize keypads, hidden speakers, or electric shades are a bit difficult for clients to see in their mind's eye.
Concept drawings are a simple yet powerful tool to help your potential client bridge that gap. Plus, the extra effort on your part to provide this additional layer of service will definitely go a long way toward closing the deal.
And the BlueDog team is here to support smart systems integrators doing just that!
Here's the simple BlueDog Toolkit:
1. Personalized Brand Portfolio
2. Qualifier App
3. Concept Drawing
That's all you need to close clients today!
To start using your Toolkit:
Sign Up for the 50% OFF PROMO to receive, print and assemble YOUR OWN branded Portfolio. Use your portfolio to substantiate your professionalism and capabilities.
Sign-In to the Qualifier App to share with your client to create your Scope & Budget.
Send us the Scope & Budget you've created in the App & BlueDog Design will create a Concept Drawing from your Scope & Budget at 50% OFF!
OUR CONCEPT DRAWINGS
Our Concept Drawings provide the professional visuals needed to stand out & close your client
BLUEDOG QUALIFIER FOR RESI-AV APP
A PURPOSE BUILT TOOL SPECIFICALLY FOR THE RESIDENTIAL AV INTEGRATOR
It's actually that simple!
Standing in front of a potential client, you can literally load the number of components and see the running tally immediately.
No more customer sticker shock! The final estimate is at your fingertips - in real time!
BLUEDOG QUALIFIER FOR RESI-AV APP
OUR PROMO $250
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Just enter 'CDPromo' in the message field
Or if you have any questions.
$500 Value for $250
Limit 2 pages/ 1 Revision
Requires App as the submittal request
Branded with your Company Logo
Included with Concept Drawing order
Here's what you get -
Single User FREE