Volume 19, Issue 7 — April 6, 2022

April 6, 2022 | Volume: 19 | Issue: 7

Happy Wednesday, AVtweeps! I hope you’ve had a great week so far. This week, we’ve got a column from Lee Distad that really makes us ask how we should do business and sales. I’ll start by asking you this: would you rather buy something based on price or based on the person selling it to you? When installing an AV system, would you go with the cheapest price tag or an installer you trust (even if the price is higher)? Lee says we need to work to make sure we are trustable and buying based on trust instead of money — the upfront savings of a cheaper price tag may cost you more in the end! That’s all I have for today! If you missed the news, we’re heading to ISE 2022! We hope to see you there, but don’t miss the chance to register for rePLAY ISE 2022 to see curated content after the show. See ya next time!

— Katie Clark

COLUMNS

+ Trust or Price? [Lee Distad]

This brings me to my point and the story I wanted to tell. Earlier, I had told you that you can sell on trust or you can sell on price. Well, conversely, the customer can buy on trust, or they can buy on price. The customer may think that when they’re buying on price, they’re getting the best deal possible, but that’s not always true. Now to my story.