The Three Essential Soft Skills for Selling AV to Churches

futureHOW.png

Pastors don’t need high-pressure sales, slick marketing or churchy language. In fact, these three are red flag warnings to a vertical market used to being sold what they do not need. Instead, the three essential soft skills for selling AV to churches are a helpful challenger, intentional communication and value-as-a-service. All three of these lean […]

Read more

Three Simple Things

best-practice-1018.jpg

Since I know that I have a reputation for aphorisms, let’s start off with this one: How you do one thing is how you do everything. Best practices are a drum that I beat on a regular basis. But that’s only because they’re important. When discussing anything, it’s often helpful to frame it differently, to […]

Read more

Solve the Pain, Then Introduce Strategy

HOWtrends.png

‘Solve their technology pain, then introduce them to a technology strategy.’ That should be the mantra for consultants, systems integrators, and manufacturers selling to the church market. The House of Worship (HOW) market is not without strategy. In fact, they’re some of the most focused organizations around when it comes to their strategic purpose. However, they […]

Read more

Even Apple Sees the Future Is Services – Not Just Products

apple-gary-0517.jpg

I have been harping on this for years. I have been telling everyone in the AV industry that to survive the future of AV, services need to be front and center, along with the products. Sure, a good mix of products with both established technology as well as future-forward, emerging technology is a giant part […]

Read more

Useful AVL Data for Meaningful Purchase Decisions

data-analysis-0317.jpg

It is easier to make good purchasing decisions when armed with timely, relevant information. As such, manufacturers, rep firms and systems integrators alike put a lot of effort into promoting the features and benefits of their products and systems before the sale. What’s missing, though, is arming those same users with useful information so they can […]

Read more

The Church Market for AVL in Two Words — Big Opportunity

featured-future-how.jpg

Compared to huge government contracts or big commercial deals, the church market may not seem nearly as compelling for manufacturers and systems integrators selling audio, video, and lighting technology. And while there won’t be $50MM dollar AVL deals in the House of Worship space, there also won’t be the massive complexity and low margins of […]

Read more

Ihiji ServiceManager Enables Consolidated, Cloud-Based Management of Client Service Plan Information and Data

ihiji-servicemanager-1015.jpg

Ihiji will launch its new Software as a Service (SaaS) tool, Ihiji ServiceManager, at CEDIA Expo 2015 next week. Designed to help integrators, security monitoring firms and other companies and trades that offer technical support or other services to make their businesses more productive and profitable, Ihiji ServiceManager allows for a service-based recurring revenue stream. Ihiji says that […]

Read more