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How to Overcome Objections Towards A/V Calibration
Free Webinar examines necessary tools for and how to sell calibration services.
How many big-box or warehouse customers never adjust the video or audio settings on their new flat-panel or projector? The answer is unknown, but it is likely the majority of them.
So why are video and audio calibration among the least-offered services from integrators. It doesn't make sense.
During the holiday and Super Bowl seasons, there are a heck of a lot of flat panels being purchased. It's a giant opportunity.
CE Pro’s free Webinar, “How to Earn Revenue With Quality Calibration Services,” will help dealers overcome many of the common objections for why they don't offer calibration services.
Here are some of the common objections:
So why are video and audio calibration among the least-offered services from integrators. It doesn't make sense.
During the holiday and Super Bowl seasons, there are a heck of a lot of flat panels being purchased. It's a giant opportunity.
CE Pro’s free Webinar, “How to Earn Revenue With Quality Calibration Services,” will help dealers overcome many of the common objections for why they don't offer calibration services.
Here are some of the common objections:
- Many customers don’t see or hear the differences between a pre-calibrated and calibrated system
- The equipment costs too much for the dealer
- Customers don’t want to pay
- Dealers aren’t trained properly
- Basics of calibration
- Necessary tools and how much they cost
- Labor costs/manhours
- Sales techniques (offering calibration as part of a package)
- Calibration myths (Do customers really need day and night mode calibration settings?)
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About the Author
Jason Knott, Editor, CE Pro
Jason has covered low-voltage electronics as an editor since 1990. He joined EH Publishing in 2000, and before that served as publisher and editor of Security Sales, a leading magazine for the security industry. He served as chairman of the Security Industry Association’s Education Committee from 2000-2004 and sat on the board of that association from 1998-2002. He is also a former board member of the Alarm Industry Research and Educational Foundation. He is currently a member of the CEDIA Education Action Team for Electronic Systems Business. Jason graduated from the University of Southern California.
2 Comments (displayed in order by date/time)
Buyers do not see the value in calibration. the picture, out of the box, is better than anything they have seen. It is our job, as Video calibrators, to stress the benefits at the point of sale. A well calibrated display, will make the owner brag about how better the picture is, post calibration. He will tell his colleagues at the office, friends and family, and they, in turn, will be looking for a calibrator, even demand a calibration. All in all, it is not an easy sell especially to the newbies.
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I would guess it is because we consider calibration as part of our standard service and sometimes its difficult to realize that these are the types of things we can turn into a revenue stream. Like system design. Its been a long time since we designed a system for free.