Will It Work?

Many times we are confronted with potential customers who “want to buy” but lack the confidence and may think that there is a "risk" involved with doing so.

Despite our best efforts to convince these people by the use of referrals, technical data sheets, project profiles, third party referrals, etc. etc., the potential customer will not seem to waver.

We think that the main issue here is that the potential customer needs to be reassured that he is making a wise choice. They want to "see" that it will work.

Why not offer this potential customer the option to “TRY” before he “BUYS”?

You can coat a small part of his application and leave it there for a "trial" period. This would be specially relevant if he is considering coating a bunded area that is exposed to chemical attack by various chemicals or an area of equipment that is exposed to excessive abrasion damage.

The area need not be large, say 1 meter square. Surface preparation, application and curing should be undertaken either by yourself or by the company personnel - with your supervision.

The trial area should be clearly marked as "OFFICIAL THISTLEBOND PRODUCT TRIAL" so that the engineers are constantly reminded of the name and the trial application. Photographs should also be taken to add to your portfolio plus to include with your final quotation.

• A pre-determined amount of time needs ALWAYS to be agreed on - prior to the trial area being coated.

At the end of this trial period, a decision can then be made as whether to go ahead with the whole area and place the order with you, or not, as the case may be.

A major benefit of these trial areas to distributors is that many of them can be in place at any one time - thereby SELLING for you in each account that they are placed.

Another major benefit of using a TRIAL AREA is that eventually you get a customer CALLING YOU to say that they would like to go ahead. The customer is also usually well impressed with your efforts and whilst you have access to the customers facility you can further build up relationships, gain friends, and always be on the look out for MORE BUSINESS!!

In some cases, just your offer of a "trial" area will be enough to convince the customer to go ahead with the order!!

In most cases, once you have undertaken a "trial" area with your customer, they will ask you back to look at more areas where your products can be used! In time the trust in the relationship that you have built up will produce the right environment for many successful and profitable sales.

Remember - If In Doubt "Test" It Out!

This APPLICATION could bring you MORE PROFITABLE BUSINESS - why not pass it on to your sales personnel.

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