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John Sciacca Writes...

Features, Reviews and a Blog by John Sciacca

Random Thoughts (Blog)

Random Thoughts (Blog)

How to Sell High-End Soundbars

Posted on April 9, 2013 at 5:00 PM

Last month I wrote a post titled, “How I learned to stop worrying and love the soundbar,” a play on the Dr. Strangelove title. That post detailed all of the reasons why I used to be prejudiced towards soundbars, and why we didn’t really capitalize on that segment of the market. But our company finally came around and realized that there is a real place in the custom installation world for soundbars for a variety of reasons.

In truth, there is probably no market segment with as much growth potential for custom integrators as the soundbar, and if you aren’t capitalizing on it, you are likely leaving money on the table. Money that other integrators (or big box stores) are going to be more than happy to pick up. People are buying more and more flat panel TVs which have worse and worse sound. This is a perfect technological storm, and the soundbar can be the shelter.

Well, in the past month, I’ve sold five Definitive Technology Mythos SoloCinema XTRs, a flagship soundbar that goes for $2,000. While $2,000 would likely represent the most entry-level surround sound package that your company offers, it is definitely at the upper end of the soundbar market, especially when you consider that most people walking in to our store mention the $200-400 other bars they have been looking at. Since we’ve really embraced soundbars on the floor, I’ve come up with my sales patter and routine that makes for a really smooth – and successful – demonstration.

Advertise It

For the past month we’ve had this up on the reader board on our marquee in front of our store:

I can’t tell you how many people have come in specifically because of that sign. And when they come in asking about high performance soundbars, you have already qualified them as someone that is looking  for something better than the usual low-end stuff that is out there. (Another great attention grabber for the reader board? “Control your entire home with an iPad." )

Click here to continue reading five more things I do to successfully sell high-end soundbars...

Categories: April 2013, CTA, Electronics

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