An often overlooked, but extremely important segment of tools and equipment technicians need for every job is lighting. Whether it's personal lighting like flashlights or headlamps or workspace lighting to illuminate larger areas, if a technician can't see what they're doing, then they can't make the repair. In this article, we'll take a look at a few tips on how to sell these essential tools.
1. Keep your customers informed
One of the keys to selling lighting products to your customers is making sure they are informed and know what to look for. Demonstrate for them the difference between high lumen brightness and quality of beam. Show them the different methods of attaching lights to their workspace or body. Explain the different features of each light in detail.
Coast’s President and CEO, David Brands, says the best thing to do is turn off the lights in a room and turn on some lighting products, and technicians will immediately see which one is best for them.
“We do this little demonstration where we'll turn on one of our lights with an inspection beam and compare it to somebody else's who just has a standard beam or no beam, and most people will think that our light is much brighter,” Brands says. “But it's not that it's brighter, it's just that it's a better quality and so you can see better with it. That's really what professionals are looking for.”
2. Carry the product with you
Maxxeon’s Director of Business Development, John Shira, recommends carrying a light in your shirt or jacket pocket when you go into a shop. This gives technicians an opportunity to notice it, or for you to come to the rescue when a technician is having trouble seeing something he or she is working on. You can pull it out and demonstrate how well it illuminates the workspace.
3. Go over all the features
Also, be sure to point out whether the lighting product uses a rechargeable battery pack or alkaline batteries. Some technicians will have a preference for one or the other, and some products, such as Coast’s FL75R headlamp, can use either.
Displaying the various functions of a multipurpose light can be another strong selling point. For example, the Streamlight Stinger Switchblade is a cordless light that has a rotating double-sided light bar that rotates 180 degrees to offer three lighting options: the white LEDs, high CRI LEDs with Color-Rite technology for wiring, painting, or detailing, and a UV LED for crack and leak detection.
4. Variety is key
With so many quality lighting options available, there is a light to suit the needs of virtually any technician. Be sure to stock a variety of lights and demonstrate the features of each to give your customers the tools they need to perform their job safely and efficiently.
To learn more about lighting products, click here.
