Keeping this fast pace in mind, it is important as a distributor that you keep in the loop of new technology, continue to learn about the functionality of any product you are selling and become the expert. This way you can demonstrate directly to clients how any given product works and show the value it brings to end-users. But before going into demonstrate the effectiveness of a given product, Coburn pointed out a few things to keep in mind. "Make sure the electronic product functions as you expect it to prior to presenting it," she said. "With electronic products, the demonstration can make or break a sale. No one wants to feel like a fool or behind the times because they don't know how to use a device, and your demonstration can save your customer a lot of embarrassment if they are asked to demonstrate the product themselves," she continued. "If you don't know how to use the item yourself, don't be afraid to ask the supplier to walk you through how to use the product and if they have any support materials, such as instructions or video demonstrations to make sure you look like a hero the first time you approach your customer."
A Product for All Markets
Because this is a product segment that stretches far beyond any one industry, the advice from both Coburn and Claudio is to try to sell into them all. "It is interesting but I can say confidentially that electronics hit every market," explained Claudio. Coburn concluded, "I think that the greatest opportunity is going to be with markets that have had the greatest struggles to recover from the recession, so financial, insurance and corporate markets would be great for electronics. These markets need to remind their customers that they are innovative and useful and there is no better way to advertise that than with an innovative useful electronic promotional product."