There are a number of opportunities for a lighting sales person to engage in the design, specification and sales buying process.
First- at the design stage.
Target customer: Architects, Interior Designers, Engineers and Lighting Designers.
This allows you to offer your products to be added to the initial design to help the designers realize their vision for their client.
Second- at the contractor or distributor level. If you have something similar to offer there may be an opportunity for you to offer the products you represent in place of the specified products.
This opportunity is normally offered as a way to offer something at a lower price.
The product will need to be close to the same performance as the specified product.
The process here normally is that you provide something similar and submit to your contractor a specification sheet for your product.
This is then presented to the specifying team to review to see if your product can perform similar to the original product they specified.
Details are key here and relations and trust are key here.
If the specifier believes that you can offer a similar performing product (normally at a lower price) they may decide to approve your product “As Equal”. What this means is that you can now bid on that project with the chance of winning the business.
Good Luck and happy hunting.
Tim
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