Do you run a retail store that sells 3D printers? If YES, here are 10 smart strategies and tips on how to sell a 3D printer fast in 2021. 3D printing is a relatively new way of producing products. This process involves creating a model of a product that enables the printer to craft the item to the specifications you set.
There are numerous benefits of 3D printing including the ease of use and the ability to produce one-off items without costing a fortune. For consumers, 3D printers make great gifts that can spark creativity and inspire entrepreneurship.
However, selling commercial 3D printers is an unusual business. Traditionally, large equipment has been sold through what’s known as resellers. Ideally, it makes much sense since the art of selling and support tends to be quite different from manufacturing machines. Successful machine manufacturers are known to be good at making the equipment, not selling them.
Most manufacturers tend not to develop their own internal sales force because resellers are (or should be) good at what they do. And it makes everything easier for an equipment manufacturer to push them towards resellers who can run with the product.
Another route for selling that is developed in this age is the direct approach, where marketing through a central website is used to sell equipment to interested parties. Notably, this is less expensive than going through resellers but tends to pose a critical problem for equipment manufacturers since they are expected to somehow convince prospective clients to visit their site and engage in a sales transaction.
If you plan to ship the 3D printer, double check how much it all weighs and factor that into the shipping price. Nonetheless, here are strategies and tips to consider when looking to sell 3D printers, and sell them fast.
10 Strategies and Tips to Sell a 3D Printer Fast
Table of Content
Identify Potential Buyers
Right before you start implementing sales strategies, take your time to find out the best market for your efforts, such as small businesses or marketing firms. Narrow the market down even further by identifying the types of businesses that buy 3D printers like craft businesses, non-profit organizations, such as charity groups, or churches.
Offer Repair and Maintenance Plans
One of the biggest hurdles from the perspective of a client is 3D printer upkeep. Note that the client will want to know if they will be taken care of if anything happens to the printer. While you’re closing a deal, offer the client maintenance and repair plans. Explain each plan and allow the client to choose the one that best suits their needs. If a client is on the fence about making a purchase, this can be the one aspect that will make the deal.
Have the Right Attitude
Have it in mind that one of the most important techniques for selling 3D printers is to begin with the right attitude. You are selling a product where the purchase decision may be partially based on the buyer’s perception of the economy. A 3Dprinter salesperson with the right attitude makes his opportunities instead of simply looking to see where they are, or more importantly, are not. Stay motivated and do your job well.
Provide Information Online
A good website gives you lots of room to feature photos of each of the makes and models of 3D printers you currently offer for sale. You’ll also have enough space to provide a full list of the features, such as capability, options from computers, color or black and white, uses, speed, number of trays. Add a graphic that says “Just In” on new models your company acquires so visitors know what just came in. Break down the cost into per day or weekly amounts so the reader feels the machine is affordable.
Make the Calls
Prospecting is a major aspect of a 3D printer salesperson’s day. Since the impulse buy has dropped off, you are expected to search for prospects at all times. Be respectful of the purchaser’s time, and begin with an inexpensive promotional item to break the ice. Ask for an appointment on a specific date and time that you choose instead of just asking for a generic appointment.
Manage the Leads
Normally, you have to manage the sales cycle for 3D printers just the same way other salespersons for other products do. Use a good contact manager or information manager to monitor where each prospect is in the sales process.
Monitor your closing percentage, and work to keep enough leads in the process so that you can achieve your income goals with your average closing percentage. Qualify your leads carefully before you get too deep into the process with a lead that cannot make a purchase.
Target New Businesses
Watch the newspaper for new 3D related businesses that are opening soon in your area. Approach the owner of the business and show them what you have to offer. Explain how your 3D will help their business be productive and fine tune their marketing plans. Since the business is new, they are in need of a printer and likely don’t have one yet. This is the perfect opportunity to capture a client.
Develop the Promotional Mix
Ask for referrals from each business to whom you sell a 3D Printer. Also, consider placing ads in business magazines or publications related to your primary target market. Ensure your Ads feature photos of a handful of printers, each with different costs and features, to show the range of your offerings.
Add a call for action that asks people to call or visit your website for the current list of models. Also network at the chamber of commerce meetings and with others who sell to the same market as you do, such as printers, marketing agencies, and accountants to help find new customers who need a 3D Printer.
Features and Benefits
Know exactly the features of your 3D printer and the benefits that they provide to the customer. In addition, know which benefits will be important to your prospect. If a customer values accuracy and speed over price, you will have limited success selling the lower price 3D printers that are also the slowest and has the worst accuracy. Know how to demonstrate the printers smoothly and flawlessly; you need to make it look easy.
Give the client a free trial
If you have a client who seems interested but needs a little more convincing to make a purchase, let the client do a test run. You can let the client try the printer for one or two business days with no obligation. Note that the client will see for him or herself how useful and necessary the 3D printer is for the business and will fall in love. When you come to pick up the 3D printer you will find that the client does not want to part with it.
While some people may have an extroverted “sales personality” that makes them a natural fit for this business, effective selling is indeed a skill that is expected to be learned and developed. Sales training can always help aspiring salespeople develop and practice the skills they need to succeed and increase their confidence level. Note that proper sales training is important for anyone looking to sell 3D printers.
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