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- Understand the prospect’s needs: Begin by actively listening to the prospect’s requirements, goals, and challenges. Tailor your approach based on their specific situation.
- Establish rapport: Build a strong rapport with the prospect to create a foundation of trust and open communication.
Initial Engagement
Sales Outline for Landscapers:
1. Introduction: Highlight how the CNC Pro can enhance landscape designs.
2. Benefits: Emphasize the ability to engrave custom designs on concrete, pavers, and more.
3. Versatility: Showcase how the machine can add unique details to outdoor spaces.
4. Time Efficiency: Explain how quick engraving can complement landscaping projects.
5. Client Attraction: Discuss how custom engravings can attract more clients.
6. Training: Assure comprehensive training for easy integration into their services.
Sales Outline for Entrepreneurs:
1. Opportunity: Present the CNC Pro as a lucrative business venture sharing examples from the Owner’s Portal Pricing Index and current customers.
2. Income Potential: Outline how entrepreneurs can profit from customized engraving services.
3. Diversification: Explain how adding engraving services can diversify their offerings.
4. Marketing: Offer strategies to market engraved products to different niches.
5. Low Barrier: Highlight the simplicity of learning and operating the CNC Pro.
6. Support: Mention ongoing support and resources for business success.
Sales Outline for Recently Retired Individuals:
1. Creative Outlet: Position the CNC Pro as a fulfilling retirement hobby.
2. Skill Development: Highlight the ease of learning and developing new skills.
3. Custom Gifts: Suggest making personalized gifts for friends and family.
4. Community Engagement: Showcase how engravings can benefit local events.
5. Flexibility: Emphasize the freedom to work on projects at their own pace.
6. Relaxing Revenue: Discuss how earning from their hobby can be relaxing and enjoyable.
Sales Outline for Concrete Business Owners:
1. Expansion: Explain how the CNC Pro can enhance their current services.
2. Premium Offerings: Showcase the potential to offer premium custom engraving.
3. Differentiation: Discuss standing out in the market with unique designs.
4. Additional Revenue: Present the opportunity for additional income streams.
5. Industry Expertise: Highlight how their concrete expertise aligns with engraving.
6. Upskilling: Assure seamless transition by leveraging existing skills.
Customize each outline based on the customer’s needs and preferences to maximize effectiveness.
Assess Customer Needs
- Dig deeper: Ask probing questions to uncover the prospect’s pain points and how the CNC Pro can address their unique needs.
- Share relevant information: Provide insightful details about the CNC Pro’s capabilities and features that align with the prospect’s goals.
Value Proposition (10 theoretical jobs)
- Articulate benefits: Clearly explain how the CNC Pro can add value to the prospect’s business or projects. Highlight the machine’s versatility, precision, and potential for revenue generation.
- Present case studies: Share success stories and real-world examples of how other customers have benefitted from using the CNC Pro.
Job 1: Simple Logo Engraving
– Square Footage: 50 sq ft
– Engraving Cost: $65/sq ft
– Total Cost: $3,250
– Estimated Time: 4 hours
– ROI Calculation: (Revenue – Cost) / Cost * 100
– Estimated Revenue: $65 * 50 = $3,250
– ROI: ($3,250 – $3,250) / $3,250 * 100 = 0%
Job 2: Intricate Design
– Square Footage: 100 sq ft
– Engraving Cost: $150/sq ft
– Total Cost: $15,000
– Estimated Time: 8 hours
– Estimated Revenue: $150 * 100 = $15,000
– ROI: ($15,000 – $15,000) / $15,000 * 100 = 0%
Job 3: Custom Pattern
– Square Footage: 200 sq ft
– Engraving Cost: $120/sq ft
– Total Cost: $24,000
– Estimated Time: 12 hours
– Estimated Revenue: $120 * 200 = $24,000
– ROI: ($24,000 – $24,000) / $24,000 * 100 = 0%
Job 4: Text Engraving with Epoxy Fill
– Square Footage: 75 sq ft
– Engraving Cost: $80/sq ft
– Total Cost: $6,000
– Estimated Time: 6 hours
– Estimated Revenue: $80 * 75 = $6,000
– ROI: ($6,000 – $6,000) / $6,000 * 100 = 0%
Job 5: Elaborate Mosaic Design
– Square Footage: 150 sq ft
– Engraving Cost: $200/sq ft
– Total Cost: $30,000
– Estimated Time: 10 hours
– Estimated Revenue: $200 * 150 = $30,000
– ROI: ($30,000 – $30,000) / $30,000 * 100 = 0%
Job 6: Company Logo Engraving
– Square Footage: 40 sq ft
– Engraving Cost: $100/sq ft
– Total Cost: $4,000
– Estimated Time: 3 hours
– Estimated Revenue: $100 * 40 = $4,000
– ROI: ($4,000 – $4,000) / $4,000 * 100 = 0%
Job 7: Personalized Patio Design
– Square Footage: 90 sq ft
– Engraving Cost: $85/sq ft
– Total Cost: $7,650
– Estimated Time: 5 hours
– Estimated Revenue: $85 * 90 = $7,650
– ROI: ($7,650 – $7,650) / $7,650 * 100 = 0%
Job 8: Memorial Walkway
– Square Footage: 120 sq ft
– Engraving Cost: $110/sq ft
– Total Cost: $13,200
– Estimated Time: 7 hours
– Estimated Revenue: $110 * 120 = $13,200
– ROI: ($13,200 – $13,200) / $13,200 * 100 = 0%
Job 9: Large Business Logo
– Square Footage: 250 sq ft
– Engraving Cost: $180/sq ft
– Total Cost: $45,000
– Estimated Time: 12 hours
– Estimated Revenue: $180 * 250 = $45,000
– ROI: ($45,000 – $45,000) / $45,000 * 100 = 0%
Job 10: Complex Geometric Pattern
– Square Footage: 180 sq ft
– Engraving Cost: $160/sq ft
– Total Cost: $28,800
– Estimated Time: 10 hours
– Estimated Revenue: $160 * 180 = $28,800
– ROI: ($28,800 – $28,800) / $28,800 * 100 = 0%
Personalized Solution
- Articulate benefits: Clearly explain how the CNC Pro can add value to the prospect’s business or projects. Highlight the machine’s versatility, precision, and potential for revenue generation.
- Present case studies: Share success stories and real-world examples of how other customers have benefitted from using the CNC Pro.
Interest Form
Invoice Generator
Demonstrate Expertise
Every sales process encounters objections and concerns from potential customers. Addressing these objections effectively is crucial to building trust and confidence in your product. In this chapter, we’ll delve into common concerns and objections that may arise when selling the CNC Pro. We’ll provide practical solutions and clarifications to help you navigate these objections and guide potential customers towards making an informed decision.
Addressing Common Concerns and Objections
Cost Considerations: Objection: “The CNC Pro seems expensive. How can I justify the investment?”
Solution: Highlight the long-term benefits and potential income generation. Explain that the CNC Pro is not just a purchase but an investment in a versatile tool that can yield significant returns over time.
Technical Complexity: Objection: “I’m not familiar with CNC technology. Will I be able to operate the CNC Pro?”
Solution: Emphasize the user-friendly design of the CNC Pro. Highlight the training materials, including support, provided by Red Art Technologies. Assure potential customers that no prior CNC knowledge is required.
Application Limitations: Objection: “Can the CNC Pro only engrave concrete?”
Solution: Clarify that while the CNC Pro is optimized for concrete engraving, it can also engrave wood, metal, and other materials. Provide examples of the versatility demonstrated by existing CNC Pro owners.
Maintenance Concerns: Objection: “Will the CNC Pro require frequent maintenance?”
Solution: Explain the durability of the CNC Pro’s design, including its milled aluminum frame and high-quality components. Mention the 1-year warranty and ongoing support to address any maintenance needs.
Return on Investment (ROI): Objection: “How can I be sure that investing in the CNC Pro will bring me significant returns?”
Solution: Share success stories and testimonials from CNC Pro owners who have successfully turned their investment into a profitable business. Offer data on potential income generation based on different engraving projects.
Providing Solutions and Clarifications
Live Demonstrations: Do not enphasize live demo’s. Customer’s may be able to obtain the information they need from a wide selection of engraving videos from our customers and shows. Offer live demonstrations or webinars where potential customers can see the CNC Pro in action and have their questions answered in real time.
Testimonials: Share testimonials, case studies, and success stories from satisfied CNC Pro owners. Hearing about others’ positive experiences can alleviate concerns.
Product Specifications: Provide detailed information about the CNC Pro’s specifications, such as engraving capabilities, material compatibility, and precision. Address any doubts about its technical capabilities.
Dimensions: 115 LBS, 55” x 18” x 15”
Maximum engraving area: Unlimited using tiling.
Maximum engraving depth: 2” (1/32 per pass on standard concrete)
Cutting size: 36” x 24” (36” x 72” with extensions)
ROI Calculation: Offer guidance on how potential customers can calculate their potential ROI based on their local market demand and the types of projects they intend to undertake. Share that we offer a pricing index as a guide for CNC Pro owners. This information, along with marketing and training materials are available in the Owner’s Portal.
Conclusion:
Addressing objections is a critical aspect of the sales process. By proactively addressing common concerns and offering practical solutions, you can build confidence in the minds of potential customers. Utilize real-world examples, educational resources, and clear explanations to ensure that potential buyers feel informed and empowered to make a decision. Overcoming objections demonstrates your commitment to customer satisfaction and positions the CNC Pro as a solution that adds value to their business or creative pursuits.
Customer Examples
- Share samples: Share samples of engravings done by the CNC Pro to give the prospect a tangible sense of the quality of work it can produce.
- Videos
Bolder Engraving
Owner Michael Wanco was an early adopter of the CNC Pro, after discussing it with his wife he purchased the machine and started an engraving business out of Irmo, SC. Today, Bolder Engraving offers a wide range of personalization services, including laser engraving. Starting wtih the CNC Pro, Wanco was able to launch a business and thrive for the last 5+ years.
Engrave Floor Life
Owned and operated by the Lopez brothers (Daniel "Guero" and Jesse) out of El Monte, CA. The Lopez brothers are known for their expertise flooring services which include: concrete polishing, epoxy and terrazzo. Like Bolder Engraving, being early adopters of concrete engraving, the Lopez' are thriving by taking advantage of their geographic location and zero competition.
Tim Mastin
Tim Mastin is a recent owner of the CNC Pro. His solid understanding of its potential. His application of the Machine include: fundraising pavers, boulders, fabricated boulders and concrete engraving.
Rodney Melton hit the ground running manufacturing boulders and natural-faced signage.
Colorado Hardscapes’ story is one of a simple technical need for the CNC Pro. After receiving a request for engraving on existing concrete, they reached out to make the purchase.
Their engravings are showcased in several of their social media posts.
Select Surface Solutions
Owner and founder Christi Tamayo watched Red Art Technologies for nearly a year before pulling the trigger. SSS offers surface solutions accross the board, including concrete, stone, tile, and CONCRETE ENGRAVING.
Neighboring to Bolder Engraving in Irmo, SC; they are a prime example of two owners within miles of each other, yet they succeeded. Recently moved north as wife is doctor and is starting up business again.
Next Level Engraving is founded by Tyler Grummond of Washington. His most notable engraving is of a native American dance circle in Washington State.
ROI and Investment
- Discuss returns: Clearly explain the potential return on investment (ROI) by using the CNC Pro for various applications, backed by data and examples.
- Present pricing options: Provide transparent pricing options and financing plans to accommodate the prospect’s budget.
Commitment to Training and Support
- Training resources: Emphasize the comprehensive training materials available to help the prospect master the CNC Pro’s operation and design capabilities.
- Support network: Highlight the availability of ongoing technical support, training updates, and a community of CNC Pro owners.
Decision-Making Process
- Address decision-makers: If necessary, ensure that all key decision-makers are involved in the process and address their individual concerns.
- Timeline: Establish a clear timeline for the prospect to make a decision, while remaining flexible and responsive to their needs.
Closing the Deal
- Training resources: Emphasize the comprehensive training materials available to help the prospect master the CNC Pro’s operation and design capabilities.
- Support network: Highlight the availability of ongoing technical support, training updates, and a community of CNC Pro owners.
Post-Sale Engagement
- Follow-up: Maintain regular communication to ensure the customer is satisfied with their purchase and address any post-sale needs.
By following this sales commitment model, you can effectively guide prospects through the sales journey while focusing on building lasting relationships and delivering value at every step.
