Interests, concerns and how to react
Customers who are reluctant to invest and are focused on price and pay-back.
Focus on numbers. Use Total Cost of Ownership to show payback and energy saving.
Customers sensitive to better lighting – for office, lighting should support productivity and concentration.
Customers afraid of innovation, not sure what new technology is and whether it has longevity.
Customers hungry for new technology and novelties, driven towards sustainable solutions.
Step 5: Show the difference