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.
Explain Philips LED Lighting and controls are already proven technology. Emphasize warranty, service and brand image.
Customers hungry for new technology and novelties, driven towards sustainable solutions.
Application Bundles are combining high quality LED luminaires with the latest sensor technology into a specific solution for a specific spaces.
Step 5: Show the difference