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How to Sell Wearable Technology to Specific Customers

Wearable technology is a hot topic right now. Some people swear that wearable technology like the Apple Watch or Google Glass are the future of mobile technology while some analysts believe that the sales frenzy that was expected over these products won’t come to pass. As a mobile retailer, it’s important for you and your sales team to recognize both the advantages and challenges of wearable technology in order to clearly and easily explain their features to customers. Let’s look at some ideas for communicating these features to customers.

  1. Manage expectations. It is sometimes difficult to manage the expectations of customers. Early adopters of new technology may be disappointed when they finally get to experience wearable tech in real life, while less sophisticated customers may show irritation over a technology whose basic characteristic is to keep them from having to get out their phone. By giving realistic descriptions and real-world applications of the technology, you should be able to manage expectations accordingly.
  1. Target specific applications. Essentially, wearable technology is a niche market so pay attention to those needs when talking with customers about wearable technology. Ask them why they are interested in wearable technology and how they intend to apply the technology to their lives. Whether it’s the fitness enthusiast who wants to use an Apple Watch to better track their activity or the daredevil who wants to strap a Go Pro camera on their helmet and parachute off a mountain, you’ll give yourself a much better point of entry with customers by finding out more about them.
  1. Use the technology. The only way to truly understand a product you’re selling is by using it, so encourage your sales staff to use the wearable technology in your store during slow periods. Challenge your staff to think of new and creative applications for your wearable technology. By giving your staff a deeper understanding of what wearable technology can actually do for a person in their daily lives, they will be better able to articulate the benefits and attractions of these products.
  1. Sell the feeling, not the lifestyle. There’s no denying that wearable technology is still expensive for the average customer. Apple sells a version of its Apple Watch that costs $17,000 after all. But it’s also important to realize that you’re not selling a Rolex watch. Wearable technology is designed to operate in the real world, after all, so the focus needs to be on the applications and not the aesthetics or social perception of the devices. It’s also worth noting that even Apple retailers themselves have put serious thought and effort into their sales strategy for wearable technology, so it’s important for you as a mobile retailer to do the same.

About the Author — Taylor Grassby

Taylor Grassby, hails from Steamboat Springs, CO. Following his passion for skiing and extensive skiing career as a youth, Mr. Grassby was given an opportunity to work on the other side of the ski business as a factory rep for Nordica North America. It was with Nordica where he discovered his passion for business development as he oversaw all product launches for the company. As an operations executive at REVE Marketing, he was able to combine, vast industry experience with his technical know-how. From there Taylor went to work as a senior account executive with a SaaS firm specializing in web and mobile development for the conference, convention and trade show industry. In addition to his current position as account executive for Envysion, Taylor is attending the University of Denver completing a Masters in Leadership and Organizational Studies with a completion date expected in 2015.

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