Pricing strategy, sales efficiency, client retention, and everything in between.
9 articles
I don't think most AV companies lack ambition, ideas, or experience. I think they lack time. Too many moving pieces, too many fires, and strategy keeps getting pushed out.
Most salespeople in AV are very busy. Quotes to get out, proposals to format, equipment lists to build. It looks productive. I don't think it is.
Most AV companies have a number in their head — below that, they're not interested. I get it. But I think ignoring small jobs is a mistake, and here's why.
Most clients have no idea what goes into a well-run AV setup. And because they don't know, they can't see the difference between you and the cheaper option.
Your prospect contacted three AV companies on Monday morning. You replied within the hour. Your competitor replied on Wednesday. In my opinion, you've already won.
A lot of AV companies are looking at adding a CRM on top of their RMS. On paper it makes sense. In reality, I think it's more complicated than people expect.
Your best clients have events coming up right now. They're not thinking about you. Not because they didn't like your work — because you haven't shown up since the last event.
Most AV companies think growth comes from more leads. I don't think that's the first place to look. Most companies are already sitting on more revenue — they're just not capturing it.
Most AV companies are cautious about raising prices. So they don't. And they stay exactly where they are. I think raising prices isn't actually that risky — not using the extra revenue is.