SOLARIS DEMO GUIDE - TURNING THE DEMO INTO A SALE
Know your audience
As the machines are stitching, this is a great time to
gauge your customer’s interest in the machine. If doing
a group event, move through the room and interact with
the customers. Passing out chocolate or snacks is a great
excuse to walk up and engage each customer. If one-onone
demos, ask the customer how much they love the
machine. If you don’t know the customer, find out what
kind of machine they currently own, what their biggest
challenge is in sewing, etc. Get information that will help
you guide that individual toward a buying decision.
Targeted marketing
Once all of your attendee’s have
completed the project, ask some
questions to lead them to think
about buying. Make sure they are
open-ended questions that can’t be
answered with a simple yes or no.
Here are some suggestions:
Questions to ask
» “Isn’t this project adorable?! What
are you going to put in yours?”
» “What was your favorite part of the
creation process?”
» “What did you learn that you didn’t
know you could do on the Solaris?”
» “What is your favorite new feature?”
» “What is your Can’t Live Without
Feature?”
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Be prepared
To be ready to handle objections BEFORE class,
be sure to be prepared with these helpful tools:
» Machine Bundle
» Baby Lock Promotion Details
» Trade-In Allowance for Commonly Traded
Machines
» Payment Information if Financing is
Available
» Credit Applications if Applicable
» Baby Lock Lead sheet to capture their
contact information
» A Schedule of Upcoming Owners Lessons
» Sale Price of Trade-In Machines (it’s nice
when you can take a trade and flip it in the
same event!)
What do you offer?
Be ready to show your customers why they
should buy from you! What does your store
offer that sets you ahead of the rest?
» Community
» Classes, Events, Clubs
» Support
» Inspiration
» Knowledge
» Online-Videos
» FUN
» Most importantly, You!
So what’s next?
The goal of this demonstration is to show the WOW
features of the Solaris. Customers get a hands-on
experience of the machine allowing them to see
all the capabilities. Whether your store decides to
do individual test drives, group demonstrations
or large events, the goal is still the same-to sell
machines! So, what’s next?
As the machines are
stitching, this is a great time
to ga uge your customer’s
interest in the machine.