ViDAR is an incredible technology that not only increases the confidence level of finding people and objects in water to 96% but it removes the guesswork of finding things. 

Key Takeaways

• Technology exists to solve a problem so you firstly need to understand the client’s problems before you can successfully sell the technology.
• The first thing people see is your marketing material and the challenge is making sure the right message is in the right document – there is no one size fits all approach – especially when dealing with different clients and different industries.
• I used to think that marketing is just marketing back when I was just involved in delivering engineering projects but now I know that marketing is one of the key functions of any business.
• Don’t just send a generic data sheet to a new client unless it meets their requirements otherwise you’ll disengage straight away.
• 17 meetings in 3 days – Trade Shows have a huge value as lots of our target clients will be in one place at the same time. It’s sometimes easier to arrange meetings at a trade show than at the customers office.
• Make yourself aware of the customer cycles before hand so don’t just expect the PO after the first meeting.
• Understand what the customer wants and what their problem is and how to solve it – mindset is everything in this regard otherwise you’ll struggle if you just try to sell the product

Mentioned Links and References:

Twitter: http://twitter.com/DTSI_UK

LinkedIn: http://www.linkedin.com/in/richardglyn-jones/

DTSI Group Website: https://www.dtsigroup.co.uk

Sentient Website: http://www.sentientvision.com/