WHAT IS SYSTEM ARCHITECTURE? This is what allows you to begin at any point the custom- er chooses and create the ability for numerous upgrades without superfluous replacement of components or un- necessary obsolescence. In this strategy, the equipment chosen in part of step #1 will still be a component in the system during step 5, step 8 or however many steps the customer chooses to take (based on your recommenda- tions).
The basic foundation of System architecture is based on forethought. In other words, what do we do after we com- plete step 1? What is step 2? When step 2 is determined and completed, what is step 3? To use an analogy, you and the customer are playing a game of “system design chess” in which you are both winners. In order for each of you to win, you the professional need to be the one who plans out your next steps, as well as theirs. The primary purpose of system architecture strategy is to create a calendar of future system add-ons and upgrades with a specific timetable of appointments. You only need to make appointments for one to two steps beyond what the customer is having done today, but you should have a timetable created that goes anywhere from 5 to 15 steps depending on how elaborate a system the customer wants and feels they deserve. “Today, Mr./Ms Customer, we are installing your amplifier and subwoofer to enhance the richness of your current sound system. The next step (for example) will be to amplify your main speakers for clearer, more detailed sound.”
SKY’S THE LIMIT Focus on what the customer wants to do during this visit, but also ask questions about what they would ideally want to own if their bank account or credit card “gave them per- mission” to get what they truly deserve. Please note that I wrote deserve, not “ask for “or even “want.” • Show “the good stuff.” Failure to do so is a disservice
to that person. If you don’t show them the good stuff, they will not know to want it. • Don’t discount! Offer a fair value for what they are
investing, and remind them that pricing is consistent for every client. • Use a client referral reward program to help the client build in-store credit without money out of pocket. • Show them the “road map” and help them navigate
through each step of the system design and upgrade pro- cess. • Create a reasonable timetable that creates an excite- ment and urgency without unnecessary sales pressure.
• Use a layaway plan for the larger steps in the system architecture process. • Factor the necessary system accessory steps (sound damping, electrical system upgrades, fuse and distribution blocks, power and signal wire, etc.) in or near the beginning of the sales presentation/consultation process. Here is an example of a great first step in sound system architecture: Add a bridgeable two channel amplifier—not a monoblock amplifier—and woofer to the system in a 4-ohm mono configuration. Why? Customers always want more bass than what they initially paid for. If you sell them a subwoofer amplifier in step 1, and it’s not enough power for their bass needs, then you just shot yourself in the foot by not giving yourself – and the customer – the option for more power without obsolescence.
Choosing a bridgeable 2-channel amp allows the option of re-dedicating said amplifier to the front speakers as well as offering a more powerful monoblock subwoofer amplifi- er. After this, the next step could be front speaker upgrades (including the installation of Deflex pads behind the mid range) or the addition of a second woofer. Other steps that can be included are: • Sound damping and deadening the vehicle; (this pro- cess can be done in steps or all at once) • Auxiliary batteries and/or capacitors can be added be- fore or in conjunction with the addition of more power is added. • Rear speakers can be upgraded, preferably as a timbre match to the speakers used during the front stage upgrade. • Video screens or security can be part of the system architecture process, and so forth. Obviously, the more steps that are in the process, the greater the number of possible options available for any of those steps, and the number of possible combinations can be calculated in terms of factorials. The point of Sys- tem Architecture is to constantly plan the next steps in a system build that allow for ongoing upgrades. Each step in the process not only creates a new level of excitement for the customer upon completion of that step, it creates the anticipation of the next level of excitement generated by the next step. The best part of all is that everyone who is involved in each step can take pride in another job well done, as well as create opportunities to show new clients how they can achieve their desires and dreams for their own systems, even when they don’t currently know what those are. System architecture is what differentiates between sight and vision: Sight is what the customer sees now; Vision is what the customer can now see for the future. ■
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