Recently I received the second generation Apple TV as a birthday
present. Like many of you I have had
some very forgettable experiences with new technology. In fact one of these experiences led to me
switching last summer from an old PC to a new iMac, but that’s another story.
As a result of these tech experiences I am very skeptical when it comes
to the installation and start-up of new technology. I have had Geek Squad to my home office on
more than one occasion and a large number of calls from my local cable provider
to fix problems with my service. So you
can image my surprise, a very pleasant surprise indeed, when I was actually
using Apple TV within ten minutes of opening the box. I literally plugged it
into my TV, the setup menu popped up and then lo and behold, there were my videos on my iMac waiting
for me to view on the big TV. I am an
engineer by training and though I don’t really have a clue at what Apple does
inside their software/hardware to make this start-up effortless and seamless, I
do know that it will have come about as a result of a large investment in
engineering.
Now to be fair, this isn’t the first time that I have experienced a
seamless start-up with Apple products.
We had an early Macbook several years ago and it was the first piece of
technology that wirelessly connected to our wireless HP printer without a visit
from Geek Squad. Our original iPods were
a joy to use over the original MP3 players that we had. As a consumer I find this attention to the
user experience to be very refreshing and a terrific way to build brand
loyalty. Yes, our household is pretty
much a showcase of everything that Apple makes but we have done that because
their sales message about ease of operation etc., holds true. We bought the messaging because they
delivered on what they promised.
The lesson here for me, or rather reinforcement of a key sales lesson,
is that the selling process goes way beyond just closing a deal and collecting
a purchase order. My sales experience
has been primarily involved in complex sales processes. These processes generally involve designing a
solution to a customer’s problem. Once
the customer has agreed to buy that solution the sales process hasn’t
finished. Why? You need to demonstrate that the value you
promised has actually been delivered. In
my specific case with Apple, the value that they promised was clearly delivered
as am I happy customer and will happily tell anyone who asks how great my Apple
experience has been.