Overcoming Prospects’ Preconceived Ideas About Cost
…This got me thinking about security prospects who have bought systems in the past. Remember how much those systems used to cost? Considering how these customers or prospects perceive the cost of new or upgraded systems, what numbers do they have in their heads?
You Can’t Beat The Security Industry. Spread The Word!
As I work with alarm dealers and integrators across the country, one challenge consistently stands out: finding qualified technicians and salespeople. Our industry doesn’t have the same visibility as many other trades, and people often enter the security field by accident. This needs to change. I was one of those who entered this industry by accident. Growing up, I worked in my family’s department store on the East Coast, and the security business wasn’t on my radar.
Learning From Your Mistakes and Successes in Sales
In the world of sales, the ability to learn and adapt is crucial. Salespeople are no strangers to the lessons taught by mistakes. The pain of a lost deal, a missed opportunity, or a failed pitch drives us to avoid those pitfalls in the future. Even if we’re not consciously trying to learn from our mistakes, the human response to pain ensures we do, at least on a subconscious level. However, there’s a powerful tool in the sales arsenal that’s often underutilized: learning from our successes.
Boosting Sales Success: The Case For Leaving Phones At The Door
My phone is always by my side. How about you? We’re in the security industry, after all, and being on call 24/7/365 can be part of our job description. I spent years as the first person called when a subscriber needed help. Twenty years later I still check to be sure my phone is next to me before going to sleep.
Customer Service’s Role in Alarm System Sales
In the alarm industry, where value is inherently linked to reliability and trust, customer service is a pivotal factor driving sales, retention, and referrals. As customers navigate the complexities of choosing an alarm system that ensures their safety and peace of mind, the quality of customer service they receive can significantly influence their purchasing decisions and long-term loyalty.
Don’t Neglect Existing Customers in Business Development
In the competitive landscape of the alarm industry, where cutting-edge technology and new customer acquisition are often the focal points, a significant issue persists — many companies overlook their existing customer base. This oversight not only hampers customer satisfaction and loyalty, but also impacts the long-term sustainability and growth of the business.