When it comes to selling security services in the commercial sector, you may find that many businesses claim to be “happy with the system we already have.” There’s just one problem. If that system is more than a few years old, it is probably sorely in need of updating and putting the business at risk. Here are 3 issues with outdated business security systems.
1. The Security System Is Not Supported
Manufacturers will only provide support for security systems they still produce or at least recently produced. As a result, the business will not be able to get replacement parts as easily and will have no technical support available if an issue arises.
2. Outdated Security Doesn’t Meet Present Needs
The needs of the business may have advanced beyond what the security system can offer. For example, some older surveillance systems may not allow for security monitoring. Instead, tapes need to reviewed after the fact. Also, a system may be equipped with surveillance but not offer any kind of limited building access that is now a necessary safety feature for many businesses that want to restrict who can enter the building or even certain rooms therein.
3. Older Systems Don’t Perform as Well
The longer a security system has been in place, the more likely it is not to perform when it is needed the most. For example, while modern digitally backed up footage has a high success rate, there’s no way to know if magnetic tape is even still good until someone sticks the tape in a player to watch back a surveillance video.
Keeping Commercial Clients Ahead of Criminals
NMC’s security monitoring services can help your business clients to stay ahead of criminals. Encourage commercial customers to upgrade to modern systems that provide rapid response to emergency situations during both business hours and off hours.
the 2016 Electronic Security Expo (ESX)
National Monitoring Center (NMC) is pleased to be participating in at the Fort Worth Convention Center from June 6-8. ESX is a trade show event for electronic security and life safety dealers, integrators, and monitoring companies. At this expo, NMC will be showcasing our products and services, learning from business leaders, discovering emerging trends and technologies, as well as networking with other industry professionals.
We will be engaging in relevant peer-to-peer education in which ideas and strategies will be delivered for implementation. NMC’s standard of practice will be further enhanced by new practical solutions and concepts sure to be presented at ESX. In today’s competitive landscape, it is critical for security professionals to enhance our industry knowledge and hone our business skills. The educational sessions provide insights and inspiration to help us achieve operational and financial excellence, and gain valuable business intelligence on trends, technology, threats and opportunities. This information is passed on to you as our clients so you can achieve the success you are entitled to have in this industry and with our services.
On top of discussing the relevant security updates and business strategies, we will have a chance to discover next-generation monitoring technologies as well as services and management techniques that deliver meaningful services and expectations for ourselves and our clients, and for their end-users.
ESX reinforces our broad perspective of the challenges that lie ahead and how to remain nimble to take advantage of fast-paced business changing opportunities.
NMC understands the importance of remaining relevant and successful for the benefit of our valued clients. As we invest our time in events such as ESX, we continue to be the leader with the newest industry developments. Together we will continue to go forward and embrace the ever changing landscape of our business.
A decade ago, companies were expanding into new territories. Insurance companies began to offer banking services. Starbucks produced a movie. Coke was creating a line of clothing. Today, however, most businesses have retreated back into their core competencies, and they are outsourcing anything that fall outside of the comfort zone. Security is such a specialized service that companies are no longer trying to build an internal security team. And if they have done so, the results were likely less than ideal.
National Monitoring Center (NMC) can provide you with the guidelines you need to generate additional sales in the commercial sector. To start, we can direct you towards the kinds of companies that are seeking external security. We serve as the monitoring agency for thousands of businesses across the US. We know which businesses want which services the most.
Use your own core competencies as well. If you have even just one restaurant or coffee shop as a client, then market yourself as an expert in that niche. Look for local associations where you can speak. Offer some simple steps towards increasing security within that sector.
Some small businesses will want to add security as the responsibility for an existing staff member. As you know, this often leads to data loss, financial loss, and physical breaches. Reach out to the local small business associations and create a presentation about the best ways that a small business can easily improve security; sometimes the best way to sell your services is to offer a bite of what the companies need.
Like human resources, security is a specialized skill that can no longer be fulfilled from within. Cash handling, data security, and perimeter surveillance are necessary for businesses of every size. Show them a bit of what’s at risk and you will gain their trust for security services.
For both commercial and personal accounts, consider putting together a basic emergency kit that your sales team can use as a tool for engaging new clients and upgrading current ones. Given the extreme weather conditions that can affect most parts of the US throughout the year, every household and business should have an emergency plan. National Monitoring Center (NMC) can help you put together a template that your sales team can use to offer help to all your clientele.
Emergency kits are a natural choice for you to give out to your clients during the holiday season. You are in the business of extreme situations, so your clients will appreciate the help when you offer them a kit with tools such as flares, flashlights, and a radio. Generally, you can buy these kits as promotional items; for an additional fee you can have your company’s logo printed on the outside. Frequently these kits will also include a sleeve where the client can keep pertinent information such as security firm contact information.
Many insurance companies require their commercial clients to maintain an emergency plan. As this often falls low on a list of priorities, the commercial accounts will appreciate your help in becoming compliant with an insurance requirement.
Families who don’t have an emergency plan, or have an out-of-date plan, will appreciate the help with coordinating a family’s technological assets with an emergency plan. Is there a central meeting location? Does everyone have the necessary cell phone numbers in their phones? Does everyone have a printed list of phone numbers in case there is no way to charge a cell phone?
Emergency kits are a helpful and appropriate way for you to remain in contact with your clients. The holiday season is the perfect time to warn them about extreme weather and provide them with a helpful solution. At some point this winter, more than likely, hundreds of businesses will need emergency kits; will one of them be your client?
Regardless of a caller’s temperament or attitude, the security professional on the other of the phone needs to remain respectful and understanding. At National Monitoring Center (NMC), we provide our service staff with extensive customer call training to ensure all client calls are handled with care and consideration.
The vast majority of contact your clients will have with NMC staff will be for mundane reasons. False alarms, equipment replacement, and unwitting neighbors are the primary causes for a security system to alert the monitoring center. And for the high end clients with sophisticated, smarthome security, the systems may require constant upkeep and care. But the best clients don’t always have the best attitude.
Keep in mind, your security system will be judged by those times when the client has to call into the monitoring center. As the security firm, you can be at the top of your game, but if your contracted monitoring center doesn’t have the right staff, you will lose your clients after just one or two poor experiences with problematic, monitoring staff.
Most monitoring centers will train employees how to address issues such as a forgotten password. And of course, all monitoring companies train employees how to handle difficult situations like health emergencies or burglaries. However, does your monitoring center train its staff to remain calm when a client is berating them for yet another false alarm?
Clients don’t always remain calm. In fact, with an alarm blaring (for no good reason) at 2 am, can you blame them for being irritated? However, it’s in those moments when the monitoring center staff has to know how to reduce the client’s stress and minimize the impact of the problem.
At NMC, we guarantee that every interaction will build up the client’s impression of the overall security system. With the greatest threats, come the greatest opportunity. Don’t put that opportunity in the hands of a monitoring center without a properly trained staff.
Now that video verification is a standard part of most advanced security systems, your sales team can use the feature as a primary selling point for acquiring new commercial clients. National Monitoring Center (NMC) is at the forefront of video verification systems and we can guide you through the best ways to promote this service with your new and existing commercial clients.
Many commercial clients might be aware of the previous iterations of video surveillance. While remote video investigations were an important step towards the integration of video verification, video “investigations” may have soured some commercial clients to the benefits of an expensive video system. Today, however, with video verification, the service become significantly more valuable thanks to the association with the actual alarm event.
Moreover, video verification ensures that law enforcement response triage the event as a priority one issue instead of the historic, level three priority. For clients with significant cash or merchandise on hand, the difference between priority three and priority one can mean retaining significant business assets.
Finally, video verification suffers from an out-dated reputation of doing nothing more than resolving false alarms. For commercial clients, avoiding false alarms is not a selling point. From the client’s perspective, your system should already avoid false alarms, so trying to sell on that point simply exposes your own weaknesses as a security firm.
Take the time to train your sales team on the proper selling points for video verification. Commercial clients don’t want to sift through all of the jargon about upgraded video systems. Communicating the value of new technology is an essential skill for your sales team, and it will pave the way for your future business acquisitions.
Parents in upper end of the Millennial generation (30s) are looking for the conveniences that come with adding Smarthome technology to home security. And while home security still remains the primary motive when the 30-somethings seek professional monitoring, the ability to see inside their home from anywhere in the world has become a significant selling point.
National Monitoring Center (NMC) can provide your clients with the technological upgrades that the newest generation of homeowners see as necessities. For example, in most homes with school-age children, both parents work. Or there is only one parent in the household. And because kids easily lose keys, working parents quickly come to enjoy the benefits of digital locks and remote control door entry.
Most Millennials have their Smartphones within reach at all times. And at 3 o’clock most of them will start to wonder if the kids made it home from school. With a digital notification system, those worried parents can get a text message as soon as the front door opens. Plus, if the kids are in their teen years, most parents also want to be able to see into the house to determine which friends the kids have invited over after school.
For new clients, the selling point may not always be the security that comes with 24-hour monitoring. Not everyone is worried about break-ins. Your sales team needs to be sensitive to the motivating factors for new clients. Some may skip over fire, water, and theft entirely; some clients may want nothing more than the comfort of knowing what is happening in their homes at all times. Security then becomes a secondary selling point.
Client needs and wants are changing. The 20-somethings from ten years ago are now high earning parents. They are accustomed to an integrated life where technology drives most of their consumer purchases. Home security has depended on technology for decades. Your business’s future depends on your ability to embrace the new advances that seem to arrive on a weekly basis.
Regardless of the source, a series of false alarms can undermine your reputation as a security firm. Both the clients and the municipal service professional dispatched to resolve the problem will grow tired of the problem, and you may have to solve the problem even if your system isn’t the cause. Because of our extensive experience with thousands of municipalities, along with our technological understanding of the interfaces, National Monitoring Center (NMC) can help you find the source of the issue for a final resolution.
False alarms generally fall into one of two categories: human error and technological problems. The human errors are the easiest to fix. By asking a few people the right questions, NMC can help you identify how the clients are misusing the system and causing an error. Technological problems, unfortunately, can be much more complicated.
Software diagnostic programs will almost always rule out a problem with the computer programs that can accidentally trigger an alarm. In addition, if a software program is released with a programming error, several clients will report the same issue simultaneously. When several clients start reporting the same issue, the original programming team will find a patch to fix the problem quickly.
The most difficult problems arise when the wiring or the cables inside the client’s building cause the system to trigger a false alarm. Of course, this kind of problem will be expensive to solve and may require significant proof that the physical wiring is the most likely cause. Full diagnostic analysis of the hardware and software systems will have to come first. Then, a technician will have to visit the site for confirmation. Ultimately, the client will have to pay for the repair, so minimizing lead time costs is critical in keeping the total cost low. With NMC’s vast experience in address false alarm problems, we have an effective protocol that will help to quickly narrow down the likely causes.
Don’t allow your client’s suffer additional costs that come from the fines incurred by false alarms. NMC can help you and your clients quickly and efficiently solve these unnecessary incidents.
Commercial accounts tend to be concerned with physical security and data encryption; businesses want to know who is accessing their building and their computer systems. However, the greatest threat to business continuity can already be lurking in the walls inside the business. Frequently overlooked by commercial clients, environmental monitoring is an excellent way for your sales team to connect with clients and add revenue-building services to existing accounts.
National Monitoring Center (NMC) will provide you and your clients with the most-technologically advanced environmental monitoring systems to help your business clients avoid interruptions due to sudden and unexpected changes inside the business. For example, a heat detection system can provide a business with the necessary alert to avoid data loss due to mechanical overheating. Computer servers generate a tremendous amount of heat, and the machines need to be kept cool in order to work properly. If one or more computers start to overheat, the client could lose thousands of dollars in business intelligence if the storage space isn’t properly monitored.
Even more destructive than heat, water can destroy both data storage and physical work spaces. Water damage can begin with a broken heating system. A good monitoring system will alert the security team when temperatures inside the building start to suddenly drop. Cold temperatures mean expanding water. And that mean a burst pipe when temperatures rise the next day. In the winter months, your clients could return from a long weekend to find their office destroyed by water. In older buildings with imperfect heating systems, old insulation, and aging pipes, a good environmental monitoring system can mean the difference between staying in business and shutting down permanently.
Heat, water, and humidity are serious threats to your commercial clients. And if they don’t own their own building (or even if they do) they probably don’t know about the condition of the infrastructure behind the walls. Of course, your business clients can rely on insurance claims to help recover financially, but once data is lost, sometimes there is no amount of money that can help get your clients recover from the losses.
Consumers are showing a consistent disappointment when they opt for self-installed camera systems instead of professional ones. As a distributor, this kind of consumer frustration creates a perfect opportunity for acquiring new clients and upgrading existing ones.
While the DIY trend in home security can feel like an uphill battle, the trend is actually expanding consumer interest in smart homes and integrated security systems. Do-it-yourself systems provide distributors with a semi-informed public, allowing you the chance to have a more advanced conversation about the features and benefits you provide.
The DIY consumer will be open to a professional monitoring option for any one of several options. At a basic level, the consumer could simply find the technology difficult to install and maintain. Generally however, this isn’t sufficient for the consumer to look for an upgrade.
The key factor in guiding a consumer from being a DIY installer to a subscriber is the purpose of the camera system. What good is a camera system without a monitoring company like National Monitoring Center (NMC) on alert and ready to take action when a problem arises? Essentially, who is watching the video feed?
Even though the DIY consumer might feel frustrated with the technological complications or security limitations, train your sales team to avoid negative commentary about those in-place systems. Some consumers might feel a sense of pride in their DIY systems even with the decision to switch to a professional firm. Others might be embarrassed about the waste of time and money. Guide your sales team towards the positive aspects of professional monitoring and you could reap financial benefits thanks to the DIY trend.