Your business customers will be preparing ahead for their security consultation. That means your company needs to be prepared to ask the right questions and to answer a potential client’s questions in a way that will close the deal. What are a few things you should know?
- What is the customer’s budget? – This information allows you to provide an acceptable quote while also providing the maximum number of services. Closing a deal is often a matter of determining how to fit the right services into a package deal at the right price.
- What are the client’s needs? – What features are considered necessities by the customer? Depending on the business type, you may have a list of features to upsell that your client may not even know they need yet.
- What can you offer? – Does your company even offer all of the services that your client needs? For example, many businesses need environmental monitoring. Also, monitored surveillance and alarms (motion sensors, fire alarms, etc.) may be major factors for a company.
Have the Security Monitoring Experts in Your Corner
NMC is the reliable monitoring service you can trust to provide your commercial clients with up to the moment services that smart businesses want. Call 877-353-3031 to have the premier 3rd party monitoring company backing you up.
Last week a report was released by Technavio projecting the growth of the security market in North America. Estimates are that the $12.5 billion residential market will surge to more than $15 billion by 2020. The United States already makes up nearly half of the global residential security market.
Why Residential Security Is on the Rise
One factor that is driving growth is the desire for greater security in residential buildings. This includes security for the building as a whole as well as individual systems for each apartment. One feature in particular that is sought after by residential buildings is cameras that can be viewed from individual apartments allowing residents to observe patrolling guards. Seeing the security staff at work provides peace of mind for many residents.
Primary Concerns with Residential Security
The main issue being faced by the residential security industry, according to the report, is the ability of hackers to hijack a smart home. As a result, some vendors are encouraging monthly password changes for clients. However, home security systems have many measures in place to help prevent this type of scenario, and this has set many clients at ease.
Choose NMC as the Security Monitoring Service for Your Residential Clients
We hope you get your share of the growing residential market. NMC can help you to secure clients by providing the monitoring service that gives you an edge over your competition. Call 877-353-3031 today to learn more about the services we provide such as two-way voice options and text notifications.
Startups generally start small, maybe even just one person working from a home office. But security is still important in many ways. Don’t let the size of a company stop you from picking up a new commercial client. Startups can grow quickly and become a major client in the years ahead. Start by developing a scalable security solution and building trust.
Assessing the Security Needs of a Startup
For a small business, security is all about recognizing potential threats. Here are a few things to consider:
- What kind of risks can a company handle? If a break-in results in a stolen laptop, is that the end of the business? The easier it would be for criminal activity to disrupt a business, the more important security becomes.
- What are the company’s most important assets? Would it be something physical in an office or perhaps data stored in the cloud? This helps to determine whether the focus should be primarily on an alarm/surveillance system or in cybersecurity. Most businesses need a mix of the two.
- From what source are the greatest threats to digital security? If the primary threat is from hackers, the focus should be on employee training and digital security. If the greatest threat is from an unauthorized person accessing files in the office, the focus needs to be on restricting physical access to computers or mobile devices that contain the sensitive data.
- Do company assets require a particular environment such as the right temperature range? This would involve environmental monitoring services.
Meeting the Security Needs of a Startup
NMC offers a wide range of residential, commercial, and environmental monitoring services so that your clients can develop a security strategy that meets their startup’s needs.
Marketing Security Monitoring Services
One question that our clients often ask at the beginning is the best way to market the service that we provide, and that makes sense. After all, no one knows our product as well as we do. For this very reason, NMC is happy to support our clients as you strive to explain the benefits of our vital services to your customers.
Marketing Materials Available to You
NMC can provide you with flyers and brochures to distribute to your clients. These marketing materials are customizable to ensure that your end user receives the exact information they need to make the right choice and go with your services.
Also, because we know our services the best, we also know how to sell them to your clients. To that end, we offer onsite support and training so that your team knows our product well enough to explain it as a part of your home or commercial security offerings.
Seeing Is Believing
Of course, it is one thing to tell your clients that your company uses the most state-of-the-art monitoring centers. It’s is another thing for your client to see that monitoring center in person. For that reason, we are happy to set up a tour of one of our centers in California or Texas for your client. It is our pleasure to help you close the deal in any way we can.
Homeowners are often reluctant to get security monitoring for their home because they feel their front door lock is sufficient to keep intruders out. Unfortunately even the most complex locks can be picked and overrode by clever intruders. Promote home security with your clients by making them aware of the vulnerabilities of an unprotected home.
Criminals with intent will find a way to breach any home they recognize as being unsecured. Nothing will stop them from breaking a window to create a point of entry. Once in, the entire contents of the home will be at the disposal of the intruder. Anything they can carry out and use or sell for money will be at risk but this risk is not limited to just personal possessions. Bills and legal documents containing personal information are often found around the home. Identifying documents such as passports and memberships can be used as an identity theft tool and these documents are often kept in locations that facilitate ease of access for your client. Unfortunately, this means ease of access for the intruder as well. The compromise of this information leaves your client very vulnerable and creates a web of hassle they need to deal with immediately in order to mitigate marring of their credit and identity.
Homeowners who forego the protection of security monitoring for their home put themselves at risk for great losses, monetarily and emotionally. National Monitoring Center (NMC) monitoring can curtail all risks associated with home invasions. Sell to your clients the reliable monitoring that NMC ensures for you and reward them with the protection of their assets and identity.
As the primary point of entry to many homes, the front door is a great way for you to connect with new and existing clients to find the kinds of services that create long lasting relationships. From the convenience of an automated door to the safety of keyless entry, you will be able to provide both enticing features and real solutions to your clients.
For most people, juggling to get a house key while carrying groceries is an inconvenient nuisance. The most advanced door locks can now automatically unlock while the key holder approaches the door. This is the same kind of technology used in cars that allow for seamless entry and push button ignition.
Remote access is another great feature — especially for families with teens. With remote access, your client can use a smartphone to unlock the front door when one of the kids loses a key. With a few taps on a cell phone app, your clients can unlock the front door.
Programmable locks are another great feature for anyone juggling contractors or cleaning people. Your clients can offer them a unique code to unlock the door during specific hours. If you know that your clients are using their home or rental property for short term rentals (like on AirBnB), then providing them with a programmable lock solves the tremendous difficulty that comes with servicing travelers. Each new visitor gets a unique code that expires at the end of the stay.
Video feed and interactive com systems have been around for decades, but thanks to modern technology, your clients can have access to those tools from anywhere in the world.
Contact National Monitoring Center (NMC) to discuss the kinds of services that know will bring in new clients and provide value-added upsells to existing ones. Capitalize on the cache that comes with a well-connected front door, and create the long lasting relationships you will need to remain a relevant security service.
Most clients don’t understand the security industry. They don’t understand how national brands, local companies, and third-party monitoring systems compete or compliment each other. When you add in digital security, most clients simply don’t want to know. They want to secure their homes and/or businesses without trying to understand the ins-and-outs of our business.
However, you know that as a smaller security firm, you can provide a higher quality of personalized service as compared to the large corporations made up of faceless, back-end personnel. National Monitoring Service (NMC) can provide you and your sales team with a list of proven talking points to help convince your clients that a local company is just as effective as the national brands.
NMC has all the power and experience as any nationally-known security firm. We invest in our staff with the kind of cross-training to ensure that any and all security threats are thwarted at the earliest possible moment. We have an open, multi-functional workplace that cultivates the most experienced professionals in the security field. Comparatively, many of the national brands function on minimally-trained staff who work with a limited scope of understanding for the entirety of a client’s security needs.
In fact, NMC operates on a national level, allowing you to sell both the local and the national advantages. While you provide the friendly face of a representative familiar with each client, NMC provides the clout that comes with a large, corporate security service.
Take advantage of the work they do to promote a national monitoring service by comparing it to the quality of service that comes with using NMC. Then use your own local focus to close the sale.
The line between a home security feature and a smarthome feature has become barely distinguishable. The wifi thermostat, for example, offers benefits both as a home security monitor (rapid increase in temperature) and as a smarthome feature (turning on the heater while driving home from work).
For some clients, your sales team should focus on the exciting bells and whistles that come with owning a smarthome system. For those clients, home security is not as important as the cache of having lights they can turn on and off with their cell phone. Convenience takes presidence over security.
Other clients will want to understand how these features will make them more secure. These clients may not immediately understand that turning on lights at random times will reduce the likelihood of burglary. Clients that are focused on the logical reasons behind a security system might not be able to see inside the criminal mind without the help of your sales team.
So how do you tell these two kinds of clients apart? Good, consultative sales.
Your sales team needs to be ready and willing to make a change in their sales approach based on the answers that the clients give. With open-ended questions and a willingness to listen, your sales team will be able to deliver an effective, customized presentation to every potential client.
Encourage your sales team to offer a commercial insurance policy review as an introduction to commercial security or any corresponding upgrades. Your commercial clients may not understand their commercial insurance policies, and by offering a “review” your sales team can provide the client with a sense of security through this added-value interaction. National Monitoring Center (NMC) can help you create a list of talking points regarding the intersection of commercial insurance and commercial security.
For an easy introduction, your sales team can ask if the client if they get a commercial insurance discount by having a security system. This is a typical discount for personal policies, but may not always be included in all commercial insurance policies. However, because commercial insurance is costly, your clients will appreciate any possible discounts.
Next, point out the coverage for theft. Most business owners worry most about theft — especially those who use significant amounts of cash on a daily basis. This is the core of how you can add value. And as often as the owners may worry about theft, they still may not understand the insurance policy coverage for theft. This is an ideal conversation for any client with minimal security. Simply by pointing out the uncovered cash losses, your clients may be willing to spend more on cash-centered security features such as video upgrades.
Finally, go over any possible data losses due to fire and water damage. While most insurance policies offer significant coverage for recovering lost data, most businesses don’t have any methods for recreating or recovering the data they would lose in a fire. Point out the ways in which your company can help prevent data loss due to fire and water damage.
The more you can interact with your clients, the longer the clients will remain with your security firm. Commercial insurance is an expensive necessity, so use it to your advantage. And once your have begun interacting with the client about insurance, you have a great reason to contact the insurance agent — yet another avenue towards more commercial clients.
The best potential customers are the clients you already have. And while not all of your personal lines clients have businesses, all of your commercial clients have homes. However, depending on your sales structures and your sales training, convincing your team to attempt a sales pivot from commercial to personal lines could be difficult.
National Monitoring Center (NMC) is equally capable of handling commercial and private accounts. We can provide you with the supporting documents and sales guidance to help you add personal lines to your existing commercial clients.
The best way to introduce personal lines to a commercial client is generally with a simple question: Is your home as secure as your business?
Clients will frequently overlook the security of their home despite putting significant emphasis on security for their businesses. However, once they see that they are protecting their office furniture and computer data more than their own families, they will often welcome a home security review.
A client’s home security can also be introduced as one component of the total commercial security package. Because most business owners work at home at night and during the weekend, a weak digital security system at home can easily expose sensitive business data.
If you have a split sales team (commercial lines and private lines) consider cross-training so that each team can provide leads to the other. With a collaborative approach, you might find that your greatest opportunity for growth already exists inside your own client list.