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.