As you already know, most homeowners come to you with concerns about fire and burglary. And because most of them already have fire alarms in the kitchen and deadbolt locks on the front door, they often lack a sense of urgency to make a buying decision. However, by introducing the dangers of carbon monoxide and radon poisoning, you can give them the motivation necessary to sign a contract on the spot.
Although you want to introduce poison gas monitoring, you can easily make the customer defensive with scare tactics. Because both carbon monoxide and radon are odorless, most customers do not have a first hand experience with the dangers. Emotionally, poison gas is like a ghost; if the customer can’t see it or smell it, then is it really there?
Start with a fact sheet. Written information often comes with more credence that the word of a salesperson. A properly cited reference indicating that up to 4,000 people die every year from carbon monoxide poisoning will have more of an impact than just another piece of information coming out in the sales pitch. For those consumers with potential exposure to radon through unfinished basements, the statistics are more frightening at 30,000 annual deaths due to lung cancer. When presenting information about either danger, having multiple sources from reputable news organizations like the New York Times will give your clients confidence in the information. Without a good source, the statistics could undermine the entire sales approach.
For a more aggressive sales approach, you can ask any potential clients sign a “liability elimination form” confirming that the salesperson covered each topic during the visit. Of course, clients will pay more attention when they are being asked to sign a document. This kind of sales tactic can feel artificial unless the release was genuinely written by a lawyer trying to help you avoid being sued for neglect.
Finally, you can offer your clients a free plug-in CO detector when they sign the contract. This immediately will give the clients a solution to their new-found fears in poison gas and allows your team time to come out and install the permanent monitoring device. Of course, this is an emotional ploy that can come with some backlash if the clients don’t sign the contract.
Poison gas is a highly motivating factor for buying a home security system. Contact National Monitoring Center (NMC) for additional guidance on how to use this sales approach to increase your sales rate.