When Upselling Security, Offer the Customer More Protection When the Case Calls for It

Rather than settle for the quick sale, salespeople should use these four strategies to make sure a customer has the most appropriate security system for their specific needs.

2. Why Systems Integration Is a Natural Upsell

Systems integration is a significant upsell tool in the hands of a salesman who chooses to inform past clients as to any new, improved security services, technologies and devices available to them. It’s not that difficult to sell the integration approach to a commercial account once they understand the features and benefits associated with it.

“Because of our deep level of integration, most sites can easily add on access control, video surveillance or intrusion/security to their initial installation,” says John Smith, senior channel marketing manager with Honeywell. “In many cases, customers are running disparate systems that provide little to no integration. Our message has been consistent with helping dealers understand the benefit of an integrated security system.”

The ability to tie it all together into a nice, neat package under the control of a single command and control system is an attractive alternative to those who continue to harbor yesterday’s disjointed, antiquated security systems. Commercial users are absolutely going to want to know about the new feature sets and it’s up to you to introduce them.

Connected Technologies’ ScanPass, a cloud-hosted application powered by Connect ONE, requires no software to install or maintain and uses an easily affixed barcode sticker, eliminating the need for access control readers, controllers and cards/fobs.

For example, from the end-user side, Trenton Johnson, facilities manager with Kolea of Waikoloa, Hawaii, an elite housing community within the popular Waikoloa Beach Resort on the shores of the Anaeho’omalu Bay, says, “We certainly value the effort of qualified salespeople contacting us with information about products. We were introduced to the Farpointe [access control] product line by [someone] whose expertise and familiarity with our facility helped lead us to the best solution for our needs. Our initial conversation was about the maintenance challenges we face due to our proximity to the ocean, and the harsh environment that our access control systems must withstand.”

According to Johnson, the fact that the salesperson took the time to find out the campus’ pain points, existing processes and various security-related systems showed that the salesman really cared about improving the community’s security. “It was obvious to us that he cared enough to provide the right solution – not just make a quick sale. We have not had any regrets about our decision to implement Farpointe’s product throughout our community,” Johnson says.

The fact is, integrating the various disparate systems enables the client to do far more with each one t
han would be possible with the entire lot in standalone. That alone is a good enough reason to approach existing clients for the purpose of upselling integration.

3. Stepping Up the Bid Process

When a prospect approaches your company about installing a plain, simple security system, or when you review your legacy client’s needs, it seems almost criminal not to explain all the new bells and whistles to them. One thing is for sure, if you don’t tell them about these new products, features and benefits, your competitors surely will.

Every proposal given for any kind of security system should automatically include a number of add-ons in the form of optional packages. The verbiage of each should be standardized and included as part of the bid template, as in the case where MS Word or Excel is used or as precomposed blurbs that can be selected when an integrated sales/marketing-oriented software package is used.

For example, although POTS (Plain Old Telephone Service) is on the wane, you’d be surprised how prevalent this aged, tried-and-true technology is today. For this reason, it’s important to include all known communication technologies available as add-on options. Central station signal path options should include 1) cellular, 2) Internet and 3) privately owned and operated communications systems, such as AES IntelliNet.

It’s also important to include add-on options for additional motion detectors, smoke detectors, cameras, card readers, keypads, inside/outside sirens, wireless door sensors, manual fire pulls and more, all related to the various disciplines included on the base bid. They can be edited as needed to include quantities, locations of installation, etc., so it’s clear what each option is for. You also should include periodic services, such as routine inspections, maintenance procedures, lease and lease-purchase elements, and more. These are adjuncts to the base bid.

Services also can include a variety of maintenance contract options. One version should include product replacement as a matter of course while another provides labor only. It’s always a great advantage when maintenance and monitoring are rolled together into a single monthly fee, too. Video surveillance systems can also include a service that notifies the client when one or more cameras stop providing viable video images.

Continue to the last page to learn how to leverage legacy equipment when making a sale…

If you enjoyed this article and want to receive more valuable industry content like this, click here to sign up for our FREE digital newsletters!

About the Author

Contact:

Al Colombo is a long-time trade journalist and professional in the security and life-safety markets. His work includes more than 40 years in security and life-safety as an installer, salesman, service tech, trade journalist, project manager,and an operations manager. You can contact Colombo through TpromoCom, a consultancy agency based in Canton, Ohio, by emailing [email protected], call 330-956-9003, visit www.Tpromo.Com.

Security Is Our Business, Too

For professionals who recommend, buy and install all types of electronic security equipment, a free subscription to Commercial Integrator + Security Sales & Integration is like having a consultant on call. You’ll find an ideal balance of technology and business coverage, with installation tips and techniques for products and updates on how to add to your bottom line.

A FREE subscription to the top resource for security and integration industry will prove to be invaluable.

Subscribe Today!

Get Our Newsletters