Lead With Life Safety to Upsell Lifestyle Enhancements

As a simple example of how dealers can upsell intrusion systems, a customer who has been using a wall-mounted touchscreen may be interested in controlling their security system remotely via a smartphone application. Photo: ©istockphoto.comFor example, security systems that feature lighting automation can be programed to turn lights on and off at specific intervals, or light up an entryway to create an illusion that someone is home. Additionally, adding wireless cameras at the front door, near a shed, external garage, or boathouse, gives homeowners a visual portal to activities happening in that space. Events can trigger these cameras to report activity or alert a user about what is happening around the home.

If a stranger is entering a restricted area where a trailer or boat is stored, for example, a homeowner receives notification. This gives the homeowner enough information to help determine the appropriate next action, such as alerting law enforcement or calling a neighbor to check on the issue. This enhanced functionality gives homeowners a presence at their property, even when they might not physically be inside the home.

Advances in some self-contained security systems allow automated door locks to use the same four-digit arm/disarm code to enable a silent duress alarm that can be triggered by the user in times of need. If a user feels threatened, they can enter a special code that will set off a silent duress alarm, alerting the central station to a potential problem or dangerous situation. Consumers who live alone, arrive home late or come home to an empty house, find these solutions provide both added life safety and peace of mind.

Emergency Alerts as Value-Adds

As systems capabilities continue to advance, security protection is beginning to extend to include emergency alerts. Now that we’re in the dead of summer, customers living in a region that might be affected by extreme weather events will be interested in a lifestyle awareness solution can help them prepare for extreme weather.

Security systems can deliver advance weather warnings, such as tornado alerts, to customers who are interested in these capabilities. An example of this capability can be found in Honeywell’s Total Connect Remote Services, which has been upgraded to include a tornado alert option for customers who have the new LYNX Touch 5100.

Ultimately, dealers should make sec
urity and life safety the foundation of their offerings in order to differentiate themselves from the growing segment of competition that focuses exclusively on offering lifestyle and home automation services. The security industry must focus on delivering security as one part of a complete offering to both new and existing customers in order to increase sales, retain customers, and continue on a path for business growth.

Doug Marshall is a National Account Manager and Tom Babich is a Senior Marketing Product Manager for Honeywell Security.


Photo courtesy The Protection BureauCreating Better Informed Customers

As installing security contractors look for ways to extend services and remain relevant in the midst of a growing competitive marketplace, there are several important aspects to consider. The following bullet points emphasize pertinent themes and topics dealers should communicate to their existing clientele as well as potential customers:

  • Ask insightful questions about a customer’s lifestyle in order to recommend beneficial products and services. 
  • Provide customers with relatable examples that demonstrate how life-safety and security technology are the foundation of the connected home.
  • Thoroughly train users on a system’s capabilities so there are fewer service calls and greater customer satisfaction.
  • Share insights among the dealer sales team so best practices are understood and most effective.
  • Provide team members with ongoing training on the latest system capabilities to ensure all are aware of changes and improvement in products and service offerings.

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