Using ROI to Get Customers to Buy Security
Gain the knowledge and tools to win the ROI battle by flipping conversations from security as cost center to cost-saver.
Wireless readers are not just used for doors; wireless solutions exist for elevators, exit devices and gates. Wireless systems work with most of today’s access control systems. That means users don’t have to replace their existing ID credentials. Such systems are an attractive alternative to off-line, standalone locking systems, because they offer a real-time solution that’s compatible with nearly all brands of access control.
RELATED: Access Control Innovations Pave Way to More Profits
Let’s review how elevators are especially prime candidates for a wireless system. While traveling cables are routinely included at the time of installation, they are often ill-equipped to reliably transport credential data from the cab to the elevator controller. Elevator shafts are harsh electrical environments and are often the source of data corrupting noise that becomes induced onto the card reader data lines. This causes inconsistent performance, which often gets worse over time as cable shielding decays due to continual movement.
Conversely, wireless solutions eliminate the need for the data lines in elevators up to 1,000 feet. In fact, they thrive in this environment and provide consistent, reliable data transport that doesn’t wear out. With traveling cable installation costs ranging from $2,600 to $13,000 or more per cab, wireless alternatives can save thousands of dollars per elevator.
The value proposition for implementing wireless systems in a wide variety of networked openings is compelling. Real-life installations prove that a reliable wireless solution can have a substantially lower installed cost than its wired alter-native. What’s more, wireless systems use less hardware and install between five to 10 times faster. Even in situations that might once have seemed impossible, retrofitting electronic access control systems is now made easy and affordable with wireless access control.
Make the Most of Your Sales Calls
Put yourself in your customers’ shoes. Which of these sales pitches would be of most interest to you?
a. “We think our solution will provide you with much better security.”
b. “We think our solution will provide you with much better security by extending the reach of your presently installed security system.”
c. “We think our solution will provide you with much better security by ex-tending the reach of your presently installed security as well as amortizing its cost among various departments within your organization.”
If you said, “C,” congratulations! If not, reread this article! By spending a little extra time on your pitch and showing your customers how your new solution can provide extra ROI with plain, easy-to-understand extensions of their presently installed security system into all facets of the organization will help you close more business faster.
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