How to Leverage Residential Control Devices for More Overall Security Sales
Control4’s Brad Hintze shares how security professionals can profit from an expanded and scalable home automation ecosystem.
Every homeowner has a unique reason to invest in a security system. Some may prioritize remote monitoring, others may have been victims of burglary and now want added peace of mind. Or some may want to have the ability to let family members or a babysitter into the home remotely.
The appeal of these security systems is growing with new devices such as smart door locks and doorbells, intercom systems, more accessible cameras and smaller sensors, for example, which is creating a larger potential customer base for security dealers and home technology professionals.
These buzzworthy new devices and solutions can serve as an entry point for security dealers to connect with a new client base, and even more so with home management features that extend beyond a traditional security system.
On top of security installation, dealers can add features to their repertoire such as networking, lighting and shading, HVAC and other more unique smart devices such as dog doors or kitchen appliances, to name a few.
By selling expanded systems to both existing security system customers and to a new customer base with a fresh interest for home technology, security dealers can expand business opportunities.
Security system upgrades are a simple way to continue building customer relationships, where providing a new solution for the homeowner’s lifestyle can establish the dealer’s expertise and open the door to additional upgrades in the future as the homeowner develops a greater taste for home technology.
To appeal to customers who have newly developed interest in the smart home, dealers can highlight benefits beyond security — such as smart lighting — that help manage energy usage by turning off the lights when a homeowner leaves for work or for vacation, or smart shades that open and close during optimal points of the day.
Different scenarios for home management can show homeowners the benefits of a whole system in place of singular device benefits.
A “Mockupancy” scene, for example, can activate the shades, lights and TVs in the home to present the appearance that the home is occupied when a homeowner is away. Or, when running out for the day, a homeowner can press one button that activates “Away” mode, locking all the doors, closing the shades and arming the security system to further protect their home.
Entertainment is also a desirable aspect of home management, where TV-time parameters can be set for the kids or a simple tap can turn off all TVs and audio throughout the house.
Homeowners may also be more apt to work with a dealer who can provide more solutions beyond security, whether that’s just their starting point and they want a system that can do more for them right away or they’re planning for their own upgrades down the road.
In order to capitalize on both the repeat business and new clientele opportunities, security dealers must consider platforms that are able to provide a wide range of features to service both of these types of customers.
A large ecosystem of devices is critical for providing a wider net of custom security and automation systems. In order to expand a security business with home management features, security dealers should use platforms that provide scalability so that they can future-proof for their customers.
The returning customer who wants to expand their security system with new smart home features will want to keep their existing security system and just add new devices. If a customer’s security system isn’t compatible with other desired features, then the relationship with their dealer may be compromised.
Dealers are considered by their clients to be technology experts who know about the latest features and possibilities, therefore education on home management features such as audio, networking and automation must be ongoing to provide a competitive advantage.
By proactively educating themselves and consumers about the new home management features that a smart home can provide, security dealers have a greater chance of improving their current customer relationships, expanding their client base and growing business profitability.
Brad Hintze is Senior Director of Product Marketing, Control4.
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