Young & Old Alike Ripe for the Residential RMR Picking
Security dealers need to understand their residential customer’s needs and which vendors can help them reach your goals based on the smart home market conditions.
Focus on the Demo Experience
An integrator’s showroom is one of the greatest assets he/she has in selling the benefits of the smart home. Customers know how an alarm system works, and there’s no magic in showing them a snapshot of an intruder and telling them a monitoring service will send the police within 15 minutes. Instead, dealers should map out the full breadth of technology across every room in the house, from hallways and garages to bathrooms, bedrooms, living rooms, kitchens and even the backyard and wine cellars. Dealers simply need to highlight the benefits of smart thermostats and remotely-controllable deadbolt keypad locks, and advise customers how three-way light switches and motion sensors can be employed to provide both convenience and security. The whole demo experience should make the technology feel seamless and remove any trepidation they have about operating it.
As mentioned, millennials represent the next big wave in the homebuyer market, and they are more technologically inclined than any generation before them. By investing in a dynamic showroom experience now, security integrators are preparing for future sales. And it doesn’t mean recreating an elaborate home control system within an office since a simple demo on a smartphone can be just as compelling as any tricked-out room.
Think about the impact of showing prospective customers how they can open and close their garage door from a smartphone as you run through some hypotheticals such as:
- Kids frequently locked out after school? A simple tap of a smart-phone button can gain them access immediately
- Delivery arrived when you’re not home? Have them store it in the garage without giving access to the house
- Forgot to shut the garage door and now you’re lying in bed? Check the status and shut the door with-out stepping out of bed
The same simple kind of demo can be applied to other smart applications such as energy conservation and remote property management. Different people have different motivators, so having an easy but compelling demo available for each application is a good way to appeal to millennials and others seeking life-style convenience or better conservation of resources.
Home control is still in its infancy, but just like the automobile and TV, home automation technology will impact the very fabric of our lives gradually until it becomes just another part of everyday living. Many security professionals have already embraced the potential, what are you waiting for?
Larry North is the Marketing Manager for Linear LLC.
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!
Related Content
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.
