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How Smart Locks Can Help Security Installers Expand Residential Sales

Through smart home systems, homeowners expect an elevated comfort experience, convenience and most importantly, security.

The demand for smart home devices and security-related solutions continues to grow exponentially. In fact, according to a recent industry forecast the global smart lock market is expected to exceed $24 billion within a decade.

For home security installers, smart locks should be seen as the gateway to expanding residential sales opportunities, rather than a separate add-on feature.

With technological advancements transforming consumer expectations, homeowners particularly are seeking to invest in residential properties and solutions that are smart and intuitive.

Through smart home systems, homeowners expect an elevated comfort experience, convenience and most importantly, security. Looking deeper at the benefits smart locks offer from the homeowner’s perspective, advanced security equates to peace of mind.

Although this does not replace a security system, a smart lock helps to protect the home’s main points of entry. To address this, smart locks are now being integrated with other Cloud-based, connected home systems, making it even easier to get consumer buy-in by offering one holistic and compatible solution.

For instance, the Schlage Sense Smart Deadbolt integrates with leading home automation platforms and also has an independent Schlage-branded mobile app, making it a convenient lock to integrate beforehand that can bring added value to the sale.

Despite the strong growth of smart locks, there are still significant opportunities for installing security contractors to take advantage of this growing market and technology landscape, and use it as a way to expand residential sales opportunities.

Here are three highly effective tips on how to leverage smart locks as a way to secure and grow in sales:

Convenience is Key

There has always been a level of peace of mind with a lock itself, but the evolution of smart lock technology provides the added bonus of convenience. The key management function is often overlooked but is an essential element of smart locks.

The door hardware may still function with a key; however, smart lock technology now enables users to operate keyless, via the ability to program individual user codes. Consumers never want to feel like a new system will complicate the process, so convenience is a critical selling point.

Focus on Simplicity

Installers with sales-driven experience can sometimes overwhelm homeowners by overly detailing the functionality and intricate technology features. This convolutes the sales pitch and somewhat intimidates the homeowner into thinking the system might be too complicated for their needs.

Instead of thoroughly highlighting every element, focus on basic features that will benefit the resident. Homeowners will feel more comfortable and begin to envision themselves owning and living in the space.

Think Beyond the Front Door

When marketing a fully equipped residential property, it’s easy to focus on major property features. However, you should focus on building rapport and helping the customer understand why such hardware and technology will benefit their personal needs and desires.

For instance, many families use garage doors or side doors as the main point of entry to their house. This may be another location to install a smart lock in the home. In addition to exterior doors, smart locks can also be used to protect interior rooms such as home offices or wine cellars.

Placing context around how the smart lock can enhance their daily lives makes the entire investment even more appealing. While the front door is certainly the first place people think to install a smart lock, don’t overlook other applications in the home.

When installers go the extra mile to help customers understand how the technology will benefit them in everyday use cases, it becomes easier for consumers to see the value and make the investment.


Mark Jenner is  is Director, Technology Alliances, for Allegion.

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