How to Sell More Fire/Life-Safety Solutions
End users typically view fire/life-safety systems as expenditures they would prefer to avoid rather than an investment paying dividends across the organization. Open C-level decision makers’ eyes to show them how today’s solutions not only protect people, assets and facilities, but also ensure compliance, mitigate risk and lend peace of mind.
Emphasize the ROI of Technology
Once a uniform standard is set, the road is paved for security providers to prove return on investment (ROI) for technology and equipment installations. Although leading a sales pitch with the latest and greatest products may be tempting, without a full understanding of a customer’s needs, the conversation is often irrelevant and, at best, misguided.
Though technology and equipment will play a part in these early conversations, it’s best to keep the discussions high level and avoid referencing applications specific to the customer. After a set of simplified standards has been established, customers have a better understanding of how technology meets their needs, and these conversations can be applied to a series of instances throughout a customer’s entire building network.
Likewise, implementation can be more strategic when examined from a holistic viewpoint. Pairing detection devices with monitoring systems and life-safety notification systems, for example, becomes easier from a big-picture view once all facilities are considered through the lens of proactive organizational standards. Instead of selling security equipment piece by piece, the need for specific technology is dictated by a standard the customer has already adopted.
Standards should also include guidelines about utilizing legacy and refurbished technology in a way that comprises a consummate system. Integrating new and legacy equipment into the same fire and life protection system can present risk if not done correctly — a challenge many providers face. A strategic provider can ensure integration of legacy equipment fits within a proactive organizational standard and gives their customer confidence their assets are safe.
Leveraging legacy equipment when installing or upgrading a fire/life-safety system highlights another security industry issue: open- versus closed-system technology. In an industry fraught with variability, many distributors provide proprietary fire alarm equipment that only works within their own exclusive platforms or closed systems.
Businesses can benefit, on the other hand, from open platforms that accommodate technology from multiple providers as well as legacy equipment. Working with open components makes a system more sustainable, as it doesn’t limit an organization to one brand or type of technology. To establish a flexible and scalable fire security program, choosing interoperable components is absolutely essential.
Strategic providers must also look beyond the installation when pursuing a fire security sale. For example, alarms deliver limited return if not tied to monitoring. A security provider with its own monitoring capabilities or contracting with a proven and reliable third-party central station ensures a rapid, consistent response to a fire event. Additionally, an integrator that can also provide monitoring is familiar with the system and the customer’s organizational standards, ensuring seamless and strategic system execution.
Mike Dowling is Director, Fire Detection Solutions and Services, for Diebold. He can be contacted at [email protected].
A Basic Checklist for Your Clients
Security providers should work with their customers to establish proactive organizational standards that meet or exceed regulations for their facility. A basic checklist for the end user to enact as uniform standards should include:
- Ensure all facilities have fire detection systems
- Replace old and obsolete systems
- Ensure all fire detection systems are inspected and tested annually, at a minimum
- Choose best-in-breed service maintenance and monitoring companies
- Invest in fire/life-safety emergency preparedness training for employees
- Conduct periodic emergency preparedness drills
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.
