Sure, the increasing adoption of self-monitored DIY smart home gear is a source of unease for a good many security dealers who brood over the threat of mounting attrition and an assault on recurring revenue fees.
If you count yourself among the disquieted, take a step back for a moment and consider that this rising mass of new market entrants may actually welcome your services. The onus is on you to flip the lightbulb on in their noggins to illuminate this reality.
What I’m driving at here is the security professional as problem solver extraordinaire: “Got a pain point? I have your back, and a solution to your problem.”
All these DIY devices and systems in the home are most assuredly the cause of much irritation for an untold number of consumers — be it installation missteps, an unfamiliarity with the technology and worse. The need for professional, value-added service and expertise is readily apparent. In fact, issues with connected security devices especially are manifesting in ways that our society has not experienced previously.
For example, this past week I came across an article in the Detroit Free Press that centered on video doorbells and the ramifications of posting video clips on social media to help identify suspected thieves. According to the article, law enforcement agencies are warning users that these types of social media posts may not be accurate and run the risk of creating unwarranted hysteria, particularly if an arrest has been made but not publically known. In some cases, an individual may be falsely accused of a crime when that person had a legitimate reason for being on the doorstep.
While that may not be an apples-to-apples comparison to solving yesterday’s customer pain points, the point is as technology evolves so will opportunities for security professionals to service their customers — knowingly and deeply. Video doorbells are a burgeoning entry point to offer customers; your subject matter expertise and advice can go a long way in convincing a prospect on why professional monitoring matters as an additional filter.
I really believe it boils down to applying what you already know to be true in running a successful organization: provide amazing service and build relationships on the trust you earn with expertise.
