Best Tip for Selling Monitored Home Security?

One of the biggest objections to professionally monitored home security is that the homeowner has a dog for that. How does your electronic security company respond?

Consumers today have so many options for home security without professional monitoring. For instance, they can buy DIY products that blare upon an alarm event and allow for self-monitoring. Or they can train their dogs to ward off would-be intruders. Or they could just not care because, “By the time the police respond, the thief is already outta there.” Or this: “It’s just stuff. I don’t have anything valuable.”

Let’s put aside the fact that emergency responders increasingly are not responding to unverified break-ins.

What do you say to the prospect who tells you they have a dog and no stuff to steal in any case?

Putting aside the notion that the bad guys could silence Fido for good if they chose to, here’s the No. 1 reason why these reluctant customers need monitored security: Who is going to rescue Fido in the case of a fire?

“Don’t forget about fire,” says Steve Shapiro, VP industry relations for ADT.

Shapiro and I chatted during the recent Connections 2015 conference about the state of professional monitoring. Like many consumers, I too have failed to recognize the value of emergency response for fire and, for that matter, CO detection. How would you like to come home to a house filled with gas, and then set off the flames when static electricity generates a spark?

Shapiro is not terribly concerned about the demise of professional security monitoring. He says new business models are emerging that make the service appealing even to die-hard DIYs with “nothing to steal.”

For example, ADT recently announced a self-contained DIY camera, made by LG, with a security and home automation hub inside. ADT will offer pay-as-you-go monitoring for the device-a model that many providers are starting to embrace.

Please share your tips on selling monitored security in the comments section below.

This blog originally ran on SSI‘s sister site

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About the Author


Julie Jacobson, recipient of the 2014 CEA TechHome Leadership Award, is co-founder of EH Publishing, producer of CE Pro, Electronic House, Commercial Integrator, Security Sales and other leading technology publications. She currently spends most of her time writing for CE Pro in the areas of home automation, security, networked A/V and the business of home systems integration.

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