5 Tips for Winning More Security Sales

by Mary Jezioro

Oct 1, 2015 7:00:00 AM

win-more-sales

Today's security systems encompass a variety of technologies ranging from video surveillance to emergency response, all under one control panel. It's a hyper-competitive market with all of these new technologies, and you'll need to prove that you offer the total package.

Here are a few tips to help you win more security sales by standing apart from the crowd:

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1. Be Adept at Integrating Systems

Full package solutions are the new name of the game. Evaluate and specialize in different vendors who offer products that seamlessly integrate with one another. What was once considered the extra 'bells and whistles' of a security system are quickly becoming client-desired standard expectations. Win more security sales by being ahead of the curve and offering such amenities in a packaged deal. 

2. Go Mobile, or Go Home

There's a smart phone in just about every American's pocket. More than ever, end users not only want, but expect to be able to incorporate mobile technology into everything.

From a security sales standpoint, you can fulfill this desire by offering mobile security access. Adopt mobile-friendly apps and technologies like live monitoring and synchronized playback of HD cameras into your installed security packages. 

3. Keep Yourself, and Your Staff, Trained and Educated

Mobile technology in the security industry went from a luxury component to a commonplace expectation within just a few years. This is an excellent case study of why it's so important for you and your staff to stay on top of training and security education. 

Ensure sales and installation technicians maintain and update industry certifications proving they not only understand, but have tested skills and knowledge on emerging technologies and security solutions. Systems constantly change and evolve, and the only way to stay ahead of the pack is to know and be educated on the turning tides.

4. Pursue New Vertical Markets 

This is not the time to stay stagnant and let the clients come to you. New security requirements are being implemented in a vast number of other verticals, such as education, health care, and public safety. In addition to being trained on emerging technologies, it's vital for your security sales staff to recognize and pursue these new projects and clients to grow and enhance your business. 

When you win your first security project in one of these markets, you might find the unique requirements a bit of a headache. That's okay. Expect a learning curve with each new project. You can mitigate the missteps by ensuring everyone involved with the project on your end is well-read on the requirements, and up-to-date with their training. 

Listen to your client's needs and craft robust solutions to specifically address their situation. 

5. Be Proactive With Promotion

Don't be modest, share your success stories, and participate in case studies with manufacturers and publications. Don't wait for people to come to you, be proactive. 

The best tactic you can have is to start and maintain an ongoing dialogue of implementing and integrating security tactics. The more you share and explain your success stories, the more you'll be setting yourself up as an expert in the field. Being perceived as an expert will win more security sales, just by being the local public face.

Conclusion

In short, it's a brand new world for security sales companies, and you'll need to integrate and evolve your sales strategy, or risk being left in the dust. Implement these five strategies today, for greater overall success tomorrow.

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Topics: Marketing

blog author

Mary Jezioro

Mary Jezioro is the Vice President of SHIELD Security Systems. As the Marketing and Sales lead at SHIELD, she is focused on strategic planning and company growth. Mary is involved with the UB School of Management as former CELAA's Vice Chair, SCORE, WPO (Women President's Organization) and is also coached youth soccer. She and her husband, Ken, are proud parents of five children.