What You Need to Do to Sell Home Security

Home Security

The home security business is booming, due to many factors including the public’s increased awareness – and fear of – crime, and the developments in alarm technology that allow systems to be fitted with minimal disruption. All this means that if you are in the security business or you are looking to get into the market, you have a good chance of making a profit from your sales. However, not every security business will be successful. Beware the common pitfalls of selling security systems so you don’t end up with a lot of product sitting on your shelves and not many homes secured.

Step 1: Develop a Rapport with the Customer
This goes for any kind of sales – you rely on relationships. In the security and alarms business you can develop a profitable relationship without having to resort to ladling on the “fear factor” – telling customers how much they stand to lose and how much they should fear crime. A relationship based on the client’s fear of crime will probably not yield as many sales as you expect (people are less likely to buy or invest in items when they are depressed or fearful). Better to promote the positive aspects of the product rather than lead with the depressing crime statistics. Build on things you have in common with the client, shared connections, and any recommendations you may have received.

2. Discuss their Problems
We’re not talking about the problems the client has with their husband or their pets – here we are concentrating on the problems that prompted the client to call and enquire about home security systems in the first place. Do they have a problem with vandalism in the area or concerns about youngsters hanging around outside their property? In this case, an anti-loiter device may be appropriate. Do they have concerns about burglary? In this case, a whole-house wireless security system will be the answer. Or maybe they already have an alarm but they are unhappy with the provider. Getting to the heart of the problem allows you to sell what the client really needs.

3. Discuss their Reservations
Find out what is stopping them from installing alarms or a security system, or what stopped them in the past. Once you know why there is some hesitation on their part you can work to overcome it. For example, they may be concerned that the installation will be disruptive, or that the alarm will go off at the wrong times and be inconvenient.

4. Discuss the Budget
Discover if there is a ceiling to their spend and work within this. Respect the budget, unless you can see it will be a problem providing anything within the budget. In this case, be honest with the client about what you can provide and encourage them to widen the net.

5.  Discuss Timeframe
Find out when they want the security system fitted and functional. Don’t make any promises you won’t be able to keep – be honest with the client and emphasise that most alarms can be fitted with minimal disruption in a few hours.

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