Security Sales Leads - The Way To Build Door-to-door Canvassing Work
A brand new home security sales rep asked a nice query in our security sales and promoting forum the opposite day
. He's a former vacuum cleaner salesman who sold door-to-door 20 years ago and is currently getting into the security business. He needs to induce out in his market area and knock on doors, and was trying for a few concepts on a good approach.
Currently most security sales professionals shudder at the thought of prospecting door-to-door. It doesn't take a lot of doors slammed in your face to send most back to the occasional search to lick their wounds. However done right, smart old style door knocking will yield a massive variety of opportunities in a short period of time.
Quite some successful security salespeople swear by (not at) door knocking, and use it to induce in front of qualified prospects every single day. How do they are doing it? By turning these otherwise "cold" calls into "warm" calls. And the best manner to try to to that is to recruit your existing customers to help you.
Use Your Current Home Security Customers as Allies
Unless you are a begin-up, your company has customers out there within the neighborhoods you wish to prospect in. If therefore, create appointments with them first. Perform some service for them (e.g., update their emergency contacts, create positive they apprehend how to do a system take a look at, etc.), and then do a security audit of their home (doors, locks, lighting, etc.). After all, do not forget that these shopper visits will manufacture additional sales themselves.
Afterward, ask them to refer you to their neighbors therefore you can conduct security audits for them. (Best thing is to own your client decision ahead.) Your opening line is then: "Hello, Mrs. Smith, my name is Greg Rankin. I am the protection consultant for the Johnson's next door. I provide free home security audits for my purchasers and their friends and neighbors. The Johnson's got so a lot of worth out of their audit they wanted you to have one as well. Is this a good time, or would Wednesday evening be higher for you?"
Targets of Chance
Once leveraging customers, explore for targets of opportunity. As an example, are any neighborhoods experiencing a rash of burglaries or different crimes? Most individuals obtain security systems when they've been burglarized or there is been crime within the area. Those are the areas you wish to focus on first. Studies show that homes protected by a security system have a significantly lower likelihood of being victimized, and individuals in these areas need to safeguard themselves. So it's nearly your responsibility to get out and speak with them.
Again, the home security audit is your in. "Hello, my name is Greg Rankin with XYZ Security." (Hand them an officer-trying photo ID with licenses, etc. as you are speaking.) "As you'll understand, there are a range of burglaries in the area recently. Therefore we have a tendency to're out conducting free home security audits for residents. Would this be a good time for you, or would Wednesday morning be better?"
You should additionally speak with the local crime prevention officer in your space and find their purchase-in. They are usually willing to train you on a way to conduct an audit and fill you in on crime patterns in the area. If they believe you may extremely facilitate make residents safer, they'll often get on board. Then you'll be able to name-drop the CPO in your introduction. Very robust if you'll set it up.
A Security Audit Opens the Door
Why not just use the direct approach? "Hi, Mrs. Smith. I am Greg Rankin with XYZ Security and I'm out today demonstrating security systems. Are you interested?" Well, that can and will sometimes work. However the resistance level is higher than the safety audit approach, which suggests that you get far fewer opportunities to open up a dialog. Of course, experience in the field shows you'll get in the door up to five times additional typically with an audit program.
In fact, a security audit is an academic program, part of that includes "educating" individuals regarding home security systems. This indirect approach removes the same old barriers you may run into with a straight-ahead charge, paving the approach for sales.
If you want a lot of data regarding this and other sales prospecting programs, join us in the "Simply for Sales Reps" forum at securitymarketing.com/forum I will be posting a home security audit kind there soon, therefore be sure to look for it if you're interested in using this program.
Greg Rankin is president of Security Promoting Resource , an organization solely dedicated to serving to organizations and sales professionals in the protection industry reach their sales and selling goals. He has been in the protection industry for over twenty years, and during that point has helped tons of security corporations maximize sales results and profitability.
by: Jennifer
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