The art of upselling in the security industry
Upselling on existing security systems is one of the simplest and most effective ways to raise revenue as a security installer. When done well, it also demonstrates to your customers that you’re ahead of the curve, proactive and looking out for their needs in the long-term.
According to the Harvard Business Review, it is 5-25X more expensive to retain existing customers than to acquire a new one. But how do you sell to clients who already have a security installation?
Upselling security installations
Upselling is the answer. You’re 60-70% likely to sell to an existing customer, compared to the 5-20% likelihood of selling to a new prospect.
Here at Safe Security Solutions, we offer security technologies that integrate with virtually all security systems, meaning you can go further with your existing client base without losing money on expensive marketing costs and timely lead generation.
Upselling methods for security installers
1. Promote new product ranges as they enter your stock
Marketing should form part of every company’s business plan. When you attract customers for the first time, you should be sure to capture their contact details (in compliance with GDPR legislation) and use your mailing list to notify both previous customers and potential leads of anything new you have to offer as your grow your range.
You can go even further in your marketing by creating target groups from customers in your system, deciding whether information is better suited to potential leads, previous customers, or those with certain needs.
2. Make system reviews part of your service
In general, we like to think our job is done once we’ve installed our customer’s security system. However, walking away without creating the opportunity to touch base in the future means you’re missing the chance to showcase more advanced technologies down the line.
In order to capitalise on those statistics – which say that previous customers are the most likely to buy again – you should aim to check in with previous customers at regular intervals, such as a year after their purchase.
This not only gives you the chance to offer great customer service and build brand loyalty by taking the initiative to tackle any problems that might have occurred since the installation, but also gives you the opportunity to make previous customers aware of how they might upgrade their system with new and improved solutions.
Our solutions integrate fully with older systems, creating the perfect upselling opportunity
We at Safe Security Solutions are the sole UK Representative Office for SensoGuard Solutions – one of Israel’s leading security technology manufacturers.
One of our most versatile product ranges is our Standalone Buried Detector Range, which we can offer to Authorised Installers and Distributors to expand their product range.
SensoGuard Standalone Detectors can be integrated with existing video surveillance and alarm systems to make current systems more effective and efficient – so you have something new to offer your customers, even if they’ve already had a security system installed.
What are SensoGuard Buried Sensors?
Implementing the same technology that is used to detect earthquakes, our SG Standalone Detectors are buried around the perimeter of a secure area and react to vibrations both above and below ground to detect intruders on foot or in vehicles, digging and other activity.
- Seismic threat detection that sends an instant alert via MMS, email or our Control and Command software when a threat is detected
- Self-learning algorithms that minimise false alarms
- Threat classification (i.e. footsteps, vehicle, or digging)
- 24/7 function in all weather conditions
- Invisible and vandal-proof
- Easy installation requiring no previous experience
- All in sensors the size of a corkscrew.
Become an Authorised Installer or Distributor
Our Standalone Buried Detectors are just one item in our impressive SensoGuard range. All these products can be integrated with existing systems, which means all create the perfect opportunity to return to previous customers with something new.
To become one of our Authorised Installers or Distributors of SensoGuard technologies, get in touch with us today.
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