Click Here To Ask Bob A Security Marketing Question

Here’s Your Chance To Ask Bob Maunsell, “The Security Marketing Guru”  Any Question You Have About Marketing Your Security or Low-Voltage Business!

Bob Will Answer Your Questions Every Friday On His Blog
Here’s A Link To Bob’s Blog

To Submit A Question, Complete The Form Below & Check Your Email For A Confirmation Message!

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Security Marketing AD Mashup & Your Security Marketing Questions Answered!

This will be a quickie security marketing blog  post today, I’m running  out the door to  meet my wife and two beautifuls little girls at Finders Pub, to grab a quick bite to eat and call it a day.  This is a real cool video that my wife Natasha shot of  me doing a marketing mash up in my kitchen.  I’ll show you how I  generate  more security marketing ideas then you can shake a stick at.

I only have time to answer one question today from the “Ask Bob”  section of my website (Sorry for those of you who submitted questions this week,  I’m going to have a ton of questions to answer next week so check back in!). Here’s goes, the question is from Roger:

1) Bob, I’m getting to be an older guy with a lot of commitments, (older and wiser I always tell me wife!) Any ideas for how I can generate more sales leads  with less effort on my part?

Roger, that’s a great question, if you find another answer, besides the one I’m about to give you, please let me know because… The only way  I know how to do it, is that dirty four letter word called “W – O – R – K.”  What I mean by that is I have done a ton of work ( and spent a ton of cash) when I first began to really market my security business. Over the years (really through trial and error) I’ve  built up some truly magnetic  systems that attract “HOT”  qualified  security prospects to my front door!

Roger, what  you need to do right now is  create a mix of security marketing systems that can eventually be set to autopilot. When your marketing is set on autopilot it will enable you to take more time off, and  spend it with the wife and kids,  kick back and enjoy your life.

You can’t have a marketing system in which your essentially a one trick pony (only one way of attracting clients). You want to create a mix of attraction systems. To do this, I would first recommend a basic referral system,  then I would add  a monthly client newsletter, then you could start doing Business or Home Security seminars for groups in your local market. If you have a website, how about doing some Google PPCs  (Pay Per Clicks). By combining these mediums you are expanding your marketing  universe exponteinally, you will always have a flood of HOT security leads pouring into your business.  I gotta roll, it’s pouring rain up here in Worceter, Ma…. And I’m otta this office!… Have a great weekend… “The Best is Yet To Be”

Security Marketing Questions Answered 3-27-09

Thanks for checking out my security marketing blog today. Happy Friday!  Check out the videos and keep the questions coming. Make sure you sign for this months Smokin’ Security Newsletter, it’s gonna be “Legendary” good, and if you follow the examples as I spell them out,  you will  close a lot more sales and make  more money.  I Gu-ran-tee it!!!

Security Marketing Questions Answered Video # 1

Security Marketing Questions Answered Video # 2

Security Marketing Questions Answered Video # 3

Hey make sure you check out these shocking headlines that will be feature in the Smokin’ Security Newsletter this month:

Brass Balls Guarantee Certificate

- The Haymaker For Closing – Home and Business Alarm Sales

Here’s The Secret To Why This Certificate Works……

I’m goona walk you through the psychological triggers at work behind my “BRASS BALLS” Personal Guarantee sheet. Let me tell ya, you could go to every security sales training class in the world but no security sales trainer in his Armani suit with a set of porcelain capped white teeth, who couldn’t sell a 10cent glass of lemon aid

10 Point Post Selling Script

- a.k.a the ‘follow up’ script, I have never EVER, EVER been asked to rip out a system or refund anyone’s money with this AD! Here’s why…

Your Security Marketing Questions Answered!

Thanks for checking out my security marketing blog today. Happy Friday! I decided while we were having lunch in the office yesterday to do a few video clips in repsonse to, two of the questions I had recieved. Mix it up a litte bit. Hey for all my newsletter subscribers check out the first video for a sneak peak of what I’ve got in store for you this month. Closing sales will be so easy……”a caveman could do it.” Alright all pleasantries aside, Check out the videos and keep the questions coming. My staff will be posting more responses to questions later in the day!

Sneak Peak For Smokin’ Newsletter Subscribers

Response To Debora’s Security Marketing Question

Response To Dan’s Security Marketing Question

Thanks for tuning in to the Friday Afternoon Security Marketing Q&A, check back later for more responses to the questions we received this week! Keep the questions coming!

Your Security Marketing Questions Answered!

1) Do you limit who you work with on a market by market basis?
- Kevin Donnelly

Kevin the security marketing services you see listed on the website are not limited to specific markets or exclusive areas but I do offer private consulting programs with geographic area exclusive rights and they start anywhere between 15-20K. However I guarantee you the programs I’m offering right now, especially the Mavericks Program, will revolutionize your approach to marketing your security or low-volt biz. But hey don’t take my word for it, check out my audio testimonials page!
2) Bob you have quite a few programs on your site, what’s the best value?
- Mike Levine

Mike, I would recommend if your new to my Tuesday Smack Down and the direct response marketing I preach the, Smokin’ Security Newsletter. I literally swamp my graphic design guys every month with articles, examples and sample direct mail pieces to pack inside the newsletter. The newsletter also features a 1 hr audio success CD. Last month I interviewed the designer and SEO optimizer of my new webpage, Bill Parlaman. He literally spoon fed my subscribers with $1000’s of dollars worth of Web 2.0 consulting for practically nothing! You absolutely can’t beat the value, at $97 a month.

3) How do you figure out what to charge a client?
- Richard Carlisle

Richard, I take a few things into consideration when I’m evaluating my pricing. The #1 point of consideration in my opinion is finding out what the marketing will bear for your services. One of the ways I would recommend doing that is using your business associates, have your competition come and give quotes on a system at x y and z properties, use those quotes as parameters around which to gauge your pricing and sales presentation when you are asked to quote a similarly sized job.

4) OK, HIT ME! THANKS IN ADVANCE!!
- Paul Pitchford.

Paul, I suggest lacing up the gloves if you haven’t already cause with a mindset like that, your competition are going to feel like they are stepping in the ring with Ali, when they’re going up against you!

5) Where can I get sample application forms that will lock monitoring for 2-3 years? Is accepting credit cards worthwhile considering the percentage charged for each transaction?
- Dave Hansel

I would recommend getting into credit card processing, considering the number of businesses moving away from the cash and check payment method is going to increase exponentially over the next decade. For the contracts I’m going to give a little referral here……visit my friend over at www.alarmcontracts.com , Tell him I sent you!

6) In the current economic climate, how do I hold onto my client base when so many are suffering financially and are not paying their monitoring invoices?
-David Asay

I know it’s a tough climate out their, and guess what its probably not going to get much better over the next year either but its during these times when you can absolutely dominate your competition. I 1000% recommend at least 1 monthly mailing to stay in touch with your base, a newsletter is ideal. I probably shouldn’t do this but I’m going to let you in on a little secret of min. In the past when some of my better clients have slacked on the monitoring, I ran a special contest in my monthly newsletter for a year of free monitoring and picked their names out of the proverbial hat. Guess what happened….I must have gained at least 5 referrals from each client I did that for. What did it cost me like $75-$100 bucks a month for a year and I gained 25 installs and 25 more monitoring contracts. I think it was worth it!!

I Got Security Marketing Answers to Your Security Marketing Questions

Question from Frank
What’s a better strategy to use – internal or external marketing?

Frank, the right answer to this one will depend on who you ask.  Some experts believe that internal is the place to focus, and some say external.
But since you’re asking the Security Marketing Guru – here’s my pearls of wisdom from the mountaintop…

I believe that a good mix of both is equally important.  Internal Security Marketing will keep your security clients around longer, and educate them so they buy more from you and send you good referrals.  External Security Marketing can bring in tons of new security clients.

If you were to concentrate only on external security marketing, you could get a bunch of new security clients, but retention and long-term sales may suffer.  If you focus only on internal security marketing, you would keep a bunch of security clients, but then you would have to rely solely on referrals, which can be done, but it may not bring you as many clients as you need to live high off the hog!

It is important to engage in both external an internal security marketing to get and keep new security clients and put an iron cage around them for life! There’s no perfect balance between them, but make sure you have at least 2 sources of internal security marketing (like a client newsletter) and at least 2 sources of external security marketing (like a postcard or direct mailing).

Question from Sy
What do you think about the 0-Down Market and what would be a good security marketing strategy for it?

Sy, I have dealers that work both sides of the fence – the Zero down or free market, and the $800 to $1500 installation market.  They both implement two different types of home security marketing systems.  It really comes down to what you are most confident in selling?  Do you feel confident in high-end security system selling or just giving away a no cost system and making up your sales by RMM on the back end?  What I can say is this…I have a piece that will be in next month’s Smokin’ Security Newsletter that can be used against any other security dealers that are selling zero down or high end systems.  The piece is a postcard and can be used in either market, and will run circles around anything your competition puts forth.  It WILL put you in the perfect position to get the job and wipe out any competitive advantages.

Question from Tom
What do you think about direct mail marketing?

Tom, I can’t say enough good things about it!  I use many security marketing strategies, but am a Big, Big, Big fan of direct mail marketing.  My security marketing postcards and direct mail pieces  have been designed to cut through the clutter.  They are eye popping and grab the prospects attention quickly and get my messages across to each target market I send them to.  I think direct mail is the best thing for “Smart-Bomb” selling to new prospects.  The most important thing about doing direct mailings is to make sure you have a targeted list.  You NEED to know that the audience you’re putting your message in front of is receptive to your offer.  Message to Market Match is CRUCIAL. For instance, if you’re selling home security systems to new homeowners in Denver, CO, you’re message will certainly reflect this, therefore you list BETTER comprise all new homeowners in Denver, CO.