I just finished my 90 minute, members only, coaching call for my Smokin’ Security members and the topic was “How To Use The 32 Point Security Audit To An Unfair Advantage.” This killer, client-attraction piece was given out in the November issue of the Smokin’ Security Newsletter. It’s a powerful tool that’s used for positioning your security company as “the expert” and the “go-to” company for all security needs.
In selling security systems, positioning is everything! Done correctly, positioning creates your company’s image, proves why someone should have you install their security system over any other installer around and differentiates your security company from all the rest! It also solidifies your place in the the market and allows you to sell at higher prices and enjoy greater margins then your competitors.
The secret to positioning is to simply make whatever is different about you and your company stand out…make it your strength. But sometimes it’s hard to see the difference when it’s your own business. So today, I want to share a story with you that gives you another perspective. The story, whose author is unknown, is called…
One Arm Judo Champion
This is a story of one 10-year-old boy who decided to study judo despite the fact that he had lost his left arm in a devastating car accident. The boy began lessons with an old Japanese judo master. The boy was doing well, so he couldn’t understand why, after three months of training, the master had taught him only one move.
“Sensei,” the boy finally said, “Shouldn’t I be learning more moves?”
“This is the only move you know, but this is the only move you’ll ever need to know,” the sensei replied.
Not quite understanding, but believing in his teacher, the boy kept training.
Several months later, the sensei took the boy to his first tournament. Surprising himself, the boy easily won his first two matches. The third match proved to be more difficult, but after some time, his opponent became impatient and charged; the boy deftly used his one move to win the match. Still amazed by his success, the boy was now in the finals.
This time, his opponent was bigger, stronger, and more experienced. For a while, the boy appeared to be overmatched. Concerned that the boy might get hurt, the referee called a time-out. He was about to stop the match when the sensei intervened.
“No,” the sensei insisted, “Let him continue.”
Soon after the match resumed, his opponent made a critical mistake: he dropped his guard. Instantly, the boy used his move to pin him. The boy had won the match and the tournament. He was the champion.
On the way home, the boy and sensei reviewed every move in each and every match. Then the boy summoned the courage to ask what was really on his mind.
“Sensei, how did I win the tournament with only one move?”
“You won for two reasons,” the sensei answered. “First, you’ve almost mastered one of the most difficult throws in all of judo. And second, the only known defence for that move is for your opponent to grab your left arm.”
The boy’s biggest weakness had become his biggest strength.
One Move Makes All The Difference
Being able to master that one move…in your case, using the 32 Point Security Audit….will differentiate your company from all the other dealers out there.