One thing that I love to do at night is spend time reading books with my children. I don’t do it every night, but I do it as often as I can. This is such a superior way to make deposits into your children’s emotional bank accounts. It’s a great way to chill out and bond with your kids and they’ll cherish the memories for the rest of their lives.
They probably won’t remember the spankin’ new Yukon Denali XL you picked up for your security business – to drive around town and size up new security projects. You think you look like the Mac Daddy in that thang! Your kids won’t remember your new ride, but they’ll certainly remember the Q.T. you spent with them reading books, going for ice creams, swimming in the pool, and listening to Bob Marley on the ride up to Vermont. Just real feel-good memories to build trust with your kids. It’s emotional bonding and it can’t be faked or forged.
They Blinded Me with Science
One of the magazines that my wife, Natasha, has turned me onto reading with the kids is “Science Illustrated.” It’s a magazine for the intellectually curious who have a passion for science and discovery and a desire to share that passion with their families.
Mind you, this subject matter wasn’t my cup of tea when I was in school. Back when I was a little tyke, all I remember reading was Dr. Seuss, Dick & Jane and Sally reading books – I kid you not! “Science Illustrated” is one of my favorite magazines to read right now!
The Trust Chemical
One recent article I was reading to my kids, from “Science Illustrated”, that I found simply fascinating was about a brain chemical called “Oxytocin.” This chemical, when it’s released in your brain, creates *TRUST*, makes socializing with people more pleasurable, and reduces fear. Not a bad chemical to have on hand if you’ve got a gun-shy security sales rep on your team!
There’s a company in the marketplace that has claimed to harness the power of the *TRUST* producing chemical “Oxytocin” with its product called “Liquid Trust.” It’s a concoction of water, alcohol, and Oxytocin and can be yours for only $30 a bottle…so come on down – it’s specially formulated to get people to like you and trust you.
If you ask me, it sounds like a pretty cheap investment if you’re having a hard time closing security sales. Heck for $30 bucks a bottle, if your sales rep closes just one more sale per day, let’s just say at about a $1,000.00 a pop, then that would be… what like a 3000% ROI on your money in a month?
Honey, we struck the mother lode! Get out there and buy a pallet of Liquid Trust! I think we’re finally gonna be rich…
Sound to good to be true? Well, it is. According to neuroscientists, Liquid Trust is completely unproven to have an effect on trust behavior. Oh, well…such is life!
If it were only that easy to close sales then all security sales reps would have a permanent IV tube attached to themselves!
Your Security Company Deposit Slip…
Looks like we’ll have to continue earning trust, for now, the good old fashioned way – by making emotional deposit into your clients’ and prospects’ emotional bank accounts. Doing the little things that your clients and prospects will admire you for.
This is not about being a penny-pincher. You need to devote time, energy and money to maintain and grow your relationships with your clients so that you can make future deposits into your security business’ bank account!
Things you need to do are: following up after the sale to make sure the installation went well, personally thanking clients that have referred you new business, if there’s any problems with a security system – take care of it right away, have client appreciation days and client appreciation raffles, send out quarterly client newsletters and feature a Client of the Month, educate your clients on the latest and greatest security products…I could go on and on here, but I think you get the idea.
If you want more “cheapo – tire-kicking -deadbeat” customers then you don’t have to do anything cuz they don’t expect anything from you but the cheapest install.
If that’s your mindset then stop reading this post and unsubscribe from my email list this instant.
If you have a stable of impressive clients, then pull a “pronto-tonto” and identify who the very *BEST* are and devote a dime, dollar and dollop of energy into your security marketing to get more clients like them and build trusting, lifelong relationships with your clients….your bank account will thank you!
Now Go Smoke Your Competition! – Bob Maunsell
Former Sgt U.S. Air Force
Have an E.S.P style day, Easy, Successful, Profitable.