How To Build Trust To Create More Sales

I have never shared this concept with anyone before. The ‘Trust Tunnel’ is a secret communication protocol for  cementing trust, fostering long term relationships, and building a fan base that few can rival, and all the while magnetically attracting the cream of the crop clientele.

It takes a heck of a lot of proof and convincing, (besides, the convincing business really sucks!) to coax new prospects into opening their wallets, today, hence, the need for building a “Trust Tunnel.

National Security Agency

Here is a thumb-nail version of the Trust Tunnel. This communication protocol that I’ve created is so powerful that your competition will have better chances of hacking into NSA Headquarters at Fort Meade, Maryland than “cracking the code” to your client retention & acquisition techniques and the high level of personal bonding you will have with your clients.

Traffic Flow Security

The Trust Tunnel is all done under the radar or clandestine, if you will. TV, Radio, and websites, Google Adwords are assets that are visible to the “naked eye (ears).” They can be easily monitored by an adversary and easily stolen or counterfeited because they’re such a visible target which makes it rather easy for counter-intelligence gathering about how and where you market to attract new prospects and acquire clients.

Cryptography

Cryptography is the practice and study of hiding information from rogue agents. The Trust Tunnel communications (client newsletter, weekly e-mail, personal follow up, referral system…are just a sampling of what’s in the Trust Tunnel, but I think you get the idea) are done through a process that can’t be cloaked by a rogue agent trying to gather counter-intelligence about your mission.  The “Trust Tunnel” allows you to make money in the dark, and your competitors can’t get a “eyes on the ground” to thwart your grand scheme.

Making Money In The Dark

You are, after all, in the SECURITY business so you better be protecting your hard assets which are your client list and your secrets for attracting the best people in your target markets. The thing I most want to hammer into your skull is that THIS is the time to invest in anything and everything that builds trust with your new prospects and existing clients.

This means:
Start building the TRUST TUNNEL immediately following the first phone call or initial site visit.  I consider this THE most important phase in marketing your security business. It’s why I started Security Marketing Guru and it’s why you’re reading this email right now instead of an email from Bass Fishing Magazines. It’s the #1 reason you know who I am.  I don’t know how many times I’ve heard people say Bob “I’ve been on your list for a couple of years now and your security marketing content is just KILLER and I finally had to buy something from you…”

***WRITE THIS IN BLOOD***:

If you play the security marketing game, as I teach it, you will become the top #1 security company in the market. Listen, even if someone who came into your “TRUST TUNNEL” did not immediately buy a security system from you THEY STILL MIGHT!! Keep sending them follow up information (i.e. newsletters, e-mails [automated] weekly security tips, holiday cards…and so on)

Take your prospects on a 1, 2, even 3 year journey.  This will cement trust and build a fan-base out of your prospects that few can equal.

Even if they still haven’t made a purchase with you, you are destined to be their company of choice when they are ready to buy. A sales rep can’t come close to having this type of relationship with your client base, and just think if he walked out the door today you wouldn’t be that co-dependent on him anyway, cuz you own the “Trust Tunnel.” The Trust Tunnel works 24/7/365 bringing in new prospects that Pay, Stay, and Refer…does your rep?

-TRUST TUNNEL – building means: Getting the 2nd and 3rd sale after the 1st sale and not being dependent upon new customer acquisition to make your numbers every month.

Most guys are strip-mining there towns for anyone with a pulse and a low credit score, these are the guys that say Bob I need LEADS, LEADS, LEADS, while the dealer who invested in a “TRUST TUNNEL” has DEALS, DEALS, DEALS, and MO’ DEALS in the pipeline than he knows what to do with and is not worried about any dip in the economy.

I’m amping up the level of my security marketing content. (You may have noticed.) And I’m building the “TRUST TUNNEL” credibility deeper and deeper, allowing my clients to act out of confidence and security rather than fear and paranoia.

Those who follow my marketing advice will make breakthroughs never thought possible. Week after week I’m laying out formulas for rhythmically, persuasively implanting your marketing message into the client’s mind and acquiring a cult-like following that’s impervious to economic shifts.

Bob Maunsell
Former Sgt U.S. Air Force

Have an E.S.P style day, Easy, Successful, Profitable.

Now Go Smoke Your Competition!

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Burglary Alert: Potted Plants Used To Case Homes

I was just reading an interesting article about how burglar’s (these guy’s keep us in business), have been placing flower pots in the driveway and in the front of the door of homes when they are casing in a neighborhood, they usually set up four to five potted plants at traps at a time for unsuspecting homeowners.

The theory is that the burglars are  testing to see if the residents were in town or outta town, and if the home owners moved the potted plants then they would moved it would prove that someone was home and they would move on to the next home where they have setup the potted plant caper.

The fascinating thing that I find about this is that perps are getting smarter and cagier, in how they are breaking in to homes.

Next time you give a residential security sales presentation, I encourage you to use this little story and watch the look on your potential clients face. This is a Mike Tyson style haymaker, for closing home alarm and security deals. It will show that you have insider knowledge on how burglars break in to homes, remember facts TELL, stories SELL.

So what can you use this to an unfair advantage in your local market do to combat these types of capers in your local market…? And gain MASSIVE CREDIBILITY & EXPOSURE…???

Security Alerts E-mails

If something like this happens in your own back yard you should an current and updated email list of clients and prospect who you can send out your  *Security Alert E-mail*  to your list (clients & prospects) warning them  to be  BOLO (Be On The Lookout) for perps, meth-heads, crackheads and miss placed potted plants in out of the ordinary locations, and remember to tell them to forward your email onto a friend in the town so they can BOLO as well.

By doing this you will be employing the power principle of EBSM (Education Based Security Marketing ™) subtlety positioning yourself as the obvious expert and as the local The Security Guru ™.

The Best of Both Worlds

By positioning yourself as the expert and providing free consumer awareness information you are “Softening the Beach Head” for future security system sales and referral generation. Besides sending an occasional Security Alert E-mail you should be in constant contact with your client base at least 2-3 times per month. This is way easier then you might think, a monthly client newsletter, and a couple of emails and walahhh, you just wrote your own prescription for success in a slooow economy. By implementing this strategy alone you will in deed create 7/24/365 sales reps for your company.

When you are in frequent contact with your client base it’s ten times easier to sell and you will generate 100 X more referrals from your clients, you gotta like that. More referrals will make your security selling easier since you will be dealing with people who are pre-qualified to do business with you.

As one of my first mentors would say Jim Rohn “It’s easy to do, easy not to do”

If you choose to do this little trick you’ll put a firewall around your security business that can’t be cracked by even the most creative, deadbeat, trunk slamming, hack job security dealer out there.

The more you educate your client the easier it is for you to sell more security products and services.

If ya don’t show up how can you expect to sell?

P.S. In this months Smokin Security Newsletter, I have a 60 minute no holds barred audio interview with the nations  top security  trainer on  how to sell and install electronic security systems at higher profits and margins!

And that not all you get in the July  issue of the Smokin’ Security Newsletter,  there’s way more:

• Also I have a referral postcard that is “off the hook” for creating a flood of referrals into your business.
• A multi step lead generation example on how to sell $100K security systems and up.
• An telephone script on for handling inbound calls and converting  to service contracts, and maintenance agreements.
• Why you need to be optimistically paranoid, it’s not what you think it is.
• How to give a 1HR service call for FREE to sell a $10K security system.
• The # 1 mistake all security dealers are making right now, and it’s not what you think.

Bob Maunsell
Former Sgt U.S. Air Force

Have an E.S.P style day, Easy, Successful, Profitable.

Now Go Smoke Your Competition!

Want $2,649,594 worth of FREE Security Marketing Advice? Check out my Blog!
http://securitymarketingguru.com/category/bobs-security-marketing-blog/

Got A Difficult Question? Just Ask Me!
http://www.securitymarketingguru.com/ask-bob

Join My Security Marketing Group On Facebook
http://www.securitymarketingguru.com/category/bobs-facebook

Follow Me On twitter
http://www.twitter.com/bobmaunsell

**Hey, Do you want to post my articles up on your blog? Go right ahead! Just kindly cite your source and give a link back to my page.Thanks!**

Tough Times – How Security Dealers Can Make Their Greenbacks Go Farther!

Things have slowed down drastically in the economy, consumers sure aren’t spending what they use to and I’ve talked to more than a few dealers who are really strapped for cash right now. Despite what you might think, recessions and slow downs are an excellent time to ramp up your marketing efforts since most of your competition isn’t, you might even be able to pull a few lucrative clients out of their herd and into yours! Now is a perfect time to focus your security marketing efforts on proven and cost effective marketing strategies. We all need to add new customers to our database on a regular basis. Here are a some marketing methods that you could be utilizing in your marketing efforts, despite your cash flow:

Advertising on other websites ( banner ads on popular local/region websites or pay-per click ads on facebook.com are tremendous! $30-$150 a month)
Affiliate marketing
Card packs (sticking one of the postcards we designed for you in a mass card mailing, typically $200-1000 paid over 2-3 months)
Co-op mailings (joint venture mailings, team up with a locksmith/Electrical Contractor and split the mailing costs)
Radio advertising (See if a local up and coming radio host would mind giving you a 5 minute interview)
E-mail to customers (Aweber.com or constant contact.com $20 a month)
E-mail to prospects
Package inserts
Search engine marketing (google adwords pay-per click)
Search engine optimization (FREE check out my site or keep reading the Smokin’ Newsletter for more strategies)
Statement Stuffers (improve your “Shock and Awe” quote packs)

Tough Times – How Security Dealers Can Make Their Green- Backs Go Farther

We are in a deep recession and it might be years before the economy is booming again. So now is the perfect time to be working out some new  security marketing efforts on your best customers, remember your mind and your body are a muscle and they  both need to exercised daily for strength, and endurance and longevity.  Not to say you shouldn’t be prospecting for new customers, too!  We all need to add new customers to our database on a regular basis because it’s obviously more lucrative and because existing customers move on or go out of business so that list thins out over time.  Here are some quick strength  building exercising for your next  security marketing campaign that you should be utilizing in your security business to build massive strength:

* Advertising on other websites
* Affiliate marketing
* Card packs
* Co-op mailings
* Direct mail to customers
* Direct mail to prospects
* Direct response radio advertising
* Direct response space advertising
* E-mail to customers
* E-mail to prospects
* Package inserts
* Search engine marketing
* Search engine optimization
* Statement stuffers
* Telemarketing  (inbound, including 800#s)

Now go Smoke Your Competition!

Bob