Winter Time Selling Blues…

Here’s a good Q&A:

Hi Bob,

I feel that I know you, I have read your website, blogs, ect. And am a friend on Facebook. But, you don’t know me and I dont subscribe to your monthly help. I hope you can take a second to read this and possibly help out.

I have a background in Door to Door alarm sales with APX and Pinnacle security. I started my own dealership with Security Networks january of 2008. We had a good year for what we wanted to do. 500 accounts.

Unfortunately my partner ran off with the money. I have since put the company in my name only and all of the sales people and techs were my guys and are coming back with me. My partner was just a money partner and he was the only one on the bank account, ect. I am ready to have a great year and expect to do over 1,500 accounts since I have 3 offices going starting march.

My problem is that I live in Ohio and our buisness is 100% door to door, and it is 20 degrees and snowing. I would like to work in January and February, but Door to Door is a hard option. I will this year subscribe to your monthly help and look forward to using your services later in the year, but right now I have very little money and need to find a way to sell security alarms to make money to do marketing.

How can I sell alarms with no marketing budget???

Thanks!

Bill

Hey Bill,

Thanks for the kind words. Seeing you’re strapped for cash, the easiest and least expensive road to take is to go to your existing clients base and “shake the tree.” I’m suggesting this because your clients have already purchased from you and, therefore, would be more apt to make another purchase.

Offer your clients a wintertime incentive for them to do upgrades and/or add services, such as, monitoring, cellular backup or service contracts. Also start a referral program so that your clients refer their family, friends, and colleagues…you’ll need to be able offer $$$ or a gift card for any referral that turns into a sale, though.

To cheaply acquire some new clients, when you are on a job, start “farming” the area around your install. Seeing you are a pro at door-to-door, start canvasing the area and letting people know that you are doing a job nearby and offer them a card with a special 10% “good neighbor” discount. For those people not at home, hang a door hanger on their knobs.

I have a door hanger that I use. It lets the homeowner/business owners know that we are doing an install in the area (there’s a blank line on the door hanger where we write down the address) and offers the recipient 10% off of a new install or upgrade.

These are only a few ideas, but you can get many more solid marketing ideas and tried-and-true samples of successful direct marketing pieces by becoming a member of our Smokin’ Security Newsletter.

Best of luck!

Thanks!

Bob

Have a gr8 Super Bowl Weekend everybody! Go Saints! Go Colts!

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/

My Free Gift To You!
http://securitymarketingguru.com/bobs-free-gift/free-gift-from-bob-maunsell/

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

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

Winner of the 2009 Security Marketing Yellow Page Ad Contest!

Check out the Video for the winner of our Yellow Page Ad Contest.

Fred,

To help you celebrate your new SMOKIN HOTT Ad, a little number from Pink Floyd…  ttys -Bob

Attention Smokin’ Newsletter Subscribers!

Listen to this month’s audio success CD interview with my Video Analytics wizard, and you will discover over 7 different strategies on how to sell Video Analytics Surveillance Systems.

Here’s just three of the things you will learn from listening to this interview.

*How to Increase Your RMR with digital guard (ie a video camera).

*Why the “Technology Refresh Cycle” is where the big money is in electronic security.

*How to be a “solution provider” instead of a commodity.

Smokin Security Newsletter Subscribers Call in Day

Open Call In Day, Tuesday August 27, 2009 ( 8/27/09 ) from 1pm-4pm Eastern time. 15 minute private consulting calls with Bob, open to all Newsletter subscribers.

Have a great weekend!

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://securitymarketingguru.com/ask-bob/askbob

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

Facebook Testing New Status Update Filters

By Associated Press
Thursday, June 25, 2009
Posted on www.bostonherald.com

PALO ALTO, Calif. – Facebook is testing new privacy controls that will allow the online hangout’s roughly 200 million users to decide who should see their personal updates.

In yesterday’s announcement, Facebook said the option will enable users to customize their postings for specific groups of friends.

For instance, a person may want to share certain things – like how they’re feeling about the weather – with everyone, while limiting the audience able to read other developments – like a night of partying.

The controls initially will be available to only some users.

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!**

21 Ways To Cat Burglar Proof Your Home – Free Security Marketing Report!

Hey Everyone,
Lately, we’ve received a ton of phone calls and emails from all around the country about our Free report – “21 Ways to Cat Burglar-Proof Your Home”.  The report is now available exclusively to members of the Security Mavericks Coaching Program. Check out the video I did this morning in my kitchen (after I finished packing my kids school snacks.) In it I talk about the free report.  For all my Maverick members reading this, make sure you read through my “21 Ways To Promote Your Free Report” listed below - just a little follow up on last weeks killer group coaching call.

If anyone is on the fence about joining my Mavericks program, make sure you read through the FAQ’s I included towards the bottom of this article.

21 Ways To Promote Your Free Report

1-    Having a * FREE* report about safeguarding peoples’ homes from nuts, wackos, and  home invasions is a major credibility builder.
2-    Promote your “21 Ways To Cat Burglar-Proof Your Home” in the local newspaper.
3-    Include the offer for the FREE report in your Yellow Page ad.
4-    Include the FREE report on your website.
5-    Promote/include the FREE report on your security company’s www.facebook.com page.
6-    Promote the FREE report on your security company’s www.twitter.com page.
7-    Promote your FREE report on your business card.
8-    Promote your FREE report on your door hangers.
9-    Promote your FREE report on your service vans.
10-    Contact your local radio show and ask to become the “5 Minute Security Guy” (got a guy now doing this in his market that’s on track for an extra $100,000.00 in revenue!)
11-    Promote your FREE report on little yard signs that you can post all around town.
12-    Promote your FREE report on the bulletin boards at the super market.
13-    Send out an e-mail blast to your client base telling them about the new Free report “21 Ways To Cat Burglar-Proof Your Home” that you just wrote and would like to send them  – cuz your just thinking about how great a client they are!
14-    Include this FREE report as a *special bonus* in your residential sales presentation.
15-    Tout your new FREE report in your monthly security newsletter to your client base.
16-    Contact all the Police Departments in a 50 Mile radius and send them the FREE report with a few of your business cards inside of it.
17-     Give your new FREE report as a trade show handout to prospective new home owners.
18-    Create a www.youtube.com  video and post it on your website touting yourself as the local security guru with your new Free report “21 Ways to Stopping Cat Burglars” as the prescription to cure their fears.
19-    Go to the local Chamber of Commerce and give a presentation on safeguarding residents’ homes from thugs & crack-heads.
20-     Send out this FREE report to all the high-end real estate agents, in your area, as a FREE bonus they can handout to their new clients.
21-    Include this FREE report in all the residential security system quotes you send out the door.

There you have it – 21 ways to put a “choke hold” on your competition. This is the type of fame you want; being an author and offering free educational material is a huge credibility builder. Before even speaking with you, potential clients will believe that you – and only you – are able to solve their security problems!

Frequently Asked Questions (about the Mavericks program)

Q1:  Bob, I live in a small town.  Will your marketing system work here?

What I teach is emotional and educational based marketing.  This type of marketing is non-geographical and works ANYWHERE.  I have clients all over the country in large cities and small towns using my marketing systems and experiencing great results.  One security client of mine, that lives in small town in upstate New York, just got 42 responses from a freebie direct mail piece I include in my security maverick coaching program.  This stuff is proven and works all over the country!

Q2:  Bob, How long will it take to see results?

I have two strategies that I will give you right away that will help reactivate your current inactive clients.  You should see sales from that within 3-7 days.   My other marketing strategies will take a little longer, but not much. In a nutshell, if you’re serious about cranking up your marketing machine you will see huge results in 45 days.  And within 6 months, an entirely new way to market your business.

Q3.  Bob, what if I’m tight on cash, can I make your system work for me?

Absolutely!  Several of my security marketing pieces can go out in your invoices.  These pieces will generate referrals, stimulate new leads and attract new clients – that Pay Stay and Refer!

Q4:  Bob, I know absolutely nothing about marketing or growing my business.  Can I still join your coaching program?

To be honest, do you think I was born with these marketing skills – Heck No!  I had to learn the hard way.  I spent over $50,000 attending seminars, consulting programs and coaching clubs and made a lot of mistakes along the way.  When you’re a member of my coaching group, you’ll have a built-in mastermind which will teach you all you need to know to market your security business successfully.  You’ll learn from other security installers who are just like you; you’ll get all the short-cuts that will allow you to leap-frog over your competition.

Q5:  Bob, you have a two-month brass balls guarantee.  What is that all about?

If after 2 months you are not completely satisfied with the program, you’ll get all your money back and we’ll part as friends.  The only thing you have to do is take the first step and fill out the application and fax it back to my office.  Then we’ll see if you are qualified for the program.  The “catch” is that I ONLY want serious security entrepreneurs to apply.  If you are not totally committed to changing your marketing style and the way you do business, then your business will not change and I cannot help you.  So don’t waste either of our time.

For Those Ready To Rock With My Security Mavericks Program, I Salute You!

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/askbob

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!**

Should my company use Facebook, Twitter and social media for Security Marketing?

We’ve been talking a lot recently on this blog about how social networking sites like Facebook and Twitter can serve as a big boost to your security business. This is a great article courtesy of the Fort Worth Business Press about that very point – the importance of social networking in your business. Give it a read.

Should my company use Facebook, Twitter and social media?

BY CHIP HANNA

Forth Worth Business Press

May 25, 2009

“If you’ve watched a newscast or the NBA playoffs in the last week, you’ve probably heard references to Facebook or Twitter. Social media has received a lot of coverage lately. Many business owners are asking, “Does my company need to be using social media?” Before we answer that question, let’s examine exactly what social media is.

Simply put, social media is people having conversations online. That’s it. This happens on thousands of sites every day. People talk about everything from environmental issues to what they ate for lunch. At first glance, it can seem overwhelming, but it can actually add tremendous value to your business and provide a hefty return on investment.

From a business standpoint, social media allows you and your company to be involved in these conversations online. Imagine your best sales person at the world’s biggest cocktail party. A good social media team can be just that – they know how to find all the right people in the room, to listen and to sell or simply share information. Sometimes all you need to do is listen and respond when necessary.

For example, I recently had an issue with some computer software. I tweeted my frustration on Twitter. Within an hour or two, I had a competing company offering help via Twitter. I’m now looking into that software for future projects, simply because they were listening.

So, where do you start? It’s important to remember that many of the same rules in traditional media still apply online. You still need to know your customers and public and have a solid marketing and public relations strategy. Twitter and Facebook are hot today, but there’s not a one-size-fits-all approach. If you’re selling Medicare services, you aren’t likely to reach your audience via Twitter. But if you are an elected official and you want to rally your constituents behind a piece of legislation, Twitter may be the perfect tool for keeping them informed, minute by minute.

It may surprise you to know that the top demographic for Twitter is men age 45 to 54. Looking to reach a younger demographic? Dig deeper to find exactly where they live online. They may be Facebook addicts, gamers or spend all their time finding new music at imeem. Or, you may have an audience that prefers e-mail.

In fact, a recent survey by Forrester Research reported that the most trusted online information source among respondents was an e-mail from someone they know. The second most trusted source was online consumer product reviews. Not far behind at number three were search results via a service like Google. While e-mails and search results aren’t nearly as sexy as Twitter, they work and they are incredibly important. Some companies jump the gun and forget the basics. E-mail is a basic social media tool for reaching customers or other publics, and it’s a great place to start and get your feet wet.

It may also be important for your company to simply post well-organized information online, with the ability for visitors to leave feedback or ask questions.

It does your company no good to dive into social media without a solid strategy, with goals, guidelines and tactics. What is your ultimate goal? How are you going to achieve it? Who is going to run it? How are you going to respond to negative feedback? Do you have a crisis plan in place? These are all important questions to ask, and it’s important to find the right people help you navigate social media. In your search for social media experts, keep in mind that individuals and organizations that are already using social media will have a great head start over those that are not.

Back to the original question: Does my company need to be using social media? The answer is yes, in some way. Don’t think of social media as something reserved for the technophiles. The question could just as well be “Does my company need to be at the world’s biggest cocktail party filled with prospects?” I think the response for every company would be a resounding “Yes,” with the right salesperson in place and a strategy to come away from the party with more than a good buzz.”

article can be found at: http://www.fwbusinesspress.com/display.php?id=10282

Check Out My Security Marketing Products and Services at
http://www.securitymarketingguru.com/security-marketing-online-store

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

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!**

K.I.S.S, Facebook and Security Marketing…..What???

This smackdown is going back a few years to my days in high school. I was a pretty rowdy kid when I was growing up and I remember going to keg parties’ way up in the woods at this local hangout called “Soap Hill” in my hometown of Grafton, Mass.  These parties were always late at night and were real fun. I would have my ‘73 Barracuda with the 8 track player going full-tilt to the song by KISS called “Rock & Roll All Night and Party Every Day.”  I always went to these parties with my friend Mike “Loops.”

After high school, Mike went on to college and picked up a couple of advanced degrees in engineering, and took on a corporate gig.  Not me.  I enlisted in the Air Force and acquired the skills of an electronic security systems tech and after 5 years serving overseas, I got out and picked up my state master electrician license and eventually started my own security company.  I always knew the importance of marketing but really when I started out I didn’t have a clue how to do it effectively and drive clients through my door. I got my marketing education ‘on the streets’ as I like to say, learning first hand from some of the best direct response marketers and copywriters in the biz and tailoring their concepts to meet my nice in the security industry. Every night – for years – I studied my tail off learning the art of Direct Response Marketing (Yes it is an Art!). During the day, I implemented then tested, tweaked, refined and re-implemented the hell out of the security marketing systems I built, until I could put my security company on ‘auto-pilot’ with a steady stream of new jobs and new clients coming through my pipeline. When I say my security marketing programs are tried and true…I’m not kiddin’ around!

In the Air Force days, we would always use the K.I.S.S. method for training new military personal. What does the acronym K.I.S.S. stand for you ask? -  Keep It Simple Stupid. If there is one successful organization out there that you should model your security company after, it would be the U.S. Military. Think about it, they have a system in place where the bulk of the work is done by 18-24 year-old kids. It’s run by older, higher ranking officers and there is a script, plan A-Z, or rule for everything – even for how you go to “the can” – which leaves no room for error!!  Everyone is on the same page!  The military has franchised this process to the tee!  Whatever branch or location you are in, they are run the same – just like good old McDonalds. Hey I wonder where McDonalds got the idea…..hmmm?

Roll the dice anyone?

I had a lengthy conversation the other day with one of my Security Maverick Coaching Club members about his sales force.  I just want to touch upon one of the topics we talked about.  If you have a sales team and your sales team does roll playing…the days of roll playing are over!  How can you role play in this economy?  I’m sorry, but motivating sales reps, chanting, writing slogans on the board, walking on fire and then patting everyone on the butt and sending your sales team out the door ain’t gonna work in this economy!  You need solid advice and marketing tools to get the phones ringing!

And when I say solid marketing tools, I mean marketing systems designed by someone who really knows their stuff!  One of the most important marketing tools to employ is a proven direct mail piece written by a professional direct response copywriter who is seasoned in the security marketing industry and has the brass tacks to close a deal – when it counts!  You can find many copywriters, but ask yourself this:  What do they really know about your market – the security installation market?  Do they know your target market and understand your clients’ security concerns?  They damn-well better if they’re crafting a message to them!

One thing that really annoys me about most copywriters and marketing people is how they claim to be so wonderful and have won so many awards! It’s such a joke! One of the biggest marketing awards is called the SAMMY.  There are many marketing professionals who can claim the fame of having won this illustrious award.  So what does it mean for someone to have won a Sammy?  The award is based on the “look” of a direct mail piece – not on the results it gets!  So if it looks good, it wins?  I don’t get it.  Shouldn’t a marketing piece be judged by its response ratios, website traffic, or how about this….What it actually brought in for sales!!?? – its’ revenue creation. That’s what I’m talking about! Last time I checked my business bank account only takes checks for deposits not awards!  Besides, any truly good marketing professional would know that the graphic design component of a direct mail piece is done last in the creation process!  Maybe I’m ranting here but….Shouldn’t there be an award based on monetary results – like “the million-dollar revenue-generating marketing piece award”? MDRGMPA, A little title-heavy, but worthy of an award – don’t ya think?  The security marketing pieces I’ve created have been tried, tested, tweaked and refined – IN THE SECURITY AREA on my tab! – to bring in the maximum amount of dinero to your wallet and worthy of the latter mentioned award!  Enough said.

In this March’s issue of the Smokin’ Security Newsletter, I’m including a live direct mail/handout piece that I’ve successfully used over the years to close a ton of higher end residential security systems.  There are only 35 words on this piece, but they’ve been cunningly crafted for maximum sales impact! They will knock down the walls of doubt and fear all potential clients have when calling a new security installer (you) and also strengthen the relationship you have with your existing clients.

Remember what I said about the U.S. Military always having everything scripted down to the tee?  Well, I’m also including in this issue a nineteen (19) point pre-sales selling script that you can use, prior to showing up, to conduct your security audit (to set the stage for your arrival.)  It is so dang easy to use, the whole family can sell with it! Your techs can become mini-sales reps for you with this handout and sales script enabling you to dynamically increase your ‘sales force’ without having to hire any more staff.

And because I’m feeling so chipper today, due to the wonderful spring weather we’re having, I’m going to throw in another marketing piece…it’s a ten (10) point script that you’ll use as a guide to following up after the sale, that will make your new clients feel all “warm and fuzzy” about you.  Heck, maybe they’ll get chipper and start bragging to their friends about how they’ve got the best security company in town!  Remember a happy, chipper client tells, on average, 9 others about their happiness and who they are happy with! A teed-off client can tell up to double the amount about their bad experiences – you don’t want that to happen!

If you’re not presently a subscriber to my Smokin Security Newsletter, I suggest you get on board NOW!  There’s a special sign up bonus – for a measly dollar you can sign up and get your hands on these awesome marketing tools, I’m including in the March issue, to help you guys start closing more residential and commercial sales in these rough times!  Bob I want the Smokin’ Security Newsletter!

Oh, by the way, I bumped into my friend Mike Loops recently through facebooks.com.  He’s been doing well, until recently.  He just got laid off and is looking for new employment.  I sometimes used to wonder if college and the corporate gig was for me. Looking back I really don’t think so, fast forwarding 20years + from my senior year of high school, I own three businesses, I can come and go as I please and I don’t have to worry about answering to anyone but my wife and two beautiful daughters. And, if I’m going to get laid off, then I’ll be the one letting myself go…not someone else!  I have the power to make or break my security company and so, my friend, do you! – even in this economy!  Oh, one last thing – if you don’t have a facebooks account set up, I suggest you get one.  There’s a lot of business to be had, if done the right way.  My coaching members and I are finding a lot of unique opportunities in social media. Hey, if you want, send me a friend request…go a head and do so now! Join my Security Marketing Group!

I’ll end this Smack Down with one of my favorite quotes by Jim Rohn “The book you miss could cost you a fortune!” and might I add, “If you miss this month issue of the Smokin’ Security Newsletter, it will cost you a bundle.”

Peace Out,

Bob Maunsell

Security Marketing Guru

Hey Don’t Forget To Tune In Friday Afternoon For My Security Marketing  Q&A