Psst. I Got Something Great to Show You…

It’s Rob S. from Security Marketing Guru.  Bob hired me a few months back as an additional executive assistant (there’s also Shawn  teaching me the ropes!) I was brought on board to help with the day-to-day operations and help with the growth that we have been experiencing over the last year.

Part of my responsibility at Security Marketing Guru is blogging, editing audio and video clips, and and getting the Smokin’ Security Newsletter ready for printer each month.

When I was editing Bob’s video – that’s exclusively for viewing by the Smokin’ Security Newsletter members’ and Security Maverick members’ “eye’s only” – I couldn’t believe how much useful marketing insight that Bob delivers in the video.

I think I know a little bit about education since I’m a student at Worcester State College (aka “Woo-State”)  with a major in business and a minor in English.

Honestly, my marketing and business professors in college could not and did not deliver the kind of hands-on, real-world proven marketing ideas and advice that Bob included in his video. Professors only talk in theories and “book knowledge” so it was quite the eye-opener to witness such insight into how to effectively market your security business with solid advice and examples to back it up.

From the day I started here, Bob has talked about “over-delivering” on your products and services and giving tons of value to create a “WOW” experience for clients.

The big thing that I came to understand from Bob is that everyone is not your customer, and that you should have a security marketing system in place for sifting, and sorting, and screening people who do business with you so that people are predisposed to do business and take recommendation.

I hope you enjoy the video as much as I did…get a pad and pencil ready because there’s a ton of info you’ll get and want to implement!

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
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**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!**

How To Run Trunk Slammers Right Out Of Town

I don’t know about you, but most ethical security dealers hate these guys.  You know them…the trunk slammers that run around town doing security installs out of the back of their mommy’s car. These guys are probably living in their mommy’s basement watching online porn and eating microwaveable Tombstone Pizzas…enabling the to work so cheap.

This isn’t doing anyone any good because it brings the market down. Trunk slammers are in almost every market – especially when the start-up cost to enter a market is next to zilch, then you get a lot of trunk slammers running around town.

These guys don’t get a lot of repeat business or referrals, for that matter.  They just think “Wham, Bam, Thank You Ma’am”  and go on to find the next sucker looking for a cheap install…good luck with customer service on the back end!

Security Selling System…

When you have a security marketing system in place that utilizes multiple client attraction and retention methods, you can’t be copied or knocked off by some hack whose working for peanuts. But, here is a big point to remember and act upon:

Having one method of attracting new customers is very dangerous and, in truth, is very, very, small thinking. It’s extremely hazardous to your financial well being. You are restricting yourself to one media…it’s like being a stool with one leg.  You can balance yourself on one leg, but for how long – before you tumble over?

ADT…

ADT, for example, has some defense against this rapid deployment of hordes of trunk slammers, and Johnny come lately(s). They have the $$$ to blast their marketing message out into the stratosphere – national TV, print, direct-mail, package inserts, the internet, Google Adwords, college bowl sponsorships, etc.

Unless someone has similar capital, infrastructure, organization, discipline, and multi-media expertise they flat out can’t compete or replicate that type of advertising. Joey-the-trunk-slammer living in mommy’s basement can’t replicate this.

But you, the astute security entrepreneur, can model and improve on this multi-media layered attack formula for success on the local and regional level, one step at a time.  Some things you can do are:  start a client referral program, start sending out a quarterly newsletter, put door-knockers on all houses/businesses around a current install, start doing direct mailings, put up a client-nurturing website, host an informational/educational-based security seminar (and turn yourself into a micro-celebrity in your market.)

Mr. Duffy and the Elephant…

One of my early mentors (Mr. Duffy) said to me, when I was scratching my head thinking I didn’t have the “bandwidth” to do a certain task he wanted me to do, “Bob, how do you eat an elephant?”  I said, “I don’t know, Mr. Duffy.”  And he said, “Son, it’s done one bite at a time.”

So getting started doing something is much better then doing nothing!

Have a wicked wild card weekend! Go Pats!!

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!**

The Power of Dripping

Drip, Drip, Drip, Drip, Drip, Drip, Drip, Drip, Drip.

Just this past week, I closed on a new office building that I’ll be moving my business operations into within the next couple of months.

As I was walking through the property, I kept hearing that constant drip-drip-drip-drip from a leaky faucet and, I thought to myself, thats gonna cost me a few bucks to have  Matt-the-Plumber (BTW that’s how my plumber introduced himself…I kid you naught) come over and do whatever plumbers do to tweak everything and bring it up to snuff.

You know the old joke about why you always see a plumber’s butt crack when he’s  bending over to fix your kitchen sink?  It’s not because his belly is so fat, but because his wallet is so heavy. The plumbing industry, as a rule, bands together  and charges healthy prices for their services….as they should.  They’re not out to cut the legs out from under the next guy.  Therefore, a plumbers visit to your property is not going to be inexpensive and they keep their profit margins healthy.

The constant dripping of a leaking faucet or a continuously running toilet will drive the water bill sky-high and give me zero ROI (return-on-investment).  So, of course, I’m going to have to pay Matt-the-plumber a hefty fee to fix my plumbing issues.

The Security Marketing Spout …

This is the constant drip-drip-drip-drip-drip-drip-drip that has been dripping out of my spout (i.e. mouth) into the universe for well over 2 years now.  I’ve been consistently nurturing and educating about my security marketing system of “constant dripping” to your prospects and clients. This method will go on for eternity.

By implementing my security marketing system, you’ll have a spigot that continuously drips on your prospects and clients and will build an unshakable bond and high level of trust, with your prospects and clients, that cannot be broken or penetrated by outside forces.

Those of you reading these emails, that I’ve been “dripping” out over the past 2 years (all 250 of them), have gone from being a cold prospect to-warm prospect-to a smokin’ hot prospect…and then client of mine – all do to the “The Power of Dripping”.

A Frigid Cold Winter is Upon Us.

If your looking to heat up security installations this cold winter, then I would highly recommend that you go back to your existing list of clients and prospects and utilize the “The Power of Dripping.”  This ain’t ‘05 no more!  Back then, getting clients was like shootin’ fish in a barrel.

The money is in the dripping and the follow up to your clients and prospects.  Here’s a rythmic cadence you should be lulling yourself to sleep with every night:

Sound off – 1,2
Sound off – phone calls
Sound off – emails
Sound off – newsletters
Sound off – thank you cards
Sound off – free reports
Sound off – referral program
Sount off – free recorded messages
Sound off – direct mail pieces
Sound off – driving prospect to education-based websites
Sound off – 3,4

Next week, I’ll have a really cool video for you on the power of dripping, so be BOLO (be on the look out!)

Till then…peace, out!

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!**

Are You NFL Head Coach Material? Painting a Masterpiece!

This summer has flown by, heck football season is starting up in just a few weeks now. My sales and installations have been killer this summer. I just had the August Security Maverick group call last night and every one of my guys’ sales are up!

Gillette Stadium

I was down in Foxboro the other day with my team, we watched the Patriots, morning practice session and grabbed a bite to eat at the CBS Scene, (now here’s my Boston accent coming out) wicked awesome restaurant, if your ever up this way for a Pats game its worth checking out. Towards the end of the practice, Bill Belichick assembled his first string, special teams group and ran some punt and kick-off returns. The entire time we could hear him shouting, “It’s the fourth quarter we’re up by 6, Take what you can get, use your teammates and take what you can get!” I take his unedited meaning as, We are up six and we are winning the game, don’t **** it up, take what you can get, don’t try to be a hero! After he said that I got this great idea for a blog post because guess what, it’s almost the fourth quarter for us business owners too. If you’ve been following my emails this year and really been digesting my weekly advice, you should have a pretty decent, security marketing system working for you. Let me give you a fourth quarter pep talk, to keep your head in the game.

Into the Red Zone

Quite honestly ladies and gentlemen, security and low-voltage business marketing is a mixture of art and science. Although we are not selling Renoirs or Matisse paintings, selling electronic security systems is indeed an art form. Marketing is your canvas and I will provide you with the brushes, it’s up to you, to put in the time, effort, and creativity.  I say it’s a science because it takes a good deal of trial and error, you have to keep tedious track record of your results, make hypothesizes (educated guesses) and experiment with various mixtures of elements to find the perfect sales concoction. If you choose to stick with me and master the art and science of marketing your security business, I assure you, you will be a scorching success. It’s the fourth quarter ladies and gentleman, 15:00 minutes to go and let’s not forget the basics I drilled into your heads back in training camp…..

1) Direct Response Marketing– without new clients, business will be rough. Make marketing your security business and brining in new clients your # 1 priority every day, and over time your #1 area of expertise.

2) Methodical Implementation – Get others doing good, quality, work for you. Divide your work among good, qualified, people. You can’t get very far if you are doing everything yourself. (is Bill Belichick the superstar QB, RB, WR and Offensive line? No he’s the head coach, run your business like the head coach you are!) You have to able free up your time, so that you can concentrate on higher valve objectives.

3) Start With The End In Mind- Decide today what you want your business, and personal life to look like in the end, then figure out what has to be changed, solved, or created to make your vision real.

4) Invest Heavily In Things That Will Create Wealth For You– This might be making yourself into a local celebrity or recognized expert in the security field. Don’t be afraid to invest in your education or to acquire specialized knowledge to take your income to the next level. It blows my mind how many people have no idea about the areas inside their business that with a few tweaks and modifications will produce an enormous amount of wealth for them.

Once you mesh the art with the science you will generate leads at will and to turn prospects in to clients 4 life. It’s simple anyone can acquire these skills, if they choose too… Your security business will work like gang-busters. Success is nothing more than a few simple strategies practiced correctly everyday without failure.

Hope you are enjoying the last weeks of summer!

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!**

Why Alarm & Security System Referrals Are Of Extreme Importance… Nowadays!

My Dad’s 79th Birthday at Wachusett Country Club

If you believe in or are experiencing the effects of the slowing, less generous economy in your security business, you can count on one of the worst of those effects being the rising difficulty and cost of securing new clients “cold” through advertising.

Resistance to new vendors, products and services goes way up when wallets tighten up. But when people are told about a security business or low voltage installer by there friends, co-workers or neighbors, that resistance is much, much lower.

Also, the more affluent a person is, the more likely they are to respond to and even seek recommendations from friends rather than going to media like the Yellow Pages or a newspaper/magazine ad or the internet to find a source for something they need…and at times like these, you want more affluent clients in your back pocket!

“Referral Production” – like every kind of production—improves with targets and measurements. Your security marketing system best include a referral program that stimulates more security referral leads!

How Can You Keep Growing Your Security Business During An Econmoic Downturn…?

I actually received that question, this week on a coaching  call. Good question!  The answer…

Believe it or not, the same way(s) you grow it any other times!
Implementing good marketing and sales practices and getting good results is a universal thing, largely unaffected by outside influences. In  my “Bat Cave” I have sample direct marketing pieces I’ve collected over the past 14 years that contain successful direct-response ads that ran during the civil war and during The Great Depression. These beauties brought home “the bacon” and made the advertisers tons of money during periods when the economy was way worse than anything we’ve experienced!  These pieces were so effective and would work just as well today (although I know less manual labor intensive ways to do it). Here is what you gotta do: you gotta get your butt out of bed and get up on your hind legs every day and get yourself in front of people who “could” give you money (physically and/or through media), and you’ve got to develop a convincing argument that encourages them to do so! Key words here: “get up” and “everyday”. At different times, under different circumstance, it may be easier or more difficult, but still under all circumstances, at all times, money moves around hands and gravitates to the person with a “security marketing system” for attracting  clients that Pay, Stay and Refer!  So what are you gonna do with the knowledge you have just been given…?

P.S. Fear & Procrastination is the language of the poor!
P.S.S. The cornerstone of all wealth is a security marketing  system!
P.S.S.S.  To have more, you must first become more!

Peace Out!

Your Friend

Bob Maunsell

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”

Are You Defeating Yourself By Not Marketing Your Security Business?

On November 3,1948, the Chicago Tribune made one of the most infamous mistakes in history by printing a big bold front page headline that shouted “Dewey Defeats Truman” when, of course, Truman had won the election.  It’s been  sixty-one years (Abraham Lincoln might say “three score and one year”)  and the Tribune is still constantly reminded of this HUGE mistake that at the time probably seemed like just a simple oversight.

You haven’t yet registered for the Security Maverick Coaching Club If it was a simple oversight, here’s your chance to correct it.  If you don’t, there won’t be a front page headline in the Chicago Tribune to remind the world of your mistake…but your bank account will be a constant reminder.  NOT investing in yourself, your business, your future, your freedom can be one of the biggest regrets of your life.  Are you willing to risk making that mistake? So  join the most exclusive personal coaching program for security installers in America.

Dewey didn’t defeat Truman and I hope you aren’t defeating yourself by failing to use the BEST Money-Making security strategies and tactics.  It’s like hunting with a slingshot.  Wouldn’t you fare much better with a bazooka?

Security Marketing Communication Breakdown

Tuesday Smack Down 2-10-09

It’s late… I just got home from my “Friday Night Cigar Session” with the boy’s, and on the way home I was cranking out to WZLX  100.7 FM out of Boston, I was listening  to one of my favorite bands of all-time, Led Zeppelin, who were playing “Communication Break Down”… That verse is the genesis of this weeks “Tuesday Smack Down.” It goes like this….

Communication Break Down, It’s always the same… I’m having a nervous break down, Drive me insane…

If you’re having trouble nowadays with the phone not ringing…. like it should be, cuz your havin’ a “Communication Break Down” with your past and present security clients…? Could this be why you’re having a nervous break down, and it’s driving your wife insane…

Okay… nuff of me being a song writer: Ttwo MAJOR security marketing mistakes that security dealers and low-voltage installers make, that they are costing them major $$$$, are drum roll please…..

1. Not Staying In Touch With Their Current Security Clients.
2. Not Following Up With Their Security Leads On A Constant And Consistent Basis.

Here’s the deal: You need to have a security marketing system in place to stay in contact with your loyal security clients, and to follow up with HOT leads at least once a month and even better once a week.

Now I know what you’re gonna say, But…But… Bob how the heck do I, do this, while running my security business, and Bob won’t this cost me an arm and a leg…?

What this will do for ya is make you the Big Bucks that you and your family deserve… And will give ya a “Smokin’ Hot Referral Based Security Business” that you could only dream about.

You can forget about having to buy plain old security leads from a Database Company who is selling the SAME leads to 3-4 other security dealers in your area. If that sounds like you, then please don’t get offended at what I’m about to say, but you need to hear it…..your just  another commodity, and mailing to these people who you have zero relationship value with, is almost counter-productive, because they are only concerned about the price. So if you love being tire-kicked into submission for the lowest possible bid price feel free to continue with your current strategy.
If you are doing your security marketing the right way you will never end up playing the notorious “Free Alarmopoly” with the 3-4 other security dealers chasing down the same leads. I’m gonna show ya how to create your own security marketing business within your business

Week One: Send a four page printed newsletter. This is the best security client retention tool on the planet, hands down. I’ve talked about this before. Your security newsletter is like having a sales rep working his tail off for ya around the clock! This monthly newsletter needs to be fun and entertaining! Not filled with just security products, and talking about EOLR… This is the last thing your clients want to here about. Trust me on this one I’ve written (and read) plenty of newsletters that sell and it’s pretty much about the last thing they want to hear about.

Week Two: Mail a postcard. The postcard could be a few simple tips about securing a home or business, and also include a special offer to upgrade to a Digital Cellular Backup.
Week Three: An email newsletter. (Your cost? Nada.)

Week Four: Another postcard. This postcard could have a special theme for the month. Example: February= Presidents Day, March= Spring Equinox….BE CREATIVE
OK… The news is pretty dire about how bad the economy is and how President Obama is going to save us by spending more deficit dollars.  I have never hidden the fact I am a firm believer in the power of capitalism and maverick entrepreneurship.  So, I’m not waiting for a government bailout and neither are my security dealers who are living the high life as Smokin’ Newsletter Subscribers or Security Maverick Coaching Club Members, or any of my other Smokin’ Security Marketing Programs.

They all have this belief system burned in there minds:
You can let the economy happen to you or you can create your own personal economy.

You can bet dollars to doughnuts that this simple security marketing  plan outlined in this weeks “Smack Down” will create a stampede of new(smoking hott referral) clients to your security business.

Yer Cigar Smokin’ Friend,
Bob Maunsell
Security Marketing Guru

P.S Hey I want to leave you with a little something that makes me real proud to be daddy

My littlest daughter Kiera is the Star Of The Week in her 1^st grade class. It makes me so happy J when my kids succeed. I also love what she wrote about herself as to why she’s a STAR … Kiera wrote this: I’m a great helper, and I never quit…..Now that’s daddy’s girl!!