If You Want to Make Money FAST, Then Stop Yourself & Your Sales Reps From Down-Selling!
June 25, 2010 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
I’m just putting the finishing touches on an old Victorian era office building that I recently purchased, and have been renovating for the past several months. The building will house my security business and my security marketing business. My new office diggs is located in the center of a quaint, historic, lovely, small New England town called West Boylston, MA. Right next door to the property is an incredible bakery, called Darby’s Bakery, that people come from far-and-wide just to taste their treats. Being so close to the bakery, on a daily basis, could mean BIG trouble for me!
Zero Selling Skills
I have this one HVAC contractor (who was highly recommended to me by a good friend that I trust completely) is anguished over the money I’m spending on HVAC and plumbing work at the new office space. He feels compelled to save me money and while doing this has talked himself out of more work (aka: money), than you could imagine.
Now, mind you, this guy is dog-slooow with not much work coming in and has been complaining about Obama, the economy and the lack of work these days. He’s such a nice guy and has his heart in the right place, but he’s shooting himself in the foot by worrying more about his pricing than delivery more value and benefits to his prospects and clients.
He’s not alone in this strategy – 90% of everybody selling does this very same thing…worrying more about price and going straight to the lowest priced options, especially when there’s no other quote/estimates in the sales funnel.
My mind set is: I’m looking at the HVAC/plumbing work, for the new office space, as a 30 year investment in my real estate portfolio, so I’d rather spend a bit more upfront and get greater value for my money. Funny thing here is that I never asked the cheapskate question “what’s this gonna cost me or is this an expensive project or what’s my cheapest option for doing all the HVAC/plumbing work?” The HVAC dude went straight to cost-cutting pricing, from the get go. He never gauged my mind-set for the project or what my budget would be or if I’d rather more value over something less expensive. Instead, he immediately pursued the least expensive path…what a profit-deflating strategy!
Shooting Fish In A Barrel
One of my favorite seafood restaurants is Legal Sea Food in Framingham, MA. The place is relatively expensive and is always jam-packed. You walk in, look around, and say to yourself, “where’s the recession?!” You are greeted by a very courteous hostess that seats you in an immaculate linen covered table set with nice china and silverware. You are then promptly greeted by a professional sales rep (i.e. a waiter) who is so kind and helpful and always talking “up” the product (i.e. the food/drinks) and always making subtle up-selling suggestions and recommendations. I can’t even tell you how many times I have ordered an extra appetizer or side dish or dessert due to gentle persuasion from the staff.
The whole experience at Legal Sea Food is very polished and crafted to a tee. What I admire most about this joint is that not only is the food tremendous, but the whole staff can sell – not just the owner or upper management, but the whole staff…from the top down!
Chapter 11
The point I’m making here is to stop selling yourself short. Any security dealer and sales reps that keep discounting and talking their prospects and clients out of sales, in order to stay in business, isn’t going to stay in business very long. It’s a bankruptcy waiting to happen. A “real” business needs to be able to upsell and cross-sell, if it wants to flourish. Selling is a good thing, it’s what keeps the ecomony wheels spinning. What have you done today to move the the economy along?
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!**
Discover How Always Alert Security Got 22 Pre-Sold Security System Sales
June 15, 2010 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
Last month, during my open call in day for subscribers to my Smokin’ Security Newsletter(TM), one caller, Always Alert Security in Oklahoma, told me he couldn’t believe the impact and responses he got from the bonus quarterly client newsletter that the Smokin’ subscribers get. He mailed out the client newsletter to his herd of customers and prospects and told me that one of the “emotional direct reponse” triggers that I embedded in the client newsletter generated 30 responses from his mailing! He now has 30 people to follow up with…way to go man!
But that’s not all…it get’s even better – much, much better!
Just the other day, while I was interviewing him for this month’s audio success cd (another incredible bonus that’s included in every issue of the Smokin’), he told me he also got 22 referrals from the client newsletter mailing! The client newsletter includes a kick-ass referral generating system, that I’ve developed, that is one of the best tactics you could ever deploy to flood your business with pre-qualified, pre-sold referrals. He now has 22 sales, on the books, that were already pre-sold on his security services….all the pre-selling grunt work was already done for him! Listen to what he has to say, in his own words, about using the bonus client newsletter that is included, four times per year, in my Smokin’ Security Newsletter(TM):
http://securitymarketingguru.com/category/testimonials/
He also said having a client newsletter is the best tool, in his tool belt, for generating business and referrals. He cannot believe the difference that a customer newsletter has made for his business. He echoed back to me what I’ve been telling you all along…a properly written and executed customer newsletter trains your clients to Pay, Stay and Refer!
If you’d like to start sending out a client newsletter and start reaping some of the results that he achieved…then click on the link to my Smokin’ Security Newsletter….my monthly marketing and business building newsletter written specifically for you folks – security dealers and low-voltage installers. The Smokin’ comes with a quarterly client newsletter [called Service That Soars (TM)] that you can print and send to your herd of clients. Sit back and watch the responses come in! For all new Smokin Security Newsletter(TM) subscribers, you’ll get a special introductory offer: a current issue, plus two (2) back issues and my four (4) of my favorite audio success CD’s for the low, low price of just shipping & handling $5.95.
For Those of You Still Sitting on The Corral Fence…
I’ll send you out a FREE copy of my client newsletter – Service That Soars(TM). That way, you can see, for yourself, how this quarterly client newsletter is the best business-building, relationship-building, referral generating, pre-selling tool used on the planet!
Just send an email to support@securitymarketingguru.com and put “Free Quarterly Client Newsletter Offer” in the subject line. Be sure to include all your contact info: Company Name, Contact Name, Address, City, State, Zip, Phone (so I can mail it to you.)
Later!
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!**
Turn Your Service Vehicle into a 24 Hour Selling Machine
March 24, 2010 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
Let’s Face It. Times Are Tough Out There Right Now And You Need Everything In Your Power To Attract More Security Clients To Your Business.
Introducing Vehicle Card Pockets TM from Security Marketing Guru, authorized retailer. Vehicle Card Pockets are exterior card holders, for your business cards, that mount to your vehicle. Slap one of these bad boys on each vehicle, fill them with your business cards, and instantly turn your vans into 24/7/365 selling machines! I have been using these on my work vehicles for almost a year now and still can’t believe how many cards are taken and how many sales calls I get from them!
“Why ain’t they calling?”
Getting noticed but not getting the call is a reality for many security and low voltage integration businesses.
Truth is, your name and contact information are forgotten within 15 minutes of viewing, even if the interested party has made an attempt to commit your details to memory.
With Vehicle Card Pockets, you won’t have to worry about prospects committing your contact info to memory or relying on them to have a pen and paper handy to jot down your info or cell phone to snap a picture of it (nobody would think of that, anyway!) You’ll turn your business cards, an under-used but highly effective marketing tool, into the money-making machines that they should be. It’s like having a security sales representative permanently gorilla-glued to the side of your van handing out business cards all over town!
If you want to dramatically elevate your game,
I urge you start using Vehicle Card Pockets today!
If you want to dramatically elevate your game, than get a look-see of the three different Vehicle Card Pocket packages that I offer…check them out at the #1 Security Marketing website in the world! No other site will teach you how to get security clients that PAY, STAY and REFER!
Visit the Vehicle Card Pocket page!
Inside the March Issue, also known as The Spank Issue, you’ll…
- Find out the how to wipe out price-resistance, once and for all.
- Learn how to create future “Pay Days” in your business for the rest of your life – that has nothing to do with RMR.
- Find out what ISFL it’s quite lucrative!
- Get a form, that if used, I guarantee will make you at least $50,000 in sales in the first year of use!
- Learn my 79-word retort to counter anyone looking for a “cheapo security system.”
- How to use the my Stalemate philosophy to win over prospects
- Learn the importance of SPANK and having lots of ammo when you meet your prospects.
- When to use the “stick strategy” on new clients.
- Discover how to create a wall of fame inside your office.
- Have you ever seen a $120,000 testimonial from a very, very, satisfied client? Well, I’ll show you one!
- Get a really cool way to find out the three biggest concerns prospects have before they hired you and how to use that info in your marketing messages.
P.S. Check out this interesting blog post I uploaded last Friday…
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!**
Outrageously Succesful Security Marketing Promo!
February 19, 2010 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
I gotta tell you that my 47th Birthday bash was even bigger then I expected! It was so big that I needed a fire exintiguisher to put out my birthday cake….hahaha!
Inside the February Issue, you’ll…
- Find out the #1 thing that scares the heck out of security dealers.
- Get a complete “Ad-topsy” on how to create smokin’ postcards.
- Get a done-for-you Birthday postcard that’s ready for you to send out.
- Get a live example of another birthday postcard – created by a dude in New York who used his birthday to bring in so many orders that it back-logged his business for over three weeks (I know cuz my order was in the sales funnel for that long!)
- Learn my three-step method for writing smokin’ postcards.
- Uncover the phrase that all security installers must use in every letter introductions.
- Discover the one little thing that you should always include in your mailing pieces that’s guaranteed to boost your response rate.
- Get my favorite line to use at the end of your postcard.
- Discover the #1 thing that your new prospects judge you on when you show up at their home or office.
- Learn the one little thing that you should practice everyday to hone your selling skills.
But wait, there’s more…
- Special Report #1: 8 Steps to Becoming A Security Honcho
- Special Report #2: How To Sell Security – The Prospect Theory VS The Negative Sell
- Audio Success CD: Discover Secret Dental Marketing Strategies That You Can Use To Grow Your Security Business…This guest expert is off the hook in this CD!
It’s My 47th Birthday, and to celebrate, I’m going to make you the sweetest, most generous offer ever… with a N’or Easter of Bonuses!
First off, I’m going to give you four (4) FREE back issues of the Smokin’ Security Newsletter and four (4) Audio Success CD’s ($388 value, but, really, it’s priceless!)
Second, I’m going to throw in my special report, “Seven Simple & Easy Steps to Doubling Your Installations and Getting Paid Quickly in 2010″ ($97 value)
Third, I’ll also throw in my special report, “Five Security Marketing Skills to Master in 2010 and Beyond” ($97 value)
All of these gifts are yours to keep. There are no strings attached. And there’s no obligation to buy anything…you can cancel at any time!
Why am I doing this? Because I’m getting old and going senile! No, not really. It’s because I think there’s no better, more honest way to get you interested in my Smokin’ Security Newsletter than to let you “try before you buy.”
Sure, people (especially my wife) tell me I’m crazy for giving away so much free, valuable stuff. They say, “How can you justify giving away the store?”
Well, I may be getting older, and possibly going crazy, but I’m not stupid. I’ve found over the years that whenever I get security installers to sample the Smokin’ Security Newsletter, they become absolutely hooked. Most have continued to subscribe for years.
And so I figure the more installers I can entice to try the Smokin’ Security Newsletter, the more installers I’ll win over as members. Hence the reason for this almost-crazy, irresistible offer.
You will get all the pieces mentioned above for FREE…the only thing that I ask from you is to help out with part of the shipping cost by paying the measly sum of $5.95. Simply go to the Smokin’ Security Newsletter page and sign up today and I’ll send you:
Four (4) back issues of my Smokin’ Security Newsletter that’s packed with solid, proven security marketing advice and strategies, and tried-and-true security marketing samples. You will get all the tools you’ll need to build a faithful heard of clients that will STAY, PAY and REFER! You’ll also get four (4) powerful audio success CD’s that include:
1. The Black Belt of Google Adwords.
2. How To Skyrocket Your Security Business With Interactive Video Monitoring.
3. Why Most Websites Fail and How To Make Yours A Smashing Success.
4. How To Make Your Clients Feel Like A Million Bucks.
My special “Seven Simple & Easy Steps to Doubling Your Installations and Getting Paid Quickly in 2010″ will teach you WHAT you can do in the next three months to start 2010 off as a BIG year for you!
My special report “Five Security Marketing Skills to Master in 2010 and Beyond” highlights five skills, that if mastered, will have a BIG impact on your income stream (it will turn that stream into a river!)
Take a look at all your FREE stuff! If you love it as much as I think you will go to the Smokin’ Security Newsletter page and test drive the Smokin’ Security Newsletter. Just fill out the form and we’ll take care of the rest.
But there’s one catch…I’m only offering the three special reports for FREE (my extra frosting on the cake, if you will) for the month of February (cuz it’s the month of LOVE). So you need to obey your inner voice and sign up today! I’m not making this offer to everyone (only a select few), hence the reason you will NOT see these special reports offered to the general populace on the website. If you sign up before the end of February, you, and only you, will get these special reports.
So, maybe people think I’m crazy, but you’re nuts if you don’t take me up on this offer before February 28th!
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
November 13, 2009 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
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!**
Ask Bob: How to Sell High-End Security Systems
September 30, 2009 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
Hi Bob,
We are trying to create a marketing letter geared to a very specific group. They are higher end clients and we are trying to create a letter that has “shelf life” – meaning people will keep it or remember it. We also want to show them the advantages of paying more for a quality system rather than a $0-$99 dollar system. Please let me know if you have any ideas!
Michelle D.
Hometown of the Da Bears
Greetings Michelle,
Sounds like a gr8 idea – to me – to target the affluent marketplace. I don’t know if you have signed up for my 5 Day e-class called, “10 Steps to Selling Higher Then Your Competition,” but it’s loaded with security marketing gems as to how to be perceived as a high-end security integration company…giving you mass appeal among clients (whether they’re wealthy or not). If you haven’t signed up yet, then get it going on today!
Special Op’s
Michelle, the best way to infiltrate the high-end market (or any market) is by referrals – word of mouth. People that are referred to you by a friend or family member are less likely to doubt your worth and are more receptive to what you have to offer. The rich, believe it or not, do not want to part with their money or be overcharged for being in the “wealthy” category. So they tend to be more scrupulous when hiring a contractor or installer than the average bear. So when they are referred to you by someone they trust….you’re pretty much “In Like Flynn,” unless you do something on your end to mess it up (i.e. show up in torn jean and t-shirt with a dirty un-lettered van, talking like a dope.)
I’m sure you know the importance of how you are perceived with clients and prospects. First image is everything! If you pulled up to my estate, looking and sounding as I mentioned above, and then tried to sell me a panic room, interactive video monitoring for my grounds, a gate system, intercom system with cameras, perimeter monitoring…I’d dismiss you immediately.
Go back and reread the above paragraph, I listed five (5) different exotic security technologies that can be sold in high-end homes, but it requires a greater grasp of security knowledge and the ability to blend these multiple technologies into one synergistic “Iron-Cage Home Security Protection Package ™”, that will protect your client – come hell or high water. You need to be able to eat, live and breathe these technologies…master them before you try to sell them.
The “free-bie” and $99 systems don’t require as much info to be put forth from the installer. The end-user isn’t expecting a high-level of anything with a $99 system – the price says it all! But the wealthy individual, who has much more to protect than the person interested in a $99 system, will require knowledge, experience and expertise from the installer. I don’t think you’ll have much problem showing the advantage of a more expensive system to someone who is looking to protect their million dollar + property and all of it’s expensive contents. They know the $99 system ain’t gonna cut it.
Moving to Panama…
Michelle, rest assured, if you have the ambition to put something like this together for your company… the road will be paved with gold. The key to success is to OWN and dominate a niche market. “Wealthy People” are a niche market. Seeing your market is Chicago and the surrounding suburbs, there should be no shortage of “well-heeled” folks around. Unless you think all the rich folk have left town, taken their loot with them, and moved to Panama for a better standard of living…then you should have no problem in this market.
Marketing in a Perfect World
In a perfect world, we’d have plenty of referrals coming in to keep us livin’ high of the hog straight into our retirement years. But, you’re entering a new market and referrals may be scarce. So you’re going to have to start from scratch.
The best advice I could give you is to get a good list of wealthy clients in your area and develop a three- part direct marketing campaign. That means that you mail out three different pieces, at different times, to this target market.
Also, make sure your marketing material includes a referral generating piece for after the sale. Once you’ve done a phenomenal install and the client is immensely happy with the work your company has done, send out a thank you card and include a referral generating piece that the client can offer to friends or family members.
Before you get started, it would be a good idea to buy and read the same type of magazines the wealthy do (like the Robb Report.) That way, you’ll get a good idea as to how other marketers are advertising and writing to the wealthy by checking out the ads in the magazines.
Peace Out!
Bob
P.S. 11 Hrs, 33Mins and 17Secs….To get your FREE copy of the Smokin’ Security Newsletter, inside the September issue, you get handed to you on a silver platter….
• A 100% Guilt-Free Security Re-Activation Postcard (send to long-lost clients).
• A Quarterly Newsletter that you can send out immediately to your commercial and residential client base (If you’re not sending out a company newsletter, than shame on you!)
• A Step-by-Step Guide on how to make gobs and gobs of money using a company newsletter in your business
• A Tell-All on how to improve relationships with your clients.
• How to Create a Money-Hobby in your business (p.s. you won’t find this kind of advice in the five free security trade magazines that probably show up in your mailbox every month)
• The Two Vital Factors that significantly influence the health of your security business.
• All Smokin’ Security Newsletter subscribers will have access to the “Acres of Diamonds” tele-seminar in mid-October that teaches how to turn your security business into a Jericho Diamond Mine!
• But wait there’s more….I’m not done with you yet! The September audio success CD of the month, that’s included in the Smokin’ Security Newsletter, is a tell-all from a beach-bum turned security entrepreneur. It’s so insanely enlightening and enriching, that you’ll be slammin’ on the breaks as you’re driving down the road, listening to the CD, and trying to take notes at the same time. Don’t blame me if you get rear-ended! Besides, you’re not at fault if you get hit in the rear by another vehicle anyway.
• As you can see, we over deliver in each and every issue of the Smokin’ Security Newsletter. Can you honestly say that you over deliver with your clients? You better be in this market!
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!**
Cut-Back Customers May Not Come Back
June 23, 2009 by Bob Maunsell
Filed under Bob's Security Marketing Blog!
You probably won’t be surprised to hear that customers change their buying behavior during a recession. They get their hair dyed less, go a few extra weeks between having the oil changed in their cars, they give up their mocha-chino lattes, they disconnect their alarm monitoring services and cancel their service maintenance agreements. They are doing without.
What is most shocking is that these changes in *behavior* will continue into the good times. If you assume that your customer is coming back to the normal state of affairs once the economy gets better, then you will be widely mistaken.
A family that gets used to having there house cleaned once a month instead of weekly may not return to their normal *behavior* of having there house cleaned once a week even if they can once again afford it.
The changes in *behavior* are likely to last even longer because this recession is largely consumer driven.
This spending habit change can be good or bad for security dealers, depending on how you handle it.
Security dealers, large and small, are at greater risk of losing clients/customers if they don’t change the way they do things. There is a tremendous opportunity for security entrepreneurs looking to gain market share and win over more new
customers if they do things outside the box.
What I’m seeing across the country is that security dealers that *help* clients/prospects conserve cash tend to do better. If you can package your security services into value meals – like Mickey-D’s or the 1-2-3 Go Box from Showcase Cinemas (see video on this page), than you’ll do a heck of a lot better.
The trick to understanding people changing their buying habits is to take advantage of it by tailoring a product or service to meet there needs or refine your marketing to show that you are delivering a better deal along with more perceived value.
Winning customers merely isn’t enough; you have to find a way to lock them up for life. Keep structuring deals and services that keep them coming back for more of YOU, even after there wallets fatten back up.
Keep them in the buying frenzy! After all, you are running a corporation, and you are the CEO and main share holder. So all the profits go to you and your family, and it is your job to extract as much money out of your client base as humanly possible. While all the time providing truly exceptional service.
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!**
