The Old School Way of Dripping On Top Prospects

I’m knocking off a tad early today.  My friend, Rich Donoghue, and I have tix’s to see Lynyrd Skynyrd at Mohegan Sun Casino in Uncasville, CT.  I also want to grab a bite to eat at chef Bobby Flay’s – Bobby’s Burger Palace – that’s inside the casino.

Last Friday I promised you a very cool video on “The Power of Dripping” and keeping TOP prospects in the loop with regards to security services or low voltage installations.

This security marketing strategy will even work for locksmiths, private guard services, private detectives, you name it… This is a very clever way to stay at the “Top of The Conscious” with your security services.

What I going to reveal to you in this video is something that should be at the cornerstone of your security marketing plan.

Here’s just some of the security marketing nuggets that you’ll enjoy in this video:
* How to identify “Toll Booths” (i.e. people who have access to a lot of security installs.)
* The proper sequence for a security marketing “dripping” campaign.
* How to break through the clutter and get noticed quick.

Also, the November issue of the Smokin’ Security Newsletter is stuffed with all the fixings and trimmings like a Thanksgiving Day turkey, so you’ll get…

* How to Mail Up to 50,000 Letters Per Week at No Cost Whatsover (Not Even Postage!)
* Three (3) Live Security Marketing Exhibits on What to Mail in Your 50,000 Letters
* A Shocking and Unique Way on How to Get Your Newsletter Printed, Folded, Stamped and Mailed – for FREE!
* An Outside-the-Box Model for Turning Your Newsletter Into A Huge Profit Center for Your Business.
* A Three Step Guide to Snubbing Your Nose at the Recession.
* The Security Sales Funnel Mind-Map on How to Sell Higher Priced Security Systems.
* How To Leverage Your Testimonials to Bond with New Prospects.
* Four (4) Live Examples of Smokin’ Testimonials.
* The Magic Number That You Must Use on Your Quotes to Sell More Security Systems.
* Remote Control and How to Enjoy Another $15 – $40 Per Month of RMR for Each Monitored Client.
* What You Need to Know to Get to a $1,000,000.00 Security Business and Beyond.
* Six Step Strategy to Eradicate Unethical Door Knockers in Your Area.
* A Plan “C” Backup Plan for Your Business and Life.

I told you this issue was stuffed…and I don’t mean with Kraft’s Stove Top stuffing mix!  I way over deliver on everything I do!  Every month my wife, Natasha, proofreads each issue and she said “Wow, this is an unbelievable issue.  It’s really, really good!”  She’s a tough cookie and tells it like it is.

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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Swiss Army Knife of Increasing Your Security Sales

Do you remember your 1st money making job as a kid?

I sure do and it taught me a few real good life lessons that are instilled in me this very day.

Back when I was in Cub Scouts I always wanted a Swiss Army Knife (nowadays all kids are looking for an X-Box 360). A couple of my good friends had a Swiss Army Knife, and naturally, I wanted one, too.

At the time, my folks didn’t have the money to get me one…with having to raise five (5) kids and my dad working two jobs just to make ends meet…my little knife was the last thing on their minds when they went to bed at night.

With my parents being right off the boat from good ole County Kerry, Ireland, they didn’t understand the American culture so well.  The fact that other kids got skateboards, go-carts, mopeds, and snowmobiles didn’t register with them. Growing up in Ireland, this type of stuff was non-existent; all they knew was good old-fashioned hard work in the potato fields or milking cows for a play time activity.

So one thing my Irish parents instilled in me was an *IMMIGRANT ATTITUDE* the definition for that being…“doing whatever it takes, for as long as it takes” to get ahead!

So with money being real tight in my homestead, and a prevalent “immigrant attitude” on hand, if us kids wanted a little something extra, we had to go out there and [EARN] it!

So for me to get my Swiss Army Knife, I had to go out, get a paper route and huck the Worcester Telegram & Gazette at hundreds of doors at the wee-hours of the morning (that being before 5 am) before I could earn the money to buy my knife.  It took me 3 months to do it, but I did!

G.I. JOE ACTION FIGURE…

Even though I didn’t get all those fancy-schmancy toys, my parents bestowed us with a gift that was even better then any toy could ever be (even though I didn’t realize it at the time –especially when I didn’t get the G.I. Joe action figure I wanted!) I do realize it now and hope my own kids will understand it, too…because it’s not all about getting, but doing!  You need to do before you get.

When I look at it now, I theorize that my Ma + Pa (who are now 83 and 80, respectively) had a  Swiss Army Knife strategy for parenting. Like the Swiss Army “Officers and Sportsman” knife – which has six (6) practical and highly useful tools on it. Ma and Pa trained us up by these six principles.

Here’s a list of them:

Tool # 1 - Constant nuturing. Making each on of us feel like we were the # 1 child (even though there were 5 of us clamoring for attention).

Tool # 2 - Keeping a firm hand on a slack rein. Giving us the space to grow and develop into our own persons but leading us in all the right directions.

Tool # 3 - Being a good example, they taught us the importance of hard work, school work, being accountable and being polite, kind and giving to all.

Tool # 4 - Self-esteem and confidence building, always supporting and cheering us on and telling us we can do anything we set our minds to and not to be afraid of anything.

Tool # 5 - Recognizing and rewarding good behavior.

Tool # 6 - The family dinner table, sitting down every night as a family unit and  discussing what each and every one did that day – with no distractions (i.e. TV, cell phones, ipods, etc.).

For a couple of Irish immigrants just off the boat, they did a damn fine job (Thanks Ma + Dad, for everything!) of raising a clan, even if we didn’t get everything we wanted.

They gave the five of us children the tools and the mindset to be successful and each one of us is in our own respective fields.

Nurturing Your Client the Same Way You Would Your Children…

Whoa I’m not outta my mind, but having really sound parenting skills, are skills that are applicable to helping you grow your own security business and foster your client base.

The simplest thing you can do for nurturing and caring for your security clients is to have a security client newsletter that you can send out.  This will take care of a plethora of sales and marketing problems.

Here’s a list of problems that security dealers have that can be solved by incorporating a simple quarterly client security newsletter into their security marketing plan. A security newsletter is the Swiss Army Knife of an internal & external security marketing program.

1- Sell more to existing clients.

2- Raise pricing.

3- Increase sales.

4- Motivating employees.

5- Getting sales reps to sell more.

6- Generate more recurring revenue with managed access control.

7- Generate more recurring revenue with video monitoring.

8- Generate more recurring revenue with service contracts.

9- Generate more recurring revenue with alarm monitoring.

10- Generate more recurring revenue with fire alarm inspections.

11- Generate more recurring revenue with personal emergency response.

12- Tapping into the mass notification market.

13- Tapping into the IP market.

14- Tapping into the megapixel camera market.

BTW these fourteen (14) items I quickly pulled out of the SSI Security Sales & Integration, OPERATIONS & SALES REPORT, August 2009 issue.

On my  FREE  “Acres of Diamonds” tele-coaching call in mid-October, that my Security Mavericks & Smokin’ Security Newsletter members will have access to, I will talk extensively about how a security company newsletter can solve every single one of these problems for you, if you so desire.

P.S #1: As the Swiss Army knife is the ambassador for Switzerland, your newsletter should be your good will ambassador for building and maintaining clients 4 life.

P.S #2: Please read the Immigrant Attitude philosophy again. I think this is one thing that is sorely in our society today the,  *IMMIGRANT ATTITUDE* the definition for that being…“doing whatever it takes, for as long as it takes” to get ahead…

P.S #3: We have gone from a society where children had dreams of taking a space ship that would  put a man on the moon, to now where children dream about landing on the  American Idol reality show…

Ever Wonder Whats Going On In My Head…?

Take a Look!

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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Contact Us!

Contact Me for Some Serious E.S.P
Easy – Successful – Profitable
Security Marketing Systems

Bob Maunsell is the founder and President of Security Marketing Guru.com, a premier marketing and business-building firm for the security and low voltage systems integration industries.

Security Marketing Guru.com, provides ready-to-use, Security Marketing Tools, Programs, and Security Sales Training designed to give our clients “ESP” Security & Low Voltage Businesses – Easy, Successful and Profitable. For free marketing strategies and business building resources visit www.securitymarketinguru.com or contact our business growth consultants at 1.866.462.3528

Here’s How To Contact: Bob Maunsell
a.k.a “The Security Marketing Guru”

“The Experts In Client Attraction and Client Retention”

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Security Dealer’s Questions and Answers – Download Your Copy of “The Power of the Clipboard”

Just catching up on a some house cleaning today, had some question that have been sent in to the “Ask Bob” column that I want to answer this lovely Friday. So here we go.

The Doctor That Wants To Be A Security Dealer…

Hi Security Marketing GURU,

I want to start a home security business can you please point me in the direction of where I can get the products and training. Once I get this part done I will contact you for your courses.

Thank You,

Dr. Mark C.
Laguna Niguel, CA

Hey Dr. Mark,

I appreciate your question the electronic security marketing is a great business to be in, the hair stands up on the next of my neck when I think of all the opportunity out there for security dealers and low voltage installers, who aren’t afraid to go to work ON there business and not IN there business.

This market will continue to grow by leaps and bounds for the rest of my natural life and when I’m long gone this market  has unlimited potential and unlimited opportunity , for the security entrepreneur who is wearing binoculars instead of bifocals.

Here is a quote from Bill Gates that will get your “money glands” salivating, “The only industry that changes faster then technology is fashion”.  We just so happen to be in technology industry, and if you understand that security is fashion on steroid, in the sense that it always changes, you’ll never, ever have to worry about your next new prospect.

You see the security industry is always about change, new technology upgrades, adding exotic electronic gizmo that will allow you to create multiple new streams of RMR (recurring monthly revenue)

But this depends if you have a pair of binoculars, or if your wearing bifocals.

Here are seven quick things to get you started learning the electronic security industry.

1-    Subscribe to the security industry trade magazines: SDM – Security Dealer and Marketing, and SSI – Security Sales and Integration.  See if they will send ya a years worth of back issues this will bring you up to speed real quick with industry jargon, and all the latest cutting edge security products.

2-    Call the local ADI (alarm supply house). I think there might be a branch in Carson, CA. Just ask the branch manger when is the next time there having in house training product training on residential security system.

3-    I can’t speak for the state of California, but I’m sure you’ll have to work for a licensed security contractor to get your training and your apprentice hours in. We have a ton of SMG clients out in Cally, that we can point you in the right direction if your looking to get your training under a reputable alarm company.

4-    Another right-smart idea is to order up an alarm system for home and just learn how to program the panel and make it sing, and learn all the in’s and outs of programming an alarm panel.

5-    Last but not least stay plugged in to my website www.securitymarketingguru.com , for the #1 security marketing strategies that get you clients to Stay, Pay, and Refer.

Dr. Mark, that should be more the enuff ideas to get you cruising in the right direction.

Here’s a PDF that you can download titled the “The Power of The Clipboard,” why every security dealer and security rep should be conducting themselves like a Doctor. I have covered this topic exclusively in my Smokin Security Newsletter.

It’s there for your taking, just download the pdf and *implement* the strategy in your security sales presentation. Knowledge is not power, unless it is backed by massive ACTION.

Happy Installations!

Selling Yourself!

Hi Bob,

My company is small 2 techs office lady and 3 part time sales. Really 3 people so I am owner/sales/install/ service. So do I want to promote myself? I have mostly played the just a tech to look bigger than we are is this a mistake?

Charlie C.
Oklahoma City, OK

Hey Charlie,

The only time size is an issue is if you were rolling out the security systems for the new 350 stores that  Oreck Clean Home Center stores that are opening up across the US in 2009, or if you there’s a contract do the security system upgrade on the Federal Penitentiary that’s out to bid in Okie. That’s the only time you need to concern yourself with size.

Your doing a pretty good job employing 3 part sales reps and an office lady, and two techs.
Also you’re a security entrepreneur that is building his security business, and it just so happens you happen to wear multiples hats to keep the whole sha-bang rolling.

Your clients are more concerned how they are being “treated and serviced”, for the most part your clients and prospects don’t care how big you are they just want to know how much you care about them.

TTYS
Bob

Door to Door Security Sales Reps

Hi Bob,
Interesting article on Door to Door as Missionaries, Then as Salesmen, what are your thought s on it Bob? Should we recruit these hired guns?

Thanks
Victor
Atlanta, GA

Howdy Victor,

I think Pinnacle Security love them or hate them, has a great system for Door to Door canvassing. This is security marketing pillar that is often over look when a dealer is looking to increase his residential security sales. I think if it’s done right it can be wildly successful.

Thanks
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

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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
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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!**

I’m Sorry Your Boring?

I’m Sorry You’re Boring…?

Gothchaya didn’t I…

Today I want you to consider what will happen to your security company if, shall we shall say, it becomes ho-hum – yah know, kinda boring…trust me, it happens to the best of ‘em!

I didn’t mean to offend you (if I did), but…

I just wanted to get your attention! To remind you that if your security marketing becomes boring nobody will give yah a lick of attention – and mind you – you  need all the *attention* you can get nowadays for your security business.

Who wants to get stuck standing next to the boring dolt at a party? That’s right…no one.

Who gives a lick of attention to the wallflower in the corner of the room?  Not many.

You got to remember there’s so much stimuli out in the world competing for your clients’ and prospects’ attention, that your advertising has to rise above the noise and chatter of all the other yahoos out there!Have your marketing campaigns and security sales presentations become as boring as watching paint dry?

Consider this….Are your methods for securing and safeguarding homes and business recycled from 10 years ago, or are you using modern, state-of-the-art electronic counter measures to keep the crooks and meth-heads out of the places you’re trying to protect? Then why not join the 21 century with your marketing techniques as well!? Do your clients even comment if you send out a newsletter, or a quarterly postcard? If you’re not playing on the edge with your security marketing and security application knowledge…you will in FACT become boring and irrelevant.

The money is in the Shock-And-Awe Marketing of your security company, and delivering WOW service!

Do People Want You To Show Up?

This is one of the keys to the kingdom- when people WANT you to show up. Here is a heart-felt testimonial I received from one of my (Smokin’ Security Newsletters Members)

Bob,

I can’t wait to receive the monthly newsletter from Bob and his group. I have a brass balls guarantee with referrals on the back. Just finished our 4th bi-monthly newsletter and I’m hearing from customers that they like it. Even had one customer (retired teacher) that made corrections on it and brought it by the office. I thought that was great because it showed that he read it. Also received a call thanking me for the thank you card I sent a new client. I am seeing positive changes that will only help as our company goes forward, we  still have things to do as our company works on a new educational web site. Thanks for the help and motivation.

Charlie Cleary
Always Alert Security
Bethany, OK.

As you can see from Charlie, he’s not boring; he’s brought excitement into his business and his clients are stimulated and involved with his marketing.  Charlie has gone from working *IN* his business to working *ON* his business…because that’s where the money’s at, Jack!
So, what are you doing – right now – to make your security company standout in your marketplace? It’s easier then you might think!

Be that bright light of enthusiasm

Check out my little eight-year-old marketing whiz!  She came up with a great attention getting scheme…on, of all places, the inside of a bottle cap.  She said she would think of a way to get my attention, when I wasn’t looking, and she certainly did!  She knew a daily habit I had, she interrupted it, broke through the clutter and got my FULL attention, and she made me smile.

There is so much negativity, fear, and hopelessness moving around this economy right now, what you need to be now more then ever is that bright light of enthusiasm, and put a big old smile on your clients face!

The #1 thing to remember in marketing is not to be boring!

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
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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!**

Inside The Mind Of A Top Security Sales Consultant…

When I consult, one-on-one, with security dealers and security sales reps, I have the distinct feeling that, at times, these professionals have a tendency to “underestimate” themselves and the unique gifts they bring to the security industry.

Your knowledge, whether it’s learned in vocational school, or through an authorized dealer program, or just good old fashion, on-the-job-training, puts you in the unique role of a security sales consultant, so why not use what you know to your advantage?

Don’t wait for someone to bestow on you the role of “Top” security consultant or the go-to-guy for the best security advice in town.  Go claim that title for yourself, today!

When you are educating prospective clients about what’s the best kind of intrusion system to install at their home or business, or about installing infrared cameras or thermal imaging cameras, etc, etc…they are relying on YOU for your overall security expertise and recommendations to help them secure their valuable assets from all the nuts and wackos out there!  So you are the esteemed security dealer and are probably the most knowledgeable person they know when it comes to these kinds of exotic technologies. In other words, you are the “TOP DOG”!

The Magic Wand

Shoot, I hope your not waiting in line for your name to be called at some industry event for your gold plaque.  Heck, if you’re waiting for the “Expert Fairy” to fly through the door and smack you over the head with her magic wand and say, “NOW you’re ready to be a “TOP” security sales consultant” then you’ll be waiting a long time for that to happen.

And if you’re waiting for someone else to give you recognition, that day will be a long time coming…like in your funeral eulogy.  Cuz most people in life don’t really want to see you get ahead, especially another security dealer or sales rep!

Just remember…“Fortune favors the bold” – not the weak or timid!

Leap Frog

The TOP security sales consultant will leap frog over all the other security consultants and grab the top rung of the ladder and dare people to knock him off the top rung.

Most security sales consultants will just show up at a prospect’s home or office as if by “accident.” What I mean by that is…they don’t have a plan or a “process” – they are just happy as heck to get out of the office and go for a drive with a cup of coffee and make a presentation. They get out of the car just like they got in, without having a “process” for up-selling, cross-selling, or just plain old making the sale. I would say over 90% of the guys I’ve consulted with, prior to meeting me just hung the sale on hoping and praying that the prospect might accept their offer.

A top security sales rep has a multistep, multimedia “attack modes” for closing the sale and “stealth-bomb” follow-up systems after the sale, to make the new client feel like a million bucks. Do you?

School Is Never Out For the Pro

A TOP security sales consultant always is perusing the best sales motivation material, has his vehicle turned into a “university on wheels”, while he is driving to and from sales presentations he is  listening to the very best  audio success CD’s and is reading cutting-edge security marketing advice – like in my monthly newsletter, the Smokin’ Security Newsletter. You need a constant flow of new ideas and examples flowing to you from diverse locations to get your mind lubed for creative thinking about wealth building.

Negative Ned

The mindset of a  TOP security sales consultant  is mission-critical in that he isn’t driving around all day thinking destructive thoughts like a “Negative Ned”, and the top four (4) thoughts that are constantly occupy the mind of a dead beat sales rep aka “Negative Ned” are drum roll please…

1- Everybody in my town buys by price.

2-Everybody in my town is a cheapskate.

3-I always get the dead-beat leads

4-There’s a huge alarm company in my town, that gets all on the sells anyways, so there’s no use trying.

When the TOP security sales consultant has negative thoughts enter his mind, he deliberately snubs it out with positive thoughts.

There you have it what is separates the men from the boys, the key is getting up on your on your hind legs every day and do the very best you can do!

Have a Gr8 Weekend!

Go Smoke Your Competition!

Have a Good One

Bob

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

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Commodity versus Service

Smoke Your Competition, By Focusing On Service…

The Merriam – Webster Dictionary’s definition for the word Commodity is: a mass-produced unspecialized product.
This means that you can be bought and sold like white rice… Yikes, not a position of strength if your selling big ticket security items.
The Merriam – Webster Dictionary’s definition for the word Service is: Work done by one person or group that benefits another; an act of aid or assistance.
Compare this to the definition of a Commodity: “a mass-produced unspecialized product.”  Which would you rather be selling?
That’s what I call settling for less; when you’re perceived as a commodity, just another alarm guy or authorized dealer in your security sales presentation…no one with perceived value.  This is evident when a prospect says to you, “I can get a security system for $50 dollars less and the monitoring for $10 bucks a month cheaper than yours.”
Draw a line in the sand today and say…
I will not let my alarm company be a Commodity!
It is why there’s often huge price discrepancies in the residential security system market and also the home theater and home automation markets.
Another word that I dislike in the English language -  as it pertains to the security dealer or the low voltage installer – is being referred to as a “vendor.”  That word screams commodity!
You are selling a service — although you may also sell some products or commodities along with your service.
How you present and package and bundle your security services or home theater systems and deliver them to the marketplace – and how the customer feels before, during and after the work is completed – directly affects the image of your company and affects future sales and business growth.
So don’t think of what you offer to your customers as simply just a “burg system” or a “sound system.”
Avoid the commodity attitude and mindset and work hard at creating extreme services for your client base.
Offer excellent service along with all the little bennies that will help you thrive — not just “get by” in this sloooow economy!

Peace Out!

CUL8R

Bob

Now Go Smoke Your Competition!

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Do You Have A Security Marketing Sales Preventing Department?

Here are just a few quick points to ponder, about what could be keeping you from making more security sales. Just read along and see if there’s a security marketing sales prevention dept stationed within your business. So here you go, these are my key points that prevent many Security and Low-Voltage Dealers from having an “ESP” Easy, Successful and Profitable, businesses.

1) When was the last time a sales person that worked with you to make a purchase, lets say the last personal car or fleet vehicle you bought. Did the guy or gal take the time to follow up after the fact to see if you were satisfied with the purchase and whether you might be needing another vehicle in the near future…?  Did the sales rep even bother to send you a note to see if everything was okay, god forbid something should be wrong with your brand spankin new work truck or van…?

2) Bigger than the problem of banks not extending credit to small business owners is the problem of small business owners (security dealers/low voltage installers included) not being able to effectively market themselves and sell their company to the limited number of people who are still actively on the market for their services. If you can’t sell, than regardless if the banks give you 1k today, 2k next week to cover some expenses, your going to have a long hard road ahead of you. If you can learn how to sell now, when I’ll admit it, selling is downright hard, you will be absolutely killing when the economy picks back up.

3) One thing you have to hammer into head is that folks are still buying, no matter what the news media might be blubbering on about. Sure it’s true that folks are spending less, or more selectively if you will, or buying a product with less bells and whistles. But they are still buying!!! So you should be selling!!!

4) To capture the folks who are still buying you need to have a better mouse trap. Other wise know as a proprietary security marketing system EBSM “Education Based Security Marketing” ™ or SBSM “Smart Bomb Security Marketing” ™ better marketing is mandatory! The same techniques and sales copy that worked 3 years ago when the housing market was going gangbusters may not necessarily work today without some alterations. Keep that in mind before you just toss something in the mail for the heck of it!!

5) Security Sales Rep’s who can actually sell, what do ya think it’s 2006 and you can get by on your looks…I tell my coaching members that use sales reps this all the time. Play secret shopper, have you friends, family, relatives put your sales rep to the test. See how well he is treating your potential clients and whether or not they think he is effective at closing the deal. I don’t care how much you like him, if he’s not closing sales and brining $’s into your Security Biz then he needs to go!

6) Make no mistake about this buying and selling are occurring at this moment, yes right now, while I’m typing this security marketing blog post!

7) Make sure you watch the video, I reveal the secret that separates the men from the little boys, (sorry ladies I almost forgot) and for my female subscribers, what separates the women from the little girls. what is required in climbing to the top rung of the security sales ladder!

Have a great week and I’ll talk to you soon… Now go smoke your competition…

Security Marketing And Sales – The Greatest Security Sales Rep in The World!

How to Become A Great Security Sales Rep!

I Will Persist Until I Succeed…
I don’t actually remember where or when or even how this book made it in to my hands, by this is a great parable about life about  to but it’s a book that’s dogged eared on my night stand. This is great motivational/inspirational book for any one if you want to be a top security sales rep or a thriving security dealer in this economy.
It’s about never, ever giving up…No throwing in the towel… No just running away from your problems, because if you attitude and mindset is “I will persist until I succeed”, there no backing down from the task at hand…
This is from a book by Og Mandino entitled The Greatest Salesman in the World. The book is about a camel boy 2000 years ago and how he became known as the Greatest Salesman in the World. His success came from the wisdom contained in 10 scrolls passed down to him from his master.

So he are the excerpt…It is a bit lengthy, but well worth the time…

THE TEN SCROLLS OF OG MANDINO
1. Today, I begin a new life.
2. I will greet this day with love in my heart.
3. I will persist until I succeed.
4. I am nature’s greatest miracle.
5. I will live this day as if it is my last.
6. Today, I will be the master of my emotions.
7. I will laugh at the world.
8. Today, I will multiply my value a hundredfold.
9. I will act now.
10. I will pray, but my cry for help is only a cry for guidance. (For wisdom, good health, abundance, peace of mind, happiness, prosperity and success, discipline, detachment, discernment, dharma, faith, hope, charity, mercy, and LOVE!).

The Scroll Marked III

I will persist until I succeed.

In the Orient young bulls are tested for the
fight arena in a certain manner. Each is brought to
the ring and allowed to attack a picador who pricks
them with a lance. The bravery of each bull is then
rated with care according to the number of times
he demonstrates his willingness to charge in spite
of the sting of the blade. Henceforth will I recog-
nize that each day I am tested by life in like
manner. If I persist, if I continue to try, if I
continue to charge forward, I will succeed.

I will persist until I succeed.

I was not delivered unto this world in defeat,
nor does failure course in my veins. I am not a
sheep waiting to be prodded by my shepherd. I
am a lion and I refuse to talk, to walk, to sleep
with the sheep. I will hear not those who weep
and complain, for their disease is contagious. Let
them join the sheep. The slaughterhouse of failure
is not my destiny.

I will persist until I succeed.

The prizes of life are at the end of each journey,
not near the beginning; and it is not given to me to
know how many steps are necessary in order to
reach my goal. Failure I may still encounter at the
thousandth step, yet success hides behind the next
bend in the road. Never will I know how close it
lies unless I turn the corner.

Always will I take another step. If that is of no
avail I will take another, and yet another. In truth,
one step at a time is not too difficult.

I will persist until I succeed.

Henceforth, I will consider each day’s effort as
but one blow of my blade against a mighty oak.
The first blow may cause not a tremor in the wood,
nor the second, nor the third. Each blow, of itself,
may be trifling, and seem of no consequence. Yet
from childish swipes the oak will eventually tum-
ble. So it will be with my efforts of today.

I will be liken to the rain drop which washes
away the mountain; the ant who devours a tiger;
the star which brightens the earth; the slave who
builds a pyramid. I will build my castle one brick
at a time for I know that small attempts, repeated,
will complete any undertaking.

I will persist until I succeed.

I will never consider defeat and I will remove
from my vocabulary such words and phrases as
quit, cannot, unable, impossible, out of the ques-
tion, improbable, failure, unworkable, hopeless,
and retreat; for they are the words of fools. I will
avoid despair but if this disease of the mind should
infect me then I will work on in despair. I will toil
and I will endure. I will ignore the obstacles at my
feet and keep mine eyes on the goals above my
head, for I know that where dry desert ends, green
grass grows.

I will persist until I succeed.

I will remember the ancient law of averages
and I will bend it to my good. I will persist with
knowledge that each failure to sell will increase
my chance for success at the next attempt. Each
nay I hear will bring me closer to the sound of yea.
Each frown I meet only prepares me for the smile
to come. Each misfortune I encounter will carry in
it the seed of tomorrow’s good luck. I must have
the night to appreciate the day. I must fail often to
succeed only once.

I will persist until I succeed.

I will try, and try, and try again. Each obstacle
I will consider as a mere detour to my goal and a
challenge to my profession. I will persist and de-
velop my skills as the mariner develops his, by
learning to ride out the wrath of each storm.

I will persist until I succeed.

Henceforth, I will learn and apply another secret
of those who excel in my work. When each day is
ended, not regarding whether it has been a success
or a failure, I will attempt to achieve one more
sale. When my thoughts beckon my tired body
homeward I will resist the temptation to depart. I
will try again. I will make one more attempt to
close with victory, and if that fails I will make an-
other. Never will I allow any day to end with a
failure. Thus will I plant the seed of tomorrow’s
success and gain an insurmountable advantage
over those who cease their labor at a prescribed
time. When others cease their struggle, then mine
will begin, and my harvest will be full.

I will persist until I succeed.

Nor will I allow yesterday’s success to lull me
into today’s complacency, for this is the great
foundation of failure. I will forget the happenings
of the day that is gone, whether they were good or
bad, and greet the new sun with confidence that
this will be the best day of my life.

So long as there is breath in me, that long will
I persist. For now I know one of the greatest prin-
ciples of success; if I persist long enough I will win.

I will persist.

I will win.
by Og Mandino [original source here]

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