It’s Been Confirmed: Tiger Woods Is Getting a “Little Something” On The Side…Shouldn’t Your Clients?

Can ya believe all the talk about Tiger Woods’ car accident and, at last count, the thirteen (13)  extra-marital flings he’s had.  The number keeps going up,up,and up.

We can all laugh and joke about Tiger’s personal misfortune which, BTW, he brought upon himself. But, what about the people in your own life that have been cheating on you?

Now, I’m not suggesting that your wife or girlfriend is having a fling.  What I’m talking about here is your client base.  How many of your clients have been real “naughty” and have shopped out their security projects behind your back?

Think about it….think how easy it is today to do a little online shopping and purchase some rinky-dink video equipment.

Yes, instead of ringing you up to install a video surveillance system, your clients can easily get some low-quality goods online and have the maintenance guy huck it in.

Why Do Clients Stray…?

Cuz, you’re not giving your clients enough attention!  You may have just plain forgotten, but, you’ve failed to keep yourself in their good graces.  (Note to Self:  It’s your responsibility to educate, entertain and thorough please these cash cows.)  You need to send them a little thank-you card, and, at minimum, a quarterly client newsletter.  Quirky holiday postcards (with new offers) would be great, too, and special little gifts along the way.

Just remember, it’s the little things in life that count.  Think back when you were trying to win your wife over….wearing your “Sunday Best”, always opening the door, complimenting her on the way she looked and dressed and all the great things she made and did.

People Don’t Want To Know How Much You Know, Until They Know How Much You Care

You should always be “Dating” your clients and wooing them.  They should always be getting a “Little Something” (like Tiger) on the side – from you.

The Little Somethings…

You should always be sending your significant, top clients a “Little Something”, unexpectedly, throughout the year - to let them know just how much you care about them.

What’s the LTV (Life Time Value) of a client?  What is the income stream of this existing client over 1-3-5 years?   Are they worth $1K-$5-$30K per year, and what’s the cost of neglecting or losing this asset, altogether, and the cost of finding a new client just like them?

You need to create a “micro moment” of happiness with your clients.  It endears them to you, builds incredible loyalty among your clients, and turns a “client base” into a “FAN BASE.”  The rewards of gifting your “FAN BASE” with a “Little Something” are enormous when you can scale these micro-moments of happiness for lots and lots of your clients at the same time.

So how can you do this “gifting” without going broke?  Boy, do I have the answer for you!

Here’s my Christmas present to you….Bob’s Free Gift

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!
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I Wanna Start A CCTV Installation Biz…

Question from Kevin, the new CCTV guy on the block

I am starting a CCTV installation company. I want to sell quality (Honeywell, Everfocus) equipment at reasonable cost to small retailers. I plan on selling 4 and 8 camera system packages. We will sell by inside sales and close with outside sales. We will push leasing. Do you think that this will be an effective sales strategy? Camera systems will be sold for $2450.00 including installation. 8 cameras will be sold for $5100.00. Any insight would be helpful.

Thanks!
Kevin

Home of the Chicago Cubs
Home of the Superdawg Drive-In

Hola Kevin,

This new CCTV installation company that you wanna kick start, sounds to me like a natural fit for your current telephony installation business. Now with that being said this is a fan-tas-tic time to be expanding your company into new technologies and to new market niches this is actually a no-brainer to creating [real] stability in your business and personal income.

Whenever Obama decides to get this economy moving in the right direction you’ll be sitting in the “catbird seat” with your tentacles in a handful of diverse low voltage niches.

Kevin, I don’t think you can you go wrong  installing Honeywell Video Surveillance or Everfocus Video Surveillance system both are quality surveillance products with good tech support.

The inside to outside sales approach if that’s working for you just keep it going. Leasing is a easy sell cuz Americans are hooked on payment plans that’s not gonna change in my in this publishers lifetime.

Offering a four (4) camera @ $2,450.00 and an eight (8) camera system @ $5,100.00 supplied & installed is a little light in my opinion. What’s that about $612.00 (4 CCTV system) & $637.00 (8 CCTV system) per installed port, I think that is well oh cheaply priced.

Betcha Kevin, a doughnut-to-dollar you haven’t sign up for my 5-day E-course “10 Steps to Selling Higher Then Competition!” (btw you can find this free e-course on my web site). Also take a look at this blog post about how to package your services more creatively.

Just because you’re offering a cheap system doesn’t mean small retailers are going to buy it; most of these C-store owners have been through at least 2-3 CCTV systems installations in their stores. And for the most part they all complain about the cheap $&!# CCTV system that was installed.

I don’t know about you but I would rather sell an enhanced system that actually STOPS “perps” from boosting merchandise from their stores. The C-store owners are looking for a  CCTV system that actually cures a problem. Most of these C-store owners are folks that are pretty tech savvy and if they are educated about a superior CCTV system out there in the market and the ability to finance it they would in all likely-hood take the jump to an enhanced system.

Buying Speed…

Another question I would ask myself is:  “self how can I get the word out ASAP about my new business venture?”  I have a press release that I wrote well over 14-15 years ago that I used to jump start my CCTV career. I used to send this press release to C-store owners and property managers to establish the authority [expert] factor, this is also one of the bonuses that goes with Smokin’ Security Newsletter program. This PR that I wrote back then is probably more relevant today then it was back then. You could use this PR to contact every newspaper in the state of Illionis, send it to all of the C-store trade associations in your state, and heck if you want send it to existing client base telling them about your new CCTV installation business his is a short cut to building prominence fast. That’s what you get when you buy speed, you can cut and paste other peoples experience into your business, circumvent the learning curve. That’s how I see it.

Video Analytics…

In this months SSN I’ll be interviewing a Video Analytics expert, who give you the ins and outs of selling this sexy technology; this is where the moneys at in the CCTV market right now! This is what you need to be learning and installing if you want to be selling at “Higher Margins Then Your Competition”. You need to be on the ball with your security installation techniques.

There you have my insight as to what I would do if I were you!

Btw I did a interview last month with a security expert and he made one subtle suggestion about creating [panic rooms] as a way to taking the price out of the conversation when selling to security systems, and he gave specific examples of how to do this that are within everyone’s budget. That’s the type of stuff you get when you subscribe.

Here is a testimonial that just floated across the my desk with regards

Shawn,

Received the replacement CD and have already listened to it.  Tell Bob between the SSN and the CD’s too much information has me ready to fire in every direction.  Trying to slow down and decide the next step.

Thanks
Jon Griswold
AA Lockserv

Bob Maunsell
Former Sgt U.S. Air Force

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

Now Go Smoke Your Competition!

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

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

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

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

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

Education Based Security Marketing Will Put More Money In Your Pocket Gu-ran-teed…

Why Education-Based Security Marketing (EBSM) Will More Put Money in Your Pocket Gu-ran-teed…

Q. Hey Bob,
I have just received your three free reports in the mail. I am extremely interested in learning and developing a succesful business. I have just gotten into the alarm/CCTV industry during the last three months. I am interested in your programs, as I want to grow this business to ridiculous levels! We have gone from 0 alarm customers to 25 this month. An adequate start, but not enough to live the lifestyle I am seeking.

While I have not been on this side of the industry before, I was the Director of Security for several different retailers in Canada. The only hesitation that I have to signing up is that my myself and my family have only been in this area for 6 months. I don’t have more than 25 contacts, in addition to our residential installs completed. Are you able to assist someone such as myself that has such limited contacts?

Robert. D

Hi Rob,

My security marketing systems were built on the ground floor when I had probably just as many accounts (or less) than you presently have. The program I would recommend for you is the Smokin Security Newsletter, there are more how to examples of how to attract security clients that Pay, Stay, and Refer. Than any other place on the planet…

The last 2 months I’ve featured 3 outrageously successful security exhibits that are serious deal closers in my own security biz.The monthly audio CD’s that come with each issue will get your blood pumping and make you feel motivated to take on the world. On top of that you we can chat 4 times a year about your most pressing business building issues. When your security business starts kicking butt you can upgrade to any of my other more intense security marketing programs, but if you want a “taste” the Smokin’ Security Newsletter is the place to start. The SSN  is the value meal if you know what I mean!

With that said  it’s only a $1.00 plus $5.99 S&H to take a test drive of the Newsletter for one month and I’m throwing in over $2,000 in bonuses if you decide to remain in the program after your first issue. Better yet, there are no contracts to sign, crazy cancellation procedures, you can simply quit at any time… Just check out the Smokin’ Security Newsletter webpage, and see all the amazing stuff you get!

P.S. Rob, your in the right place if your looking to grow your business, all we ask for is desire and ambition!

If you have any questions just give me a call! 1-866.462.3528

Thanks!
-Bob<

P.S.  By the way  Robert D. took my advice and become a Smokin' Smokin Newsletter subscriber...

P.S.S.  Fortune favors the fearless!

Q.Hey Bob,
I’ve been reading your emails diligently and love what you say about education-based security marketing. Can you tell me a some more on why I should be doing this.
Thanks
Tony
Hey Tony here’s your answer…

EBSM ™  Education Based Security Marketing is a very effective and easy strategy for converting prospect to clients. Educating them, not only about what you can do for them, but about what they will get and how they will benefit by having a security system, access control system, video surveillance system, interactive video monitoring system, home theater system, etc. installed is crucial in closing the sale. Clients that are interested in a security installation are going to choose your company to do the install based on the way you present information to them – especially if you’re price point is higher! If you position yourself as the “security expert” and the most knowledgeable, reputable installer, 96% of the time, you’ll get the job (we have to allot for “tire-kickers” and “lookey-loo’s” here!)
Remember, most prospects that you meet and talk with do not have a clue about what they are looking for when it comes to having a security system or sound system or video monitoring system (etc, etc, etc.) installed. That’s YOUR JOB to be the teacher and educate them on what their options are and how they will benefit.

Think about it (because this goes for me as well)…If I was in need of a tummy tuck and a Botox injections, I would be uneducated about these cosmetic enhancements (I just want to let you know I don’t pretend to know everything!). Hey it’s late Thursday night and I have a right to be a little goofy! But I would first consult with several plastic surgeons about the pro’s and con’s and long term effects of having a tummy tuck and Botox injections because the last thing I’d want would be to have a frozen face with too many Botox injections! Then I would digest the info I was given and choose the Doc who offered me the most *content* about the procedure because he/she would be the expert. I’d be looking for the real Cuban cigar, and not someone trying to advise me on a Dutch Master!
When you take the time to educate your prospect, you position yourself as being the *obvious security expert* in your market and someone who really knows and cares about your clients’ needs.
One thing that many prospects have on is a “BS Detector”. Even though they may not have a clue about all the electronic security gizmos that we install, they are keenly aware if the sales rep is “The Joker” from Gotham City who uses a goofy, trickster-styel sales approach.

One of the key phrases I use is, “Whether you decide to use me or not.” I use this whenever I’m giving advice to a prospect. It’s a very powerful form of “take away selling”. By using that wording, I am subliminally telling my prospect, “Hey, it really doesn’t matter to me if you decide to utilize my security services. I’ve got so many clients and prospects calling me that if you don’t hire me someone else will. I just want to help.” Please read this post and you’ll understand my thinking  Hot Chick in High School.

If a security sales rep or dealer is desperate, this desperation will come through when they are talking with a prospect. People can hear it, smell it, feel it and taste it! Coming across as being in dire need of making the sale is a very bad position to be in. The person who doesn’t need to make the sale, is always in the position of power!
If you read my 10 Security Business Owner’s Commandmentsthen you can start modeling yourself after moi.