Home burglaries happen everywhere to all types of people. Regardless of whether a home is located in a poor, middle-class or wealthy section of town, without some form of security system in place it could be vulnerable to thieves. Many homeowners, however, do not even consider the possibility of home burglary until it is too late. Security systems provide homeowners with a sense of safety and help deter thieves. Whether you are selling security systems in a store or are one of America’s numerous door-to-door salesman, there are steps you can take to increase your sales.
Familiarize yourself with your company’s security system. Know how it works, why it works and the benefits it offers over the competition before attempting to sell it to consumers. Interested homeowners will have questions about the product, and you are much more likely to make a successful sale if you can answer those questions to their satisfaction.
Check the crime rate for your city. Many people are unaware that serious crime even exists in their neighborhood. By quoting statistics to homeowners, you can increase awareness of crime. Individuals who are aware of illegal activity in their city are more likely to purchase a security system to protect themselves and their families.
Mention to your customers how a security system may be able to lower their homeowners’ insurance premiums. Some insurance companies are willing to offer discounts of up to 20 percent to customers who opt to purchase a security system for their homes.
Prepare a printout for homeowners containing the security system’s features and your contact information. Some individuals may not be prepared to make a purchase until they talk to their loved ones and make a decision together. By including your contact information, you can ensure that if and when the individual is ready to purchase a security system, you are the one he will call.
Inform your customer that security systems don’t just protect against burglary, they alert homeowners and the police to the existence of fires as well. You may want to back this up with a true story about how owning a security system saved a family from certain death in a house fire.
Expect objections and be prepared to handle them. Homeowners may recoil at the price, worry about the alarm going off by accident or even feel that their pet is a much better security system than a machine. Prepare yourself for customer objections by rehearsing your answers ahead of time.
If you sell security systems door-to-door and no one answers the doorbell, leave a flier or, at the very least, your card. You never know when an interested customer might call you back.