AlarmScot

I am for independence. However this forum is very quickly changing topic. So Alarm Protection What is your Sales Patter with new punters?

Talk about Bucky I got a lovely visit to some lovely social housing in Dunfermline. Alarm Protection - I think I saw the same one from system q

Not that old phrase. Scottish and NI notes are not "Legal Tender" but Bank of England notes are only "Legal Tender" in England and Wales. But Legal Tender has, however a very narrow meaning in relation to settling a debt. However a Scottish Shop does not have to accept a Bank of England as its not Legal Tender but a English Shop can do the same with Scottish Notes as this is an agreement between the parties involved of your agreement of settling a debt.

No, I can't image, What makes you say that AlterEGO is it coz your Team England is not winning?

I would love to do great phrases as This is god speaking so please put down that bottle

Yea I did think about it but also wanted just to put some of my personal advice out there swell. I don't care who wins but I am backing anyone but England!

Can I ask why she wants a Tannoy fitted to her house? is it for her to do "Ladies and Gentleman Dinner is now being served in the kitchen, Please can all family members report to the kitchen" or "Stop Picking your nose this is God Speaking"

Sorry I could of put something World Cup into it as all they talking about on TV is ENGLAND this and England that! GRRRR Edited Part - Ock aye, dinni mean tae put ya tae sleep but did ya find it useful son?

Hello, I been reading through the forum and I think this be ideal place for you guys to give some Sales Techniques which you learned. As you may know I am a Engineer for a National Security Company which is not A*T but I did start with them. Even as a Engineer we are given Sales & Service training as 99% of upsell is when we talk to customer about a extra product or service which customer then calls up and asks for and we get to do quotes when were installing alarms or etc at neighbours which is always good or when we install we place Door Handle Leaflets telling them about their new security feature in the street. So I know many of you are smaller companies and I know you all are fighting to put some food on table every week so I just want help you get some tips and I sure you have tips of your own. I will talking about several different ways of gaining a customer quote first You get customers normally via 2 methods Customer found you via Vans, Leaflet, Yell or etc. or You find the customer via details from a other install or you bought the data. I would say its very important to always ask customer 'Where did you hear about us?' which is ideal if you get X via Yell and Y via 118 or Z via Self-Generated. Which then helps you reduce or increase marketing and what method is working better. You can do this very simply by every New Customer do this on there quote and put it on a Spreadsheet or in a notepad what every works for you. The next Method is now all about Service People will buy a Product or Service from the Person. If the customer asked you for alarm price then its easy as They WANT the product and Service and now you got sell yourself to them. I would always start with customer and say. " So Thanks for allowing myself to give you a quote today. I just want find out a little bit about you and why you want an alarm" This is what known within sales as 'best product/service for the customer' The next follow up question would be "So you explained your looking for alarm due to X, Y and Z and that is certainly something I can help you with and do you have a budget in mind for this alarm as some the things you wanted can be costly" You then have Customer A or B A) Customer says 'Just give me your best price' = Wants cheapest B) Customer says "Not really a budget in mind but got to be affordable but we want the alarm to tick all our boxes" = Willing to pay extra if they can see the benefits. The next part is now your walkthrough. I would always let the customer lead you into the room and during the visit have little idle chat about 'Oh this is a bright room' or 'Its okay about the mess I got a 3 year old myself' or 'I like your wooden floor is that real' during this the customer is starting to warm to you and your starting to build customer rapport and the customer tell you there we story which is important later on. So you now done your Walkthrough and is now the Sales Part I would start by saying "So Mr & Mrs X thanks for a lovely look through you property and which I got a few things I noticed and I would advise you replace X, Y and Z which I can help you just to help increase your security in property" You then provided them some 'Free Advise' which could be there locks are not British Standards or they got Ladders not secured or there shed has no lock or etc. You now want to go part of what they wanted from there alarm and this all depends if you got Customer A or Customer B I would say something like this for Customer A "So thanks for that and for XXX to Install your alarm we would offer you X x PIR Sensors 1 x External Box to make the noise X x Door Contracts Free Yearly Maintainence and Work be carried out by fully trained Installers who comply by the NSI/SSIAB/XXX Standards and we been in the area for X years and you could get a discounts of your insurance company which give you future savings. For us to do this it would cost you £XXX which for your peace of mind as a XXX Alarm is only an investment on your home and family." If I had Customer B "So I know you asked for X, Y and Z and for XXX Alarms to install an alarm as Standard you get X x PIR Sensors 1 x External Box to make the noise X x Door Contracts X x Panic Button X x ARC Monitoring First Year Maintenance and Work be carried out by fully trained Installers who comply by the NSI/SSIAB/XXX Standards and we been in the area for X years and you could get a discounts of your insurance company which give you future savings. Which as you can see Your requirements are covered Which this is only £XXXs but If you wanted to take out a X year maintenance which would cover A and B would only cost you £X a month" I am unsure if any of you spread payments over a year or etc but this is stage to sell that part to the Max as not many Alarm companies do that. The next part does not matter if its Customer A or B and this is your Test Purchase Question. I would say "So how does that sound to you?" = This is part you get your objections or your "Where do I sign" Objections which you may get "I getting a price for 2 other companies" = Yea I would always advise to get 3 quotes and I been to quite a few clients today and they all come back to us and taken our alarm but that can only be a good sign eh" or "I need speak to my wife about this?" = You then say "Oh yea I would be same and have to ask my Wife before making this type of purchase, But if your wife is here now, what do you think she say?' If he says 'I can't see anything' = You covered everything which also ideal to say "Why don't I leave my Mobile Number at top of this paperwork and your wife can call me tonight to ask me any questions but I sure she won't" = This is just giving you extra service of a direct number to you or "Its higher than the other prices" Overcome would be "Do you have there quote and I can see what they quoted for?" which is also ideal to see there pricing and etc. Which if you see something you quoted for but they not you can then say "Oh I see they never quoted for X which we can remove but that part is where the extra is coming from and reason we include this part is due to X" You can then ask them once you got objections and makes you appear busy "So Hypothetically that your wife/gf/gran/dog all agrees to this when do you roughly want this installed?" This gives you ideal way of expecting when work is coming in. The final part is to ALWAYS do the following after a Sales Call and 100% after a Install Drop some Leaflets or Door Handle Knockers just saying "XXX Alarms where in your area today giving your neighbour a quote and we would like to help create your street safer as a burglaries are more likely to happen to properties without a XXX Alarm in place Call us now on XXXX" So as you can see during this I hardly mention XXX Alarms but I did always mention what the sales person can do to help and that is all about the buyer can see the sales person but not the alarm system. Something which I think is good is to bring alarm system with you to show them what your system is like and ask questions like 'Do you think your be able to use that?' or 'I know its complicate but do you think your be able to use it' I hope all that make sense as grammar and spelling is not my key point however I am sure certain people will rip this to bits but again I NOW want to know about your Techniques which works well for you and what does not work well.

I just reading this. I got to admit this A*T have basically built there business on Brand Awareness, I started out with them as a trainee and I remember in my training we got told. We 98% of time gain a new customer based on our Brand. On Domestic & SME work anyway. Bigger work tended to be tender and was the £££s Same goes for company I work for currently, I reckon people pick us not for being a NSI Gold Member but due to we been in area for 20+ years and people know what we are like. On more Commercial Jobs it is due to we got ISO and NSI Gold Award. I know our company recently fell out with SSIAB over a new alarm which we were fitting and it was Wireless and they never liked it for which our company simply said 'Well we won't be renewing our accreditation' Again some of you will think we are Cheap Undercutting Pricks but our guys who sign customers up do look at Features and Benefits. I would say to ALL you Small Guys. Scrap the Price! Sell on your Features and Benefits. So if A*T go to a job, You go out quote them, Build some good customer service and wow them about your company and the system. I know A*T guys come out with a Board of a very simple system and show the customer it. Why don't you do the same. Your Features could be 'We are Local Company' 'We been in area for 15+ years and know the area very well' or 'I installed Mrs XX 2 doors down alarm' and Your Alarm could be 'We use the latest alarm system with X, Y and Z. You can do all this and it gives you all this, You can control it via your iPhone and etc' But as everyone has said as an Engineer I actully get asked 'I seen this NSI Gold, What is it?' I basically just say 'There a 3rd party organisation who ensure we are up to standard which 99% time we are and our own Inspectors randomly select work to check anyway'

Some our office staff have Uniform as some them will go out and do inspections or etc. But most our office staff are just Office Dressed but I suppose they wear something which comfortable to sit all day at Desk which I think would bore me.

Might just to throw you all of who you think it is but my company does not just do Security. They do Facility Management type stuff too, I do think they offset domestic jobs by the commercial jobs we do as I know some Commercial Jobs are worth a few thousand pounds a month alone.

I don't know again it could just be a 'lost leader' which just to get into people homes, Its only available on Domestic Clients. I am not saying who I work for. I just don't want put my company name out there as I only work for them and here as like a nosey into the industry.

I don't have a clue, I guess they buy the Alarm much lower than what they sell it for.

Well they need to pay 16months of payments before they own the alarm.

My next question would be. What type of uniform is it Polo-Shirts or Shirts and do you have them all branded. Like my uniform is a Polo-Shirts with Company name and utility type trousers, I have fleece and Jacket which is all branded but hardly wear them. Even our high-viz is branded.

After a other company knocked my door about a Security Alarm this had me thinking. My company says we must wear a uniform which we get provided. Do any of you guys have a Uniform or just a smart dress policy?

Its a 2 PIR sensors, 2 door contacts, external box and panel plus fobs and 16 months maintenance and monitoring

I once had a client basically tell me that if we wanted a brew to make it ourselves as she was too busy watching catch-up.

Do they even still exist?

We normally install CCTV and fake CCTV in places. Our Normal and Fake CCTV has the same cases normally or we install Fake Dome Cases

I think our company gets lads who come to us for this. I had a guy who was out of work and wanted to see if he wanted to do this type of work as he had been a sparky before. I think he just wanted see how we install alarms and etc.

I would say use the scantronic 9651. They easy enough to fit in. Do you know why the home builder does not want wireless? Good wee way if you fancy making a Recuring Revenue is to Place Sticker on Keypad with your details on it and date of install and etc. We also ask them to call us to update our system with their details for any future reference. Which is perfect way for you to offer Maintenance or etc services.

If I drink from Carton I spill it down myself. Only got a wee mouth

I just looked at this page again. Our Basic Package is £5 a month which covers basic check of system and discount on parts & labour. Thing is we work out a lot or work is Per Month. Like 'Get a Home Alarm Installed £7.50 a month' (16month Contract thou) and Important part is is FROM as the more fancy package the more expensive while most goes up to £30 I think. People think oh £7.50 a month sounds good.