5 tips for talking to customers about upgrading their access control system

Customers are the backbone of your business. They make it possible to grow and thrive. But when it comes time to talk about upgrading their systems, many salesmen dread that encounter. It can be intimidating to try and convince someone that they need new equipment or software—especially if they’re happy with what they already have. A conversation about upgrading your customers’ access control system doesn’t have to be difficult or intimidating; it’s an important conversation worth having if you want them to keep using your service over time.

There’s no need to let your nerves get the best of you! We’ve compiled 5 tips that will help you navigate these conversations with ease:

Tip 1: Understand the current access control system.

You should get a copy of the current access control system. You want to understand how it works and what it can do. You also want to know how it’s installed, maintained, monitored and upgraded. The last thing you want is for your customers to be hit with an unexpected cost when they upgrade because you didn’t understand how the current system worked.

Once you have all that information in hand, then ask yourself these questions:

• How does this integrate with other systems? Can I use it with third party applications or other control systems?
• Why would my customer need another access control system? If they’re using one that doesn’t work well or has trouble interfacing with other systems, then there’s no reason not to look at upgrading their system right away!

Tip 2: Learn what your customer wants from their security.

As the person selling these products, you should make sure you’re on top of exactly what your customers want to hear when they ask questions.

• Cost: They want to know how much it will cost them.
• Security: Customers want to know that the upgrade will improve security overall and make their business/home more secure.
• Efficiency: Customers want to know that upgrading their access control system will also save them money in other ways, such as lowering labor costs or reducing downtime due to faulty equipment.
• Safety: Customers also want assurance that upgrading their access control system will improve safety for both employees and visitors alike—for example by making doors automatically lock after hours or setting off an alarm if someone tries to break into a building after hours

Tip 3: Make sure to demonstrate benefits of the new system.

Demonstrate how the new system will help them save money by reducing the time they spend on access control.

Demonstrate how the new system will help them be more efficient, such as by enabling them to track who has accessed which door and when.

Demonstrate how the new system will help them be more secure, such as by monitoring who enters or exits each area of your building or facility and alerting you if someone doesn’t follow protocol (e.g., someone shouldn’t be leaving after hours).

Demonstrate how the new system will help them be more accessible, such as allowing visitors with disabilities access from their own homes instead of having to go out into public spaces first.

Tip 4: Show that upgrading is more cost effective than keeping outdated equipment.

It’s important to know that when you’re dealing with an existing client, they may have been using their old system for years—and it’s quite possible that they’ve come to rely on it in some ways. In this case, it can be easy for them to want to stick with what they know, even if their current access control system is no longer working as well as it once did.

When talking with such clients about upgrading their access control systems, emphasize the fact that upgrading will save them money by being easier to utilize for its residents and guests, while simultaneously being simple to administrate for the community’s management personnel. In addition, it’s more efficient, secure, safe, and reliable for all guests and employees which will help attract better quality visitors, residents, clients, etc.

Tip 5: Continue to provide customer service after installation.

You’ve done the hard work of installing the new access control system, but that doesn’t mean you can stop there. As a matter of fact, it’s time for you to get started on providing great customer service. After all, this is a long-term investment—it’s worth taking the time to make sure customers are getting value from it and being satisfied with their purchase! Here are some ideas:

• Provide training and education so employees know how to use the new equipment
• Keep track of how often people call in with questions or issues related to the new system
• Make sure everyone involved in support has access codes and password reset instructions (just in case)

Conclusion

We hope you will be able to use these tips to make the process of upgrading your customer’s access control system smoother and less stressful. It is important to remember that customers are more worried about the upfront cost than they are about long-term savings, so this information needs to be conveyed in a way that appeals to them. In addition, it’s crucial that you demonstrate how upgrading their security system can benefit them both now as well as in future years by saving money on maintenance costs down the road.

It can be challenging to keep up with all of the latest access control systems in order to provide the best solution for your client. Talk with your local SAS branch to keep up with new system launches and learn about the difference between offerings from popular vendors like Doorking, Cell-Gate, Rosslare, Liftmaster, and more. When the time comes, have the answers and the partner to help you create your client’s ideal security solution.