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:
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:
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.
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.
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.
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:
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.