- Talk to your customers about the advantages of simple installation and explain how this contributes to security, since we do not compromise with forced cable routes and cable positions.
- Show them, tactfully, that a camera–recorder combination does not provide security. A recorded incident does not turn back time, and explain that the damage and disruption will not be reduced if they replay a video from previous days.
- Help them understand that they are not always in a position to have a picture on their mobile phone, and that a 3G signal is not available everywhere. That they cannot be servants to their mobile phones, and that they do not have the ability, the experience or the means to organise a suitable plan for dealing with a burglary.
- That they cannot watch the picture at the moment of the break-in, and that a power cut at their home will affect all of their telecommunications equipment.
- Inform them that the police cannot support any more unverified alarms, and that it acts genuinely and effectively only when it has a harmonious cooperation with a visual receiving centre, using a common language.
- Explain to them that the monthly subscription is not a ‘’protection racket’’ and that supporting a modern alarm receiving centre costs money in infrastructure and personnel. That while the customer is on holiday, in meetings or at the doctor, others are working non-stop in their interest. That the simple phone call made by conventional alarm systems does not provide enough information for an effective response, and that customers usually call the installer for further information after an alarm incident, thus losing valuable time.
- Dispel the speculation and impressions that customers believe. Only real incidents can reliably supply us with statistics and information that can be put to use. Only the knowledge of people who continuously support security can carry real weight.
- Ask them the most important question in the security field: HOW will a theft be dealt with quickly, reliably and effectively. Ask for their experience of similar incidents and set out your own genuine opinion, which stems from real data.
- Do not let anything pass unclarified. Be direct, firm and uncompromising when handling the customer’s security matters. State your view boldly, with the weight and importance it deserves. The customer is not the security professional. If they were, they would not have invited us to a meeting.
- Be firm in your financial conduct. A relaxed attitude does not mean a successful sale or an effective partnership.
- And finally, what matters is that you are, and that you appear, confident about the result of your work. Cost is not always the point if the fundamental security issues are not resolved first. And this is important. Do not start discussing financial matters until you have first obtained the customer’s positive acceptance of your views.
