Figuring out what does and doesn’t work in the security guard service sales process can be frustrating. You think you know what a potential client wants just in time to get turned down.
At the end of the day, some prospects will flat out say no and, even if you ask (which you should), you’ll never get an answer. But there are still plenty of things you can do to give your company the best chance to win more security contracts.
Today, we’re going to look at 6 ideas that can help your operation stand out from your competitors and set you up for success in selling contract private guard services.
1. Do all necessary investigation in Sales
In life, it’s often preferable to have more information. You do as much research as you can before purchasing a new vehicle to make sure you understand what you’re getting into. If you have ever started your own security business, you are aware of the extensive study required before managing your first property.
More knowledge is frequently preferred in life. To make sure you know what you’re getting into, you conduct as much research as you can before buying a new car. The substantial research needed before managing your first property is something you are well aware of if you have ever launched your own security company.
Look out the most frequent occurrences at that sort of property and how to prevent/handle them if you’ll be working a brand-new property type.
Your research will provide you with more information that will improve your performance at work. But more crucially, a potential customer will be far more inclined to believe you if they perceive that you are knowledgeable about the subject.
2.Do a Property Walk Around You’ve Won the Understanding
Property tours are common practise in the private security sector. They support clients as well as security teams. Before receiving a bid, offering a free property walk might provide a lot of favourable outcomes.
You have the opportunity to demonstrate to the possible customer that you have done your homework during the property walk. Additionally, this is the ideal time for you to inquire about any occurrences that could be peculiar to the neighbourhood in which their house is located or the character of the occupants.
You may gain a potential customer’s trust by going on a property stroll with them. They may watch in real time as you demonstrate your teams’ protocols, your incident reporting system, and your guard tour schedule.
3. Organizing
The success of LinkedIn is evidence of the value of networking.According to a poll they conducted, people most frequently discover new employment through personal relationships.
That goes beyond simply trying to find a job. One of the best methods to increase business for your own company is through networking and personal contacts.
Although there are many referral networks, LinkedIn is a wonderful place to start if you want to meet individuals who could require your security services.
To start, check out these places:
- Local Chamber of Commerce
- TEAM
- Entrepreneur’s Organization
- Alignable
4. High Preparation Principles
The best selling point you can have is undoubtedly a security personnel that has received proper training. One of our clients that had an efficient training programme saw great success.
Don’t stop there; make sure your security personnel are well-oiled machines. CALSAGA, California’s Security Association, offers excellent training courses that you may attend wherever you are if you need assistance getting them there.
5. Checking Security Arrangements
Your business’s branding is crucial to every part of it. It makes your business more recognisable and may inspire pride in your security personnel.
When you initially make contact with a prospect throughout the sales process, if they already know who you are, you have an advantage over the competition. There are three branding strategies that are quite simple to implement yet have a big impact right away.
- Online Presence & Marketing – Our fantastic essay on how to start with the fundamentals of online marketing is available here. With so many people using the internet nowadays, it’s the ideal way for potential customers to learn more about you.
- Uniforms – A uniformed officer with visible company logos is a walking billboard. If you pay attention to training, their high level of service is free advertising for your services.
- Branded Reports – You should certainly consider showing prospects what to expect from your security reports during the sales process. It is another means of enhancing credibility. Your brand is strengthened by branded reports, which also give your reports a polished appearance.
If you want even more help with branding, Silvertrac offers a sales & marketing pack that can get you started in the right direction. You can learn more about that here.
6. Announcing Programming in Sales
Your sales presentation will benefit greatly with guard management software (we are not being biassed here). It demonstrates your organisation, the fact that you hold your security guards accountable, and your willingness to be totally open and honest with your clients.
If you don’t believe us, just look at how this security company uses security guard management software in their pitch to close more contracts.
Security Sales Strategy You’ll Need to Be Successful
Before you decide to hire a guard, be sure each candidate possesses these important security guard skills. For even more qualities a successful security guard should have, read more here.
They all boil down to the individual’s ability to serve your clients and protect the public while also maintaining a professional aura. The moment they don that uniform, lives are in their hands. There is no time for slacking off.
You can’t put a price on the security of your business. Hiring a security guard is the smart thing to do, while security systems have a role to play; they can’t protect humans in emergencies.
If you’re looking for a commercial security company to protect your business then look no further than Lighthouse Security Service. The company is a licensed/insured private security agency that provides protection to many companies, hotels, and so on. Our security services are having in-depth training to handle various scenarios that can come up on the job.
Make your business protected by contacting Lighthouse Security today and get assistance with any of your business’s security needs.
