What The Hell Is An MQL? It’s Vital For Fire and Security Sales

For the sales teams of most British Fire and Security companies, the lifecycle of a buyer is just two steps – Lead is generated and Lead is turned into a Customer.

And nothing else matters.  

A lead is someone who has the interest and authority to purchase your product/service and who has given you their contact details.

But there’s a lot more to it for the most successful Fire and Security sales teams.

And not understanding your MQL is one of the reasons you don’t close as many sales as you should.

Continue reading “What The Hell Is An MQL? It’s Vital For Fire and Security Sales”

An Easy Way to Get Your Fire and Security Customers to Like You

Getting more customers is what makes your company successful. And, naturally, you pay close attention to the way you finalise a Fire and/or Security sale.

But what happens after the first sale has been closed is even more critical if you want to turn a customer into a raving fan.
Continue reading “An Easy Way to Get Your Fire and Security Customers to Like You”

How Good Is The Part of Your Fire & Security Website That Does All of The Selling?

As part of my daily routine, I look at a lot of Fire & Security websites.

Many of them look very similar – stock images, we pride ourselves on our customer service, yawn, blah blah blah

But what I also notice is that there are lots of stripes

Some stripes have big text.

And some stripes have small text.

Why is the big print important on a Fire and Security website?

Continue reading “How Good Is The Part of Your Fire & Security Website That Does All of The Selling?”

How Your ‘Not Secure’ Website Is Destroying Your Security Company’s Chances on Google Search

Google Chrome is causing huge problems for some Fire and Security company directors. But most of you are completely unaware.

Here’s what you need to know. Picture the scene:

A home owner or the Responsible Person at a commercial company has gone onto Google to search out more information about CCTV cameras or fire alarms. This person who is making such a search is very close to being in the market to make a purchase.

Google shows your website at #3 on the first page of Google for their search. This potential buyer clicks on your link.

HURRAH!

This new visitor lands on your site. They’re looking for a reason to work with you.

BUT

The first thing they see is a sign that says Not Secure

Here’s what this new visitor sees: Continue reading “How Your ‘Not Secure’ Website Is Destroying Your Security Company’s Chances on Google Search”

Will They Know If I Disconnect Or Remove A Fire & Security Connection On LinkedIn?

Will they know if I disconnect or remove a Fire & Security connection on LinkedIn? This is the #1 question that I get asked when I train Fire & Security professionals to use the LinkedIn platform.

I get it! You connected with that engineer from another company when you were just starting out on LinkedIn. There was some great banter and sharing of bad work by other installers. But, since then, you’ve got wiser!

The day it really sank in was after you posted an update about a new maintenance contract that you had won with a really good local commercial outlet. A year later, the contract was up for renewal. But you didn’t get the job.

Later, you found out that the company of your LinkedIn connection was the successful supplier. Continue reading “Will They Know If I Disconnect Or Remove A Fire & Security Connection On LinkedIn?”

Our Spreadsheet Horror Story For Fire & Security Lead Management

A few years ago, Lollipop’s lead generation activities were pushing around 40 leads a month through a fire and security client’s website enquiry form.

Happy days!

But both Lollipop and the client wanted to know more about those leads.

The client wanted to learn how many of these leads his sales term were turning into sales – so they could:

  1.  accurately measure their conversion rate;
  2. see if any changes need to be made to their sales process; and
  3. track the value of their monthly investment with Lollipop.

And Lollipop wanted to know which website pages were generating the best leads, which produced customers and which didn’t. 
Continue reading “Our Spreadsheet Horror Story For Fire & Security Lead Management”

Using The HubSpot CRM To Increase Fire & Security Sales

A lot of Fire & Security directors like the idea of using a CRM. You’re fed up with spreadsheets. And clunky job management tools that don’t show your sales pipeline. And you need MORE SALES!!

One of the best CRMs on the market is HubSpot. And, best of all, it’s free to get started.

Continue reading “Using The HubSpot CRM To Increase Fire & Security Sales”

How To Increase Fire & Security Sales When Your Digital Marketer Has No Plan Except Using Twitter For Brand Awareness

Fire & Security companies across the country struggle with acquiring NEW leads. A sales person from one company I spoke with recently told me that there had been:

NO leads from their website forms and just ONE phone call from a cold lead in the last FOUR MONTHS!!!

He was tearing his hair out!

And what had marketing done? Continue reading “How To Increase Fire & Security Sales When Your Digital Marketer Has No Plan Except Using Twitter For Brand Awareness”

Stop Your Fire & Security Leads Turning A Blind Eye To You On Google

Your online marketing can get your Fire & Security company found in a city 20 miles away but it’s very hard to get people to click on  your listing – unless they already know your name.

How consumers use Google to search

Back in 2005, Google users spent an average of 23 seconds to scroll down the first page of the search results and choose a listing.

By 2014, it took just 8-9 seconds on average. How rational is that speed of decision?

When they are looking for a service, people want to choose. They will look down the first full page (not the 2nd).

Their brain is thinking:

‘Do I recognise anyone? Do I know something about one of these companies?’ Continue reading “Stop Your Fire & Security Leads Turning A Blind Eye To You On Google”

How Your Fire & Security FAQs Page Can Make You Money

Fire & Security directors are great fans of the FAQs page on their website. They all want one. But this popular page is completely misused by most companies.

The FAQs page is frequently clicked. And most Fire & Security websites use it to answer the technical questions that they often get asked. 

It’s a huge missed opportunity! 

Things like can I operate the system through my mobile may be #1 on the list of FAQs on your website. But is it the question that your sales guys hear most often BEFORE the purchase? Continue reading “How Your Fire & Security FAQs Page Can Make You Money”