Category: sales enablement

Discovering The Biggest Secret Of Fire & Security Sales Whilst Standing On Your Head

Jon and I learned a huge secret about selling Fire & Security products whilst at a yoga workshop recently!

Yup, I hear you. What on earth does yoga have to do with Fire & Security or even sales?

So here’s what happened:

Continue reading “Discovering The Biggest Secret Of Fire & Security Sales Whilst Standing On Your Head”

Make A 5% Increase In Your Fire & Security Customer Retention To Yield A 25-95% Increase In Profits

Why is it that Fire & Security customer retention is not being discussed by more UK directors? 

The majority of your sales people tell me that: 

“most of our work comes from existing customers and word of mouth referrals”.

So it sounds to me like it’s hugely important to keep your existing customers sweet. They’re the golden goose that keeps most Fire & Security companies going.

A great infographic from Experience Matters shows that loyal customers are:

5x more likely to repurchase, 5x as likely to forgive, 4x as likely to refer and 7x as likely to try a new offering! Continue reading “Make A 5% Increase In Your Fire & Security Customer Retention To Yield A 25-95% Increase In Profits”

Sell More Fire & Security Installs: Avoiding ‘Let Me Think About It’

We’ve all been there! You’re talking fire safety or security to a homeowner or the buyer for a commercial business.

You’ve given your best sales pitch.

And the lead responds: “Let me think about it…” or “Let me get back to you…”

Aaargh! What that actually means is: “I’m confused. Give me some time.”

But time won’t stop them from being confused. It just makes you disappear from their memory. And you’re not going to hear from them again.

They will never get back to you.

Because confused customers can’t and won’t buy.

How to stop Fire & Security customer confusion Continue reading “Sell More Fire & Security Installs: Avoiding ‘Let Me Think About It’”

Selling Fire and Security Systems to Manufacturers

Selling a Fire and Security System to a small to medium sized manufacturing company is no easy task.

Manufacturers are always trying to keep their costs to a minimum. And you are trying to get them to part with their money to meet legislation. Most will want to do as little as possible to remain legal. It really is a GRUDGE PURCHASE…

In addition, for most manufacturing companies the person dealing with Health & Safety and security contracts is also responsible for tons of other things too. 

So the difficult part will be to get to the top of their priority list.

But how do you do that?

Continue reading “Selling Fire and Security Systems to Manufacturers”

Scaling Your Fire & Security Marketing The Easy Way

Starting to scale your Fire & Security marketing? The great news is that you’ve got plenty of tools to choose from.

With so many options, getting started has never been easier. But getting started RIGHT is tougher than ever.

Where do you even begin?

You know that you should send an email newsletter… so you sign up for that email marketing tool. Continue reading “Scaling Your Fire & Security Marketing The Easy Way”

Selling Fire & Security: Race To The Bottom Or Rise To The Top?

Once the site survey is booked, your Fire & Security company has a great chance of getting a new customer. But there’s a big difference between a good sales person and a great one. 
 

Racing to the bottom

Does your representative start by banging on about how great your company is: Continue reading “Selling Fire & Security: Race To The Bottom Or Rise To The Top?”

The Fire & Security Sales Prevention Force: Are You Paying People To STOP SALES FROM HAPPENING?

Working in the Fire & Security industry for nearly a decade, we have met some fabulous sales people.  Together we make a great team!
 
Lollipop cross the leads into the box and the sales guy “knocks ’em in”. 
 
It’s a joy! Giving true masters the perfect raw material to create £20k, £50k and even £100k sales! Day in and day out. Consistent, reliable, quality traffic, leads and customers. Everyone’s life becomes soooo sweet!
 
However, some Fire & Security directors have a bottleneck that stops this from happening.
 
And they don’t even realise that they are PAYING PEOPLE TO STOP SALES FROM HAPPENING!
 

The Sales Prevention Force? Continue reading “The Fire & Security Sales Prevention Force: Are You Paying People To STOP SALES FROM HAPPENING?”

How Fire and Security Companies Can Follow Up On Quotes At The Right Time

I shocked a prospective client last week. He had just realised how much money he had left lying on the table this year. All because his team were making proposals and quotes that never got acted upon.

How many quotes did you send out this year where they never replied… ?

£10k… £50k… £100k… worth?

What would happen for your business if you didn’t leave all that money on the table?

follow-up-fire-security-quotes-phone-3594206_1920

Have you noticed that, whilst they were happy to speak to you to arrange a site survey, modern buyers don’t want to be hassled about their decision to purchase until they have had a chance to weigh up their options?

Continue reading “How Fire and Security Companies Can Follow Up On Quotes At The Right Time”