“It’s almost impossible to get a Fire & Security Maintenance Contract Customer to switch to a new supplier”
OR IS IT?
We often hear the complaint from Fire & Security people that…
It’s really hard… Damn near impossible to get…
A Fire or Security maintenance customer to switch to a new supplier.
But what if I tell you, there is a way?
Would you be interested?
WHY IS IT SO DIFFICULT TO GET FIRE & SECURITY MAINTENANCE CONTRACT CUSTOMERS TO SWITCH?
Before I tell you HOW, let’s consider 2 reasons WHY it’s so difficult…
First off, it’s better the devil you know.
That Fire or Security maintenance customer doesn’t know you from Adam.
YOU know why your service is better… but he’s never heard of you.
Why would he think you’re any better?
Second, he can’t be bothered.
Any change involves effort, right.
If the current supplier’s service is “okay” most of the time. He may think the switch is more effort than it is worth…
You may know better. The time and hassle you save him… and you make switching over easy.
But your potential customer doesn’t know that.
For him, it’s easier to stick with the average service he is willing to put up with.
HOW TO GET A FIRE & SECURITY CONTRACT CUSTOMER TO SWITCH TO A NEW SUPPLIER
But here’s the thing.
Everyone has a TIPPING POINT.
Something happens that is SOOOO irritating…
Maybe a false alarm…? Maybe some things highlighted in a Fire Risk Assessment…?
But, suddenly, your potential client is ready.
Suddenly, it’s the RIGHT time.
So at that RIGHT time and in the build up to that RIGHT time, you need to be visible.
That’s HOW you get a once-reluctant Fire or Security maintenance customer to switch to you.
You make sure you’re VISIBLE at the RIGHT time.
It sounds simple. And it can be, although…
You will need something else.
Two more things.
So that you put the RIGHT message in front of the RIGHT person at the RIGHT time.
Here’s an example of how this can happen:
WINNING A FIRE & SECURITY MAINTENANCE CONTRACT
An engineering company near a client’s offices was struggling with their current Fire Alarm maintenance provider.
They didn’t communicate. And they didn’t answer questions efficiently.
They were not making them feel like a valued customer.
But still they stayed with them.
Until something happened that made them realise that they were neither secure NOR legally compliant.
A tipping point was reached and something had to change.
It was the RIGHT TIME…
And here’s why they asked our client, Ocean Fire & Security Ltd, to help them in their hour of need… rather than anyone else.
Ocean had previously invited the engineering company to connect on LinkedIn.
This meant they were now visible.
They contacted Ocean:
“after reading the reviews from other customers we felt that it was worth to speak with Ocean and see if they could help us.”
Because Ocean had connected with THE RIGHT PERSON on LinkedIn.
Because the RIGHT PERSON could see the reviews from other customers online on their website.
It was the RIGHT MESSAGE at the RIGHT TIME!
It puts your message in front of potential customers when the time is exactly right for them to make a change away from their current supplier.
The moral of the story is:
You CAN get someone to change their maintenance supplier…
Are you ready to find out if HI-VIZ Fire & Security Marketing can work for you? Click the blue botton below!