The security service industry is very competitive and crowded. Therefore, it is important to sell your services as flawlessly as possible. One little mistake could send your private security patrol client running. These errors are avoidable and will save you a great deal. Therefore, just for you here is a list of mistakes you can avoid and know how to overcome them:
1. Building A Defensive Wall
When pitching to a private security patrol client, it is only obvious that they will ask some questions that are intimidating to you. They may ask you why your security guard company is more costly than others? When they ask such questions, do not retaliate or attack them.
You should instead inquire as to why they think so and what companies they are referring to. This will allow you to explain how you offer better, reliable security services. How the security management system being used plays an important part in it.
2. Speaking More Than You Listen
As you pitch your idea, remember your private security patrol clients need to put in their comments and queries. You need to hear out what they want and understand how your security guard company can offer that to them.
- If they are looking forward to being part of the operation, tell them how a secure access to the client portal allows them to do that.
- If they are worried about managing visitors on post-site, ensure all their doubts are cleared providing a logical solution like visitor sign-in software.
Though, remember over-pitching won’t give you points; it will only make the private security patrol client feel like they have no say. Avoid this by asking customers if they have any questions between ideas and giving them time to respond.
3. Not Following Up On Your Leads
Once you have completed your pitch and your private security patrol client has asked for time to think and decide, do not let them slip through your palms and right onto another security company’s palms. Remember that the competition is stiff. To sell your security guard services with confidence you will need to follow up through phone calls or emails depending on the mode of communication provided.
It matters because follow-up is the synonym for customer service today. Making them feel special will allow them to remember & appreciate you for delivering great customer service. Thus, increasing the reliability process for the private security patrol clients & the chances of them sticking to your security guard company for a longer period of time.
4. Failing To Convey Your Company’s Strongholds
Do not just point out the things that your security guard company has in common with all the others. Your private security patrol client wants to hear all of the unique qualities that your business will offer them, be it discounts, overtime services, or specialized security management system.
So, educate them about your security guard services and also:
- How your security guards are equipped with Guardso’s award-winning mobile patrol app that’s connected to a security management system to assist them in every way possible to do their job with utmost dedication and clarity.
- How the security managers even from a remote location have control over everything with Guardso’s highly practical features.
5. Thinking Only From A Salesperson’s Perspective
You need to look at matters in two perspectives: that of the company and the private security patrol client. Empathize with your customer and get to know what they feel and want. This way, you will be able to identify their problems and know how to convey your message while appealing to their needs.
Remember, the traditional ways of selling approach can fall short, so expand your horizon. Buyers today have more sources of information at their fingertips. Show them results, because they might not believe the solutions you’re proposing will work.
How are you going to make a difference while making a sales pitch to your private security patrol clients? Comment below to let us know.
Interesting thoughts. Thanks for sharing, Cameron. 🙂
You have brought up very good points. Thank you for the post, Cameron.
Like!! Thank you for publishing this awesome article.