As a salesman in the CCTV and access control market, I have learned that educating the customer is the key to making the sale. Often I interact with resellers who are new to the security industry. I also have many customers who have never ordered, installed, or built a security system before. Both groups need to know where to begin and that’s where my expertise and ability to inform can make the difference.
Educating Yourself
What good is a musician if he cannot read music? An artist must master his craft and the same can be said in sales. Creating false impressions can sometimes lead to conflict. More often than not the problem starts with a lack of self education. Product and market knowledge are vital. You must know your product and the market in which you are selling.
From time to time, I speak with a customer who has his/her heart set on a particular security product, but that item has sold out or become discontinued. In this scenario, being well educated about your company’s product line can enable you to up-sale the customer on a better product or quickly find a similar model to fulfill their security needs.
In order to become an expert in your field, find a mentor and ask lots of questions. I have never met a child with more knowledge than his parents. In the same way, salesmen who are new to the industry have a lot to learn and should not hesitate to learn as much as possible from their peers.
Educating the Customer
Recently, a customer called me about a power supply issue they were having. He stated that he made his purchase with the intent of powering IR illumination cameras. With some investigating, I realized that the he was not providing enough power to the cameras. These types of incidents often occur when the customer is not properly educated. Educating the customer about the product creates a valued perception of not only the item but yourself.
Overview
Have you ever visited a restaurant for the first time and had horrible service or food? After that experience, did you find yourself unwilling to return? Bad experiences can lead to one time purchases. As the front line of the security industry, salesmen need to educate customers as well as create a friendly experience for them. By educating yourself and your client you will begin to build a relationship of trust and with trust comes loyalty.
As technology changes along with the price for IP based solutions, is our reliance on the DVR decreasing? As we look to the future, it is estimated by some that in the next three years IP based video storage will near the 6 Billion dollar mark, which could mean the need for the DVR could decline dramatically. One of the main reasons for such an increase in IP based storage is due to IP SANs (storage area networks). The cost and complexity of SANs dropped in the late 2000′s, resulting in a much wider adoption across both enterprise and small to medium sized business environments. There are studies that indicate that over 30% of the revenue generated by video surveillance storage, which is a big part of any project, will come from network storage. That is a large increase considering that for now, DVR’s and local storage still make up the bulk of the systems being installed.
Recent advancements in technology have created an explosion of surveillance possibilities. The ability to track and record cash transactions using POS (point of sale), capturing tag numbers with license plate cameras, storing photos in a database, networking with cell phones, and logging in remotely are just a few of the security benefits that have resulted from this technology boom. In this article, I’ll share and compare some of the surveillance features and options that are currently available in the marketplace.
With the recent conversion on broadcast television from Standard Definition to High Definition, HD has changed everyone’s life. With HD becoming the standard for television, the security industry has begun to integrate HD into new video platforms. As an installer, I have received several requests for megapixel cameras on recent jobs. Some of the most popular products I have installed have been GeoVision, Arecont, and VIVOTEK megapixel cameras, which all have wonderful image quality. One thing customers need to remember is that when upgrading to newer technologies it may be necessary to convert current systems to NVR security systems unless a hybrid solution is available. If you’re looking for high resolution images without having to replace your current system, I recommend investing in HDCCTV cameras.
Similar to the surveillance marketplace with its NVR (Network Video Recorders), 
Too often when we turn on our televisions, we find another news broadcast about a murder or a robbery at a public business. More often than not the transgressor is able to hit the streets and cause more trouble before they are caught. A lot of business owners invest their time and money into a surveillance system that may not able to capture an image with high enough quality to be useful in an investigation. In this article, I’ll share some key factors that can help both the victim and law enforcement increase the odds of apprehending a suspect.
When introducing this new technology to a customer there are several factors to consider. Some consumers may become hesitant when a side by side comparison is done between IP and Analog. This may be caused by the dramatic increase in price associated with IP as opposed to the economically friendly cost of Analog equipment. Consumers look for several things when they plan to purchase an item. For instance, when a consumer purchases a car they have several things to consider. Does it fit my needs? What about gas mileage? What about storage room, or engine size, or even how many cup holders it has? A family of seven certainly will not need a little red sports car.
