Thriving in the Australian security industry demands hard work and implementing the best practices. You have to make sure that requirements such as state-to-state regulations and site licenses are covered. Not only that, you need to keep in mind as well that new players are stepping up to offer their solutions with the idea that many can benefit from what they provide.
Making a pitch to prospects sounds like something that can be easily done for some. You probably know the right steps to take but what about the actions you should avoid?
In this article, we’ll talk about the top 5 things you should never do when offering your security services.
Too Much Talking
It’s typical for companies to talk endlessly about what they offer and how affordable their rates are. The same can be said about the security industry. But what firms should do is to talk about the solutions they can provide the prospects and how they can address their pain points.
Remember, your clients need to know what exactly you can do for them. They entertained your pitch thinking that you might have something to help them improve and simplify their business operations.
Failing to Listen to Your Prospects
Talking too much about your services is bad, not listening to your prospects’ side is worse! Yes, you probably have the services these clients require to boost their security. But make sure you also listen to what they have to say to know exactly how you can apply your services to address their needs.
Not Putting Yourself in the Client’s Shoes
One common mistake security firms make when making a sales pitch is focusing mainly on the features of the products or services. You need to emphasize the benefits you provide and how your prospects can make the most out of them.
Take note that clients are looking for ways on how you can address their business needs and how you can help them improve their operations. Talk more about how you can provide value with what you’re offering rather than just relying on your script for your pitch.
Forgetting to Follow Up on Your Leads
Getting an ‘I might be interested’ or ‘I’ll get back to you right away is not an assurance that you’ll close the deal soon. Your prospects are probably considering doing business with you but you have to check up on them to make sure that they don’t forget what you discussed.
Studies reveal that 80% of sales pitches need five follow-up calls before sealing the deal. But you also have to make sure you’re not pressuring your prospects too much to avoid annoying them.
Thinking Only as a Sales Person
Obviously, your goal is to sign your prospective clients. Your job doesn’t end after signing a new deal. It is only the beginning and you have to work harder to prove why your customer made the right choice. Make sure to provide the best customer experience you promised when you were still making your pitch.