The home security market is quickly becoming a very crowded space thanks to the introduction of DIY security systems. Still, the local home security dealer does not have to take a backseat to DIY security. Keep in mind that the local dealer has several advantages that include professional installation, reliable 24-hour monitoring, and expert customer support.
Succeeding as a local home security dealer is no accident. It requires employing the industry’s best practices for retaining current customers whose referrals will help to find and sign up new customers. Here are the five most important best practices for the modern home security dealer:
1. Align with a Home Security Dealer Program
At the top of the list is aligning with at least one home security dealer program. What is a dealer program? It is a program offered by a brand-name home security company that provides affiliation opportunities to local alarm companies so they can take advantage of brand strength, support, and so forth.
Aligning with a reputable brand enables the local alarm dealer to immediately improve and solidify his or her own reputation commensurate with the dealer program chosen. More importantly, a high-quality dealer program offers complete support at every level of operations. National brands provide training, software, financial assistance, branding and marketing assistance, and more.
2. Adopt a Customer-First Attitude
This next best practice seems self-evident, but it’s surprising how many home security companies do not give customers the impression that they come first. The local alarm dealer cannot afford to do this. Competition within the home security space is much too stiff to allow customers even the slightest impression that their alarm company does not care.
3. Make Staff Training a Priority
People who choose home security do so because they want their homes to be safer. As such, they have no interest in dealing with a service provider whose staff members do not possess the knowledge or training to do their jobs effectively. Therefore, staff training should be a priority for every local home security dealer.
Technicians need to be thoroughly trained and updated to perform appropriate installations. Customer service staff need to be fully trained to answer questions and handle customer complaints. Managers need training in order to effectively make the best use of marketing, branding, and day-to-day management techniques.
4. Develop Staff Incentives
Business surveys constantly remind us of the need to engage staff members so they feel as though they are important contributors to the organization. Staff incentives are a good tool for this. By creating incentives that tap into the capabilities and contributions of each individual team member, an organization will create an atmosphere in which everyone is motivated to do better.
5. Keep up with the Industry
The security industry is evolving very quickly right now due, in part, to the rapid pace of technology advancement. Any home security dealer that expects to be around in the long-term must take whatever steps are necessary to keep up with the industry. Management and staff alike need to stay abreast of technology and monitoring programs. Executives need a vision for what’s coming in the future. Marketers need to know and understand the trends that will enable them to attract new customers with every passing quarter.
The competitive nature of the home security space is such that no local dealer can afford to settle for second best. By adopting the five best practices listed here, the local dealer can gain a competitive edge by being more responsive to customer needs, taking advantage of national branding, and presenting a product and service local customers prefer over the competition.