If you’ve ever felt like you are scrapping for success in selling security services, you’re not alone. Across all industries, the average closing rate for a contract is only about 19%.
Closing is not an easy thing to do for anyone, no matter how good of a salesman they might be. But with the right tips and tricks, you can start closing more deals more often and bring more money into your security business.
In this article, we’ll go over 3 tips that can show you how to start getting more security contracts today. If you like what you see, check out this security sales webinar - our second one with Brian Koehn from ClientPoint - on "Closing & Proposing. You can also check out his first Thinkcurity webinar here.
In any sales process, knowing your companies strengths and weaknesses is important. Selling security services is no different. Focus on what sets your operation apart from your competition.
Self-evaluation of your security company can help you decide what tactics you use, what guard services you offer that should be highlighted, and even what questions to ask your prospects.
If you know you’re the only mobile patrol in your area, make sure to mention that. And if you use a security reporting software like Silvertrac Software it’s definitely worth including as a part of your sales process.
Other evaluation tips include taking a close look at your pricing and putting security officers through additional training. If you want more advice on how to evaluate your operation, check out this article.
We already talked about being different than your competition. Sometimes, in the process of selling guard services, you’ll need to think past competitors and try new tactics on your own.
Modern buyers act differently than buyers of the past. Understanding how your potential clients want to be sold to will help increase success.
Brian Koehn talks about 3 cognitive biases (glitches in a person’s thought process). Catching these biases during the sales process can help you close more deals. Many people will not think to teach themselves about this, which will also give you a leg up on your competitors.
Using different sales tactics is another way to change-up your pitch. ClientPoint talks about a one call close tactic that can bring some life to your sales efforts.
Having a good security contract proposal is key for a number of different reasons. It keeps your service offering clear and makes the sales process more efficient. When done right, a good contract proposal is another thing to make you stand out from your competition.
ClientPoint has a great article on how to write effective proposals in any industry. Or check out this article on improving security contract proposals.
If you want a more in-depth look on how to improve your closing tactics, download the closing & proposing webinar with Brian Koehn.