Comments for Security Marketing Resource

Comment on Are you using the right bait? by Greg Rankin

Greg Rankin — Wed, 04 May 2011 02:35:30 +0000

Hi Derrick,
Of course, before giving you a complete answer I’d like to know more about your situation and it’s not possible to get into great detail here, but here are a few foundational things to consider. First, and most importantly, have you clearly defined the needs of your target market(s)? What are their specific security-related issues and how can you position yourself as a specialist and expert in solving those problems? Remember that business is built on relationships and people buy from people they like, know and trust. So “cold calling” (as you’re discovering) is a relatively inefficient way of marketing. The key is to focus on each target individually (e.g., apartment complexes)… to use a “niche marketing”strategy. What specific security issues does each target have, how are they addressing them now and how is your solution better (from their perspective)? Then use this information to position yourself as an expert through articles, a blog, webinars, etc. Also look at ways to leverage your existing clients and “success stories.” I’d be happy to talk with you further about your situation… just give me a call or drop me an email.

Comment on Are you using the right bait? by Derrick

Derrick — Wed, 04 May 2011 01:58:03 +0000

Hi, I am a Security Coordinator for a Private Security company in Phoenix; AZ. Business is very competitive here. However, we are the only company in AZ that the owners are current Law Enforcement professionals. I have looked everywhere for tips on Private Security tips, sales, marketing for Apartment security. I have been to over 200 Apartments in AZ, and have only generated (3) clients. I am new to sales, but not new to the industry. Any help?

Comment on Who are you calling a fear monger? by Marcus Schaller

Marcus Schaller — Mon, 11 Apr 2011 02:02:39 +0000

…and if nobody bothers visiting and helping people in these higher-crime neighborhoods, the industry will be accused of ignoring those in need and only focusing on the wealthy. Classic damned if you do, damned if you don’t. Great post Greg!

Comment on This security sales prospecting method never works by Marcus Schaller

Marcus Schaller — Wed, 30 Mar 2011 19:57:35 +0000

So true, Greg…I feel exactly the same way about cold calling. Much happier (and more productive) engaging prospects through educational opportunities than smiling and dialing.

Comment on Telling isn’t selling by Mark

Mark — Thu, 10 Mar 2011 02:13:10 +0000

A new way of looking @ it for me, The “rephrase your recommendation in the form of a question.” is great advice.
CHEERS!