Security Integrators Have A Responsibility To Educate Clients – Yes, security integrators are responsible for educating clients. It makes excellent business sense as an educated client will be your best customer. We are their subject matter expert, so share that expertise, and clients will come to value you as a long-term partner.
As a security integrator, we have a ton of valuable resources at our fingertips. We may not know everything about every product – our job is to pull resources together and present them to clients based on previous assessments and discussions. A sales pitch isn’t necessary if you truly understand your client’s needs, and the more the client understands the options available, the better the outcomes.
When delivering information and education, decide whether to focus on a specific topic, product, or issue that impacts multiple verticals. All topics should be relevant to current events and provide information on new or upgraded products that will benefit the client.
When developing educational and information delivery, be respectful of your client’s time. For presentations, too short of a program may not present enough value, and too long of a program may be counterproductive if the information is repetitive. Make sure the speaker or speakers are engaging and know how to involve an audience. (Reading a slide deck to a group is one of the quickest ways to lose their attention!)
The key to successfully educating clients is to find the most effective means of communication to engage the audience. Consider the size, location of the audience, and the length of time available, as well as goals and objectives. In addition to traditional presentations, consider lunch and learns, webinars, technology days, videos, e-newsletters, or a combination of these delivery methods.
We believe that an educated client is our best customer.
You can contact me directly at mikem@cglsecurity.com or click here to request more information.
Mike McGuirk, Vice President of Sales, CGL Electronic Security
Copyright 2020