Re: I Want Out

[G. Morgan <sealteam6@xxxxxxxxxxxxxxxxx>]

Jim Wrote:

>Hi John, I don't know where or how you obtain your leads from. I no longer have to hunt for leads but back in the day, I would designate a day to go door to door in shopping centers just asking if people wanted an alarm system. I would note where new shopping centers were being built, keep a log of my visits and noting possible installs and when to re-vist to take another shot at getting the job. Don't quote anything elaborate, front door, back door, glass break and that's it. Keep the price as low as you can. Be prepared for a high attrition rate as small business fail. So make sure you don't get into any long term payment agreements. What worked for me (depending upon the size of the job)  was to ask for two to four hundred up front and $40.00 a month until the total was paid off then it would drop to $20.00 per month. Really, equipment is paid for by he $200 and the $40/60 per month is your profit to be paid off in a few months. Even if they go out of business in 6 months your
>ahead. Some of these accounts will thrive and eventually you'll get their homes and referral. Another thing I've always done it to write a brief newsletter every 3 to 4 months that I include with the monitoring bill. Nothing fancy, just a single sided typed review of some of the jobs you're doing, some statistics about the advantages of owning an alarm system, how to check their alarms etc, etc. And of course outlining what services you provide. Offer a month or two or three credit to anyone making a referral that turns into a job. Don't do random mailings. Depending upon the neighborhood, sometimes door hangers work. And don't forget to stop in at every construction site and ask to speak to the builder, foreman or homeowner or get their telephone numbers to follow up. If no one is there, tape you card to the front door. Write a short personal note on the card, telling them what you can do for them.
>
>Just remember, you're sowing seeds. Some will come up and some wont but eventually if you get enough seed out there it begins to grow a crop that you don't expect. I've had people call me two years after I scouted a housing project while it was under construction.
>
>Also, networking with other trades helps some too. Join a business club in your area. The insurance guy will have a customer that's had a break in, the contractor will be rebuilding a house that had a fire, the plumbers customer had a flood ...... and so on.
>
>Don't fret over the lowballers and free alarm phonies out there. Their customers were never your customers to begin with. Anyone that believes they can get something for nothing isn't smart enough to be your customer.



Excellent post - a "gem"

Thanks Jim.


--

I met a guy today who said he was addicted to brake fluid!
But he says he can stop anytime.