Page 28 - Security Today, January/February 2022

Where Solar and
Security Meet
Security companies that do not have solar as part of their offering will struggle to compete By Braden Mounteer
For years, home security has relied on the door-to-door sales model. Every sum- mer, hordes of ambitious men and women take to the streets to knock on doors and, hopefully invited to the kitchen table for an honest conversation about home security.
For many sales reps, the kitchen table experience was an exciting part of building a strong relationship with a consumer. The best sales reps fulfill the role of a trusted advisor: Someone who has more
information about home security and can help customers make wise decisions for their home.
A TRUSTED RELATIONSHIP
The trusted advisor relationship was the best part of selling home security for many sales reps that view sales as helping people make a decision they would have made themselves had they had all the information. It is not about convincing someone to do something he or she would never do on his or her own; it’s about
being a reliable source of information. Sales reps that do this well build strong relationships and increase brand loyalty for their customers.
Over the last few years, as technology has advanced, demand for home security has increased dramatically. The marriage of home security and home automation has made home security systems more appealing to the majority of consumers and the rise in home security adoption proves it.
The home security industry has always
28
JANUARY/FEBRUARY 2022 | SECURITY TODAY
GREEN SECURITY
APChanel/Shutterstock.com