PSI June2017
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Increasing the focus<br />
on growing the<br />
service contract base<br />
is key to increasing<br />
the value of a security<br />
installer, both<br />
customer and<br />
company value<br />
(continued from previous page)<br />
5. Sell more contracts post warranty using the<br />
help desk<br />
If the customer has not taken out a service<br />
contract by the time the warranty has expired,<br />
there is a further opportunity. When the<br />
customer rings the helpdesk for a reactive call<br />
on their system, he will be faced with an invoice.<br />
Use this as opportunity to sell a contract.<br />
There are lots of opportunities to grow<br />
service contract sales.<br />
• Carry out a test telesales campaign to<br />
existing customers who do not have a service<br />
contract in place and convert them.<br />
• Cross-sell contracts on other product<br />
disciplines that may have been provided by<br />
competitors.<br />
• Consider investing in an indoor salesperson<br />
to increase the focus on contract sales.<br />
• Identify the key accounts that have the<br />
highest potential for service and contact<br />
them.<br />
• Sell contracts to lost quoted installations.<br />
• Test and measure different lead generation<br />
methods e.g. telesales, Google AdWords,<br />
email marketing, direct mail and of course<br />
your engineers.<br />
In summary increasing the focus on growing<br />
the service contract base is key to increasing the<br />
value of a security installer, both customer and<br />
company value. Having the right mindset is<br />
essential otherwise all your energy will be<br />
consumed by the business of installing. Develop<br />
a plan for growing your service business, check<br />
you are using the 5 steps above for selling more<br />
service contracts linked to your installations.<br />
Test some new lead generation methods to sell<br />
more contracts.<br />
THE POWER TO PUT YOU IN THE<br />
FIRE PROTECTION BUSINESS<br />
BAFE accreditation opens up new business opportunities in the<br />
Fire Protection industry and can generate more work.<br />
We offer scheme certification for the following modules dependent<br />
on the type of work you undertake:<br />
Design<br />
Installation<br />
Commissioning<br />
Maintenance<br />
We support contractors through the BAFE accreditation journey with:<br />
A RANGE OF<br />
FIRE ALARM<br />
TRAINING<br />
MODULES<br />
ESSENTIAL<br />
FIRE ALARM<br />
BSI GUIDANCE<br />
MATERIALS<br />
the power behind your business<br />
To find out more about how BAFE accreditation can grow<br />
your business visit niceic.com/bafe or call 0333 015 6626
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