There are several challenges that a security guard company faces in the modern environment and bagging and retaining new clients is one of high importance. The key to making new and permanent clients is a flawless sales pitch. A single mistake can result in the loss of several private security patrol clients. Avoiding these mistakes is important but before that, you must know what can go wrong.
Security services sales pitch mistakes:
1. Failing to respond positively
2. More talking than listening
3. Missing leads follow-ups
4. Wrongly interpreting or missing explanation of the company’s strength
5. Limiting the perspective to sales
Here is what these mistakes are all about and how to overcome them:
1. Failing to respond positively
You will be facing a range of questions from the private security service clients as you pitch your offerings. Many of these questions can make you uncomfortable but failing to answer them with positivity is the biggest mistake you can make. Never attack or angrily answer a client if he asks why you are better than the others or what makes your services so costly. Instead, you must get details about why the client thinks the way he/ she does and what the companies that they are comparing you with.
2. More talking than listening
It is important to speak and listen at the same time. When you are presenting your sales pitch, you need to keep the margin for the queries and concerns of the clients. Make sure you allow them to speak and then answer their concerns.
If the client is concerned about its patrol guard management, explain how the workforce management software you use can ease their operations. It is notable that over pitching does more harm than good, so better avoid it.
3. Missing following leads
When the sales pitch is delivered, it is the right approach to follow up that can earn you the client. As the competition grows stronger with each passing day, managing leads and following up has become more important than ever. Use whatever mode of communication is useful and convenient for you and ensure you stay connected with the prospective clients.
4. Wrongly interpreting or missing explanation of the company’s strength
What makes you stand out of the pack is your company’s strength. If you fail to explain them to the client or miss mentioning them entirely, it could be the biggest sales pitch disaster you could ever make. The clients are willing to know what accolades you have received and why them placing their trust in you will be rewarding for them. Use a strategic way to put your strengths in front of them. Always remember not to be boastful.
5. Limiting the perspective to sales
Although you aim with a sales pitch is to earn more clients and boost sales, you need to broaden your perspective. Know the needs and wants of your clients and cater to those requirements. Target the pain points and make sure the message is sent appealingly.
In the modern world of advanced obstacles, the traditional sales approach may not work for your benefits. Make sure you know how to present your company, the workforce management software you use and how your services are the best thing a private security service client can avail.
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