SSI serves security installing contractors providing systems and services; surveillance, access control, biometrics, fire alarm and home control/automation. Coverage in commercial and residential product applications, designs, techniques, operations.
Issue link: https://securitysales.epubxp.com/i/90752
ACCESS CONTROL SALES GAIN ENTRY TO MORE ACCESS CONTROL SALES Upselling end users' access control can begin by moving manual lock users to pushbutton locks. This starts weaning customers off key-based locks and into higher revenue, more profi table electronic locks. With such a migration, the customer obtains increased access control security and fl exibility. Also, property managers are learning to love managed services. by Drew Alexander mechanical lock and key. To grow your business, you need to get your prospects and customers away from relying on the mechanical key as a means of access control and into electronic security. Some customers are ready to go directly to a new card-based system with audits, zone protection, remote lockdown and all the bells and whistles. But most customers prefer to start slowly. A traditional approach that most customers take is to start with a simple mechanical pushbutton lock on a back door or on a specifi c application with higher value assets behind that opening. Mechanical pushbutton locks are a big business, but there are some concerns. All too often, customers don't change the factory default setting. T is is not a problem with the door hardware but a problem with the single transaction approach that is so often taken by the customer and the security consultant. Most customers don't change the factory default setting because they either don't know enough to do it or weren't advised to W 56 / SECURITYSALES.COM / NOVEMBER 2012 ith all the discussion about electronic access control (EAC) systems and their various benefi ts, there is a cold reality in the security world. Most doors are still accessed by a change it. A second concern is buyer's remorse. T e PIN creates a feeling of security. T e illusion diminishes when that PIN is given out more quickly than the metal key they just got rid of. A dissatisfi ed customer rarely comes back for security advice. T ose customers that are taking the mechanical pushbutton lock approach need to know for relatively the same price, you can provide them with a battery-operated electronic pushbutton lock. T e electronic lock mechanically performs the same and introduces your customer to the basic EAC mindset. For those that have the mechanical version, try to upsell them on the extra capabilities of the electronic version. Let's take a look at how that gets done. PROVIDE A CUSTOMIZED SOLUTION T e most basic form of electronic lock is the offl ine system. An offl ine lock demonstrates the added security and convenience of EAC without the cost or complexity of a fully networked system. An electronic pushbutton lock is manually programmable and user rights are stored on the lock. Unique credentials can be assigned to each user and can be easily PHOTOGRAPHY ©ISTOCKPHOTO.COM/4X6