S-20 ACCESS CONTROL TRENDS AND TECHNOLOGY 2016 JULY/AUGUST
E
lectronic access control has become the de facto
security solution for commercial facilities around
the world. This has resulted in an unprecedented
number of options to enhance security, which,
unfortunately, can leave clients feeling over-
whelmed by the selection process. As a result, it's more
important than ever for security consultants to function as
trusted advisors who can help their clients successfully
navigate the difficult process of finding the right products
for their specific needs. Your expertise can play a critical
role in helping customers understand the many factors
that they need to consider, including facility age, credential
management platform and protocols, budget, and long-
term security strategy. However, it's important to remem-
ber that anyone can sell products, but if you want to build
the trust necessary to cultivate long-term clients, your pri-
mary goal should always be to provide the best long-term
solutions for their unique needs.
UPSELLING
Access Control
Successful projects require end user vision and integrator flexibility
by Minu Youngkin
It's important to remember that anyone can sell products, but if you want to build the trust necessary to cultivate long-term clients, your
primary goal should always be to provide the best long term solutions for their unique needs. Image Courtesy of BigStock.com