Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.
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July 2016 www.SecurityInfoWatch.com / Security Dealer & Integrator 49 Many of these businesses and indi- viduals may already have "go-to" teams in place. While focusing on breaking into these established networks, it is just as important to develop new net- works with unaffiliated organizations, as well. is can be done by working with newer contractors, realtors and other service providers. Partnership Strategies While web and flyer lead generation can be costly and yield unpredictable volume, pooling resources among companies can increase leads and lower costs for everyone involved. To get in the door, companies must pro- vide value to both the consumer and the other third-party organization. Starting out, bring gi baskets or offer to give free lunch seminars on local crime statistics and safety tips. is comes across less sales-oriented and provides value to end-users. From there, establish a partnership and define the value each party will bring to the table. Here are some examples of cross-promotion and value propositions: • Partner with a builder to offer free installation for new homeowners with extra camera equipment. • Work with an insurance com- pany to offer discounted installation for every customer. Emphasize that a monitored home security system can save a customer up to 20 percent on homeowners insurance. • Locksmiths can offer smart locks to their customer base that are linked to alarm monitoring programs. For all of these efforts, create materi- als with unique tracking codes to mon- itor and adjust the details throughout the relationship. While doing so, make sure to give back and show thanks. Build a referral pay scale based on how many referrals local partners provide on a monthly basis to compensate for the increased leads. Offer gi cards as move-in gis for customers. is type of appreciation will encourage future business and increase referrals. Stay visible to community partners by dropping by with coffee and remembering personal details. ey will keep you in mind when a great prospect comes along, and it will go a long way towards developing a strong reputation. ■ » Lindsay Lougée is Communications Specialist for Monitronics. Request more info about the company at www.securityinfowatch.com/10216127. Request information: www.SecurityInfoWatch.com/10486354