7. Find out how committed they are to purchasing a security system—Brander said to find out “what other information they need to make the decision. Will this project require plans, specifications and a general submittal package? If we can provide this for you how committed are you to making this happen?” he asked.
8. Ask the prospective client for referrals—This is probably the key to building sales. Ask for five referrals and offer an incentive. One of the sales ploys commonly used in the residential security market involves offering three months monitoring for every monitored account that a client refers to the company, which will be applied to their next monitoring bill.