Security Sales & Integration October 2021 - 49

add-on to consumers' already growing interest
in home security cameras, which has been growing
since 2016.
Let's take a closer look at those trends and
how security dealers can best capitalize.
Start With Their Why
The numbers are exciting, and spark the questions:
" How can I take and use that good
news? What can I expect when I chat with a
current customer or meet someone new? " One
of the best things is also the simplest and something
dealers already do so well - talk to the
customers.
Take a collaborative approach with each
of your customers, picking up similar cues
from what you know works or align to the
elements customers will most appreciate and
need day to day. Such framing opens doors to
create something that feels more customized
and therefore more comfortable and useful
- it goes a long way toward building that
confidence.
Be inquisitive to understand their situation;
what's important to them and how they use
their home; how they would like to use their
space. Was there a big life change moment?
What gear and interfaces do they already use
and like, plus any plans for expansion? What
technology have they seen or tried - whether
because of family or friend recommendations,
or something that caught their attention and
they dove into research mode?
See Landscape in New Ways
An important next step is to help show customers
that residential cameras aren't just
cameras anymore. They are the window to unlocking
the complete benefits of a whole-home
security system. Dealers can leverage that
initial customer engagement with awareness
about cameras' advancements and standout
features from the past few years, then highlight
the benefits of integrating cameras with a fully
monitored security and life-safety solution.
The current 3G radio sunsets (AT&T and Verizon)
also open up an opportunity to contact
the customer and upsell them to new devices
and services, including video.
There are numerous silver linings borne out
of the DIY smart home mentality, especially
when it comes to cameras. Customers have
gotten an idea of cameras' capabilities - and
limitations - whether using video doorbells,
securitysales.com
outdoor/perimeter cameras for an entryway
or garage, or using one to two indoor devices
to keep an eye on kids or pets. Consumers
also have more familiarity with using an app
to control and monitor their home throughout
a day.
One element of security that consumers may
not be as familiar with or think of is the idea
of cybersecurity. It's important to reiterate the
importance of working with trusted, reputable
companies and manufacturers. Again, there is
more to a camera than meets the eye - and
working with partners and manufactures that
offer encryption and privacy is crucial. If a
homeowner doesn't ask about cybersecurity
during a sales call or during an installation, it's
important to bring it up.
And speaking of installation, consumers are
having the realization that, for many, installation
can quickly become daunting, with lots
of steps that may work for a few, and many
need assistance. When they see the broader
set of capabilities that are possible with an
end-to-end security system featuring a set of
well-positioned cameras, those benefits become
even clearer.
By and large, consumers' sentiment has shifted
and their comfort levels seem to have leveled
up. In- and outdoor cameras are more of
the norm, and that means opportunity to help
customers branch out with the help of a professional,
augmenting experiences they want (or
didn't know are available).
This is where dealers' expertise can truly
shine: pointing out the increased advantages of
integrating cameras with other sensors and feaOCTOBER
2021 Security Sales & Integration 49
Show customers
that residential
cameras aren't
just cameras
anymore. They
are the window
to unlocking the
complete benefits
of a whole-home
security system.
RIGHTFRAMEPHOTOVIDEO/STOCK.ADOBE.COM
http://www.securitysales.com
Security Sales & Integration October 2021

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