What Is Value Added For Security Guard Company Clients?
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Transcript of What Is Value Added For Security Guard Company Clients?
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What IsValue Added
For Security GuardCompany Clients?
P R E S E N T A T I O N B Y :
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As a security guard company, you are probably plagued by
decreasingmargins
low billingrates
much of which can be attributedto the commoditization of
security guard services.
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Decommoditize
A strategy used to wrap additional services or products
around a company’s current product or service offerings.
Any Product or Service
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So exactly what is“Value Added”and how does itapply to yoursecurity guardcompany?
Defined by Investopedia.com:The enhancement a company givesa homogenous service that gives it
a greater sense of value.
In the security guard industry,
it has come to be defined as
providing your client with a
service that has high value to
them, but is of low cost to you.
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A value added service should beseen by your customer as an
additional advantagethat gives them something
they need or are searching for.
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Ultimately, value added services make your company seemmore like a partner than a service provider to your clients.
Keep in mind...
Service providers can be easily substituted for,but partners are more difficult to replace.
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C o s t : $ 0T i m e : 4 5 M i n u t e sExample 1
Value Added
Try developing a quarterly crime analysis usingcurrent crime stats from your local policedepartment.After developing this analysis, schedule some time to walkyour client through it and discuss any necessary changes toyour security procedures.
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Develop a quarterlycrime analysisIf your local police department does notallow access to crime information via theweb, try finding local crime information onwebsites like MyLocalCrime.com and theFBI Uniform Crime Report.
Example 1 Tip
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C o s t : $ 0T i m e : 2 0 M i n u t e sExample 2
Value Added
Another example of a low or no cost value addis customization of current supplies to fit theneeds of your clients. As a value added service, try working with your current staffand vendors to customize your services to fit the needs ofyour clients.
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Customize currentsupplies for clients
uniforms, current reporting, and training.
Example 2 Tip
Start by looking at
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C o s t : $ 0T i m e : T B DExample 3
Value Added
One of the primary rules of sales is to listenmore than you talk with prospective clients.
But just as important, once that prospect becomes a clientyou must keep listening. By continuing to listen to your client,you can discover unmet needs that they may have.
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Listen more than youtalk with prospectsAs a value add become the “Go-To-Guy”for meeting your customer’s safety orsecurity needs.
Whatever the customer’s needs are, lookto be a partner in filling them.
Example 3 Tip
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Remember, if you are usingvalue-added services to differentiate
your service you must invest in
buildingdeveloping innovating
those services continually.
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Although your competitors maybe capable of copying one
particular value added service,it will be nearly impossible for
them to copy them all.
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