As a dealer/integrator there are two ways to look at the 3G Sunset. The first is to view it as the arduous task of contacting each customer, convincing them the absolute necessity of upgrading and spending precious time and resources completing equipment swaps.
The other way of looking at it is to see it as an opportunity. And yes, that word is way overused in today’s buzzword ladened marketing talk, but in this case it’s true. First, it gives you a solid reason to talk with your customers. That’s not something to be taken for granted. Every time you talk with a customer you get the chance to learn more about them, what they need and how you can help them. In other words, it’s a chance to sell your products and services.
Many of your customers don’t know what the jump from 3G to 4G/5G can do for them. You need to make sure they understand it gives them a faster, more flexible and secure network, capable of handling additional data. It makes their home smarter and a smart home is safer, more convenient and efficient.
The pandemic has people looking to upgrade their homes
The pandemic and lockdowns kept a lot of people at home and in their houses. That has prompted many to look at making their surroundings more comfortable and appealing. Several surveys show more people in the U.S. are spending money on home improvements and that spending is expected to continue through the next year.
So, here are some smart home features you can offer you customers as they upgrade to 4G/5G with the Alula BAT-Connect:
- Video doorbells
- Security cameras
- Door lock control
- Lighting control
- Air-conditioning and thermostat control
- Garage door status and control
Tips for upselling
The next question is how to sell these additional services and we have some tips from our own marketing team at Alula and some of our dealer/integrators leading the way.
Offer discounts and deals – Some of our dealer/integrator partners have found this to be very successful. Your team is going to be in the customer’s home for the 4G/5G upgrade, so discounting certain equipment add-ons saves money and increases your RMR. Alula is also helping with a $99 service credit on all our panels and communicators.
Free consultation – Offer a free consultation with each 4G/5G upgrade. That way a sales rep can walk the customer through the options available explaining the benefits of added services.
Make everyone a salesperson – Incentivize your entire team. Your field technicians are often your best salespeople. Set up a bonus plan for anyone in the organization who makes a sale.
Extend contracts – Some dealer/integrators have found this to be a great time to not only sell new services, but also to extend existing contracts.
Upgrading all 3G communicators by the end of February is a big hill to climb, but it can also be a way to boost business and increase RMR. Keep an eye out for more tips from us.