Observe & Report
Podcast
Podcast
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Notes
Notes
Episode 001
Mastering Security Sales | Know Your Client
Intro
Episode / 001
Mastering Security Sales | Know Your Client
- Art discusses his recent podcasting equipment purchase, highlighting the convenience of same-day delivery and the variety in color schemes.
- Russ prepares for a presentation at NASCO, a lobbying organization for the security guard industry, where they plan to discuss VR and AI technology.
- The conversation touches on various topics, including the practicality of VR headsets, upcoming Apple products, experiences with an electronic dart board, and unexpected events on Chris’ ranch involving military visitors and a trespassing geologist.
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Podcast + Notes Overview
- The podcast format is being changed to include "Podcast Plus Notes," which will provide interactive web-based documents with straightforward clips of conversations and additional information to enhance understanding.
- The aim is to offer reference material that simplifies finding specific information discussed in the podcast, improving accessibility and providing valuable resources for business owners.
- The team anticipates that these documents will be visually dynamic and beneficial for enhancing operations, with excitement about the upcoming implementation.
Section 1
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Identify the Decision Maker
- The podcast will feature an eight-part series focusing on mastering security sales, with the first episode titled "Mastering Security Sales: Know Your Client."
- The discussion in this episode centers on identifying the decision-maker within different industries and understanding the various roles that serve as points of contact.
- The importance of knowing not only the client but also their functions and associations is highlighted, emphasizing the need to establish oneself as an expert and build professional relationships to effectively market security services.
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Section 2
- Various methods for finding potential clients, such as utilizing HOA landing pages, government contract sites like Planet Bids, and subscription-based platforms like Government Bids, are discussed.
- The importance of thoroughly researching potential clients' backgrounds, decision-making processes, and industry-specific characteristics on platforms like LinkedIn is emphasized to identify qualified leads.
- Building personal relationships and understanding the nuances of clients' decision-making timelines, particularly within industries like HOA management, is highlighted as crucial for establishing trust and success in the security industry.
Section 3
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Influencers
- The importance of considering secondary influencers, such as assistants or other personnel who may influence decision-makers, is highlighted.
- Strategies for building relationships with secondary influencers, including ensuring prompt and professional communication and providing exceptional service, are discussed to enhance the chances of securing contracts.
- Leveraging LinkedIn and job descriptions to identify key decision-makers and understand their roles and responsibilities is recommended as an effective way to streamline the client search process and tailor outreach efforts.
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Section 3
- Strategies for proactive outreach to potential clients in specific job roles and verticals are discussed, emphasizing the importance of thorough preparation before engaging in meaningful conversations.
- Techniques such as leveraging current customers for referrals, addressing pain points, and demonstrating humility in customer interactions are highlighted as effective ways to establish trust and secure contracts.
- Tips for learning more about potential clients, including researching their website, mission statement, and online reviews, as well as asking insightful questions during initial conversations, are shared to aid in understanding their operations and needs.
Conclusion