Module 3 Selling Security

ADT Security: Product Offering ADT has expanded their traditional home security offerings of providing 24 x 7 remote monitoring to now include home automation If your customer’s alarm is activated, a message will be sent from their security system to ADT ADT will respond by contacting the customer, the customer’s emergency contacts and, if required, the emergency services What is remote monitoring? Control the technology in their home using an app (available via Google Play or Apple Store) on their smartphone View live video while they are not home Turn their security system on & off remotely What does home automation allow customers to do?

Target Market People who have recently moved People who live in metro areas People in newly developed suburbs Families that have just had a child Individuals that live alone Families that have children at home alone after school People who travel often (for business or leisure)

Promoting Home Automation Home Automation is an affordable, simple and effective way to control your home remotely from your smart phone, tablet or computer, for as little as $1.48 per day Protect your home against burglary, fire and other security threats using an ADT Home Automation system. ADT’s Home Automation systems also help you to conserve energy by allowing you to remotely switch off your lights.

How to sell The questions to ask: Does your house tell you when you’ve forgotten to lock the doors? Have you ever wanted to check on your sleeping kids without opening the door and waking them up? Do you want your lights to come on when you walk in the door? Do you ever wish that you could do the little things like lock your doors or turn off the lights, even when you’re not at home?

How to sell The questions to ask: Have you ever wanted to turn the air conditioning on while on your way home on a steaming hot day? Do you want to keep the neighbours from borrowing your things when you’re not home? Or let them in when it is ok to borrow something without giving them a key? Do you ever want to check on your house while travelling, at work or at the shops?

Acquiring customers Hi _________________, I have a favour to ask… What is the most important thing for you to protect? What would you like to be able to control in your home while you’re away? Demonstrate the benefits of having an ADT system Let me show you a two minute video of the system! Take a look at my ADT system in my home! Leverage ADT’s dedicated Sales Support team This seems like a great fit for you. Let’s get you on the phone with one of ADT’s home security experts that can help you customise a system to suit your needs.

Pitching points Unlike traditional systems, wireless security systems are quick & easy to install, requiring few cables and hardware GPRS System mean it doesn’t require a fixed phone line, whereas traditional security systems need to be plugged into a wall and connected to a phone line Save $$$ on: Energy Bills Lights can be switched off remotely using the app Home Insurance Insurance companies offer discounts on contents insurance if a security system has been installed Upgrade options & additional hardware available to cover any additional areas Leaving spare keys out for tradespeople, cleaners or babysitters can be unsafe as you’re giving strangers instant access to your home. Use the ADT app to lock/unlock doors remotely! ADT’s Home Automation app can be used to turn on/off alarm system or any device plugged into the Z-Wave 2E Switch remotely The Home Automation + Camera package allows you to keep an eye on the kids even when you’re not home simply by using the ADT App

Handling objections Expensive The initial cost of installing a security system can seem expensive, but not installing one could cost you even more Wireless Home Alarm System: $1.48/day Wireless Home Automation: $1.85/day Wireless Home Automation + Camera: $2.27/day What price would you put on keeping your family safe and secure?

Handling objections Coverage ADT is primarily available in capital cities and metropolitan areas in Australia. Regional areas may be serviceable – customers should ask when they receive the call back from an ADT Security adviser. If there is sufficient interest and demand in a regional area, ADT may be able service this area.

Handling objections Moving Home Customers with an installed ADT Home Security or Home Automation system can relocate their ADT system provided that they: have had an ADT system active for a period of no less than 12 months are moving to a serviceable area (within 90 minutes of a capital city or metro area) Customers have the option of transferring the remainder of their contract to the new occupant at the address they are vacating. Note: Customers relocating will incur a fee for transition to their new premises. ADT will install like-for-like equipment at their new address.

Relocation rules Customers relocating will incur a fee for transition to their new premises. ADT will install like-for-like at their new address. Customers have the option of transferring the remainder of their contract to the new occupant at the address they are vacating.