Rev 1 4/4/16. Smart Tech Guidance

Transcription

1 Rev 1 4/4/16 Smart Tech Guidance

2 Introduction Without professional network devices and a real service/maintenance plan, no smart house can work smoothly anymore

3 Because you fell betrayed by technology every day And all connected devices are Barely alive Vicious Rancorous Not really compatibles Full of bugs

4 Because once a job is finishes you re the first responsible for everything Your system relies on lots of third party devices or services that will cause issues: Internet connection ISP modem Satellite/cable TV tuner Network done by the electrician

5 Because every finished job is a little time bomb Even if the system works, all devices needs Constant attention Care Reboot Update...

6 Because a smart house network can be toxic Your home automation or multi room AV system will coexist with a lot of others exotic C.E. products that are not under your control

7 Because 90% of truck roll are about software issues Toolbox is useless to do maintenance Today you use your laptop

8 Because software issues are manufacturers responsibility, not the custom installers! As long as the hardware is not dead, the customer own his installation and is in charge/responsible with all software: Problems Updates and consequences Programing Reboot Bugs

9 And of course because, everybody in the family has its hands on it!

10 Every finished jobs needs between 5 to 15 yearly on site intervention afterward to of your monthly interventions are done for free

11 But smart house cant be an outstanding opportunity to make money Because Technology changes everyday Market offers changes Your customers needs changes

12 Take this opportunity or your competitors will Where there is a need, there will always be someone to answer So be this one!

13 What does a customer remembers after all? A customer will always remember the one who came to save the system more than the one who installed it

14 Watch the news Everything is about " SERVICE " Your customers expecting you to give them service like all others professionals

15 Customers have yearly plan Cars for everything Garden Yearly plan Air conditioner Swimming pool Plumbing

16 And guess who are the next pro that will give them a plan to secure the house? You, yes you

17 A new full time job is born: «Smart Tech guide» Your customers will constantly need you for: Assistance Accompany Support Guidance Advice Help

18 Smart Tech guidance Benefit for customers Ensure smooth user experience and peace of mind Keep your smart house up to date Secure home & network Not alone with technology Rely on a professional Premium assistance

19 Smart Tech guidance Benefit for Custom Installers Satisfy the new market demand Protect your asset Reinforces customer loyalty Get recurrent revenues Look more professional Build a team of dedicated co-workers

20 Smart Tech guidance is even more pro in B to B When an architect get several proposals from different Custom Installers, the one with a maintenance contract will be on top of the list because it make every body fell comfortable and secure

21 Now a cruel fact 50% of Custom Installers business that went bankrupt over the last 5 years could still be alive and kicking if they had started to get yearly plans from their customers So don t be next

22 Another cruel fact Customers that face the bankruptcy of a custom installer will not go back into connected house for years! Lots of customers are lost forever

23 5 simple steps to sell a Smart Tech Guidance The goal: plan to your customers Explain your customer that times has changed and like any technological thing, he, his family and his smart house will need constant help and attention Introduce from the first meeting the concept of a Smart Tech Guidance plan

24 Before we start: VERY IMPORTANT Never ever promise to your customer that every things will always work because once problem arrives: It makes you a liar and lose your face You ll never be able to bill anything later Your customer will think that you are not as good as you said

25 Step #1 Face the reality Make your customer realize that a smart home has more connected object than a small business or an enterprise!

26 List with him all connected object of the future house Let him face the tragic reality: A smart house is now a little datacenter

27 Admit together that consumer modem or cable box provided by the ISP + cheap Switch/Wi-Fi app can t carry anymore the heavy loads and the needs of a smart house with all the family streams, download, share and plays online at the same time (with a little luck he already experiences the problem)

28 Step #2 Enterprise vs Smart House comparison Explain that any small business or enterprise has: Enterprise grade infrastructure IT people in charge And maintenance contract

29 No Internet or no network means no business and loss of money That s why no company messes up with network and will expect a professional that will give them a service or maintenance plan

30 Ask him how long his family will survive without network :-)

31 Step #3 Admit technology failure Ask your customer to confess to you his incessant daily technological nightmares with his famous Smartphone or Internet connection

32 Let him complain and cry about technology and then go straight to the point: if technology from billion dollars company like Apple, Google or Microsoft fail, for sure his smart house will also fail and that s what he needs you for

33 Tell your customer that no job on a smart house is ever finished Like his smartphone, his laptop or his internet connection, every connected devices needs: Constant attention Care Update Reboot And of course, everybody in the family has its hands on it!

34 Step #4 The proposal Now, your customer should be ready now to hear your proposal for the following: Change all cheap CE network devices and proceed to a certification of the network Install Supervision device A yearly Smart Home Guidance plan

35 Change all cheap C.E. network devices like routers, switch and Wi-Fi app by unified enterprise grade products Cisco Luxul Pakedge Ruckus Ubiquiti or whatever PRO devices you feel comfortable with

36 Proceed to a LAN Network Certification or a network cable qualification with the right tool If the network is already existing, there is no way that you ll connect any of your device if you don t get the result of the certification done by a professional. If your customer can t give this certificate, you should do it yourself and get paid for it or hire a professional to do it so.

37 Install Supervision device: Like the 24/7 IT guy in charge in any enterprise you ll install a supervision device that will be the Smart Home Concierge You ll always be Connected Proactive Technically sharper More efficient And be notified of a problem even before your customer is aware of it Supervision devices are the missing link between you and your customer smart house

38 A Smart Tech Guidance plan that will ensure your customer a premium fast service and peace of mind And if he does not want any plan, at least now he knows and will agree to pay you a la carte every time you come Be clear with your a la carte fees for each one of your visits

39 Step #5 Name, estimate and invoice the service

40 Name it Don t name it Contract as a real contract is 50 pages written by a lawyer that will scare both you and your customer Don t use the word Maintenance as it means that something is physically broken and you are doing almost everything with your laptop now Call it a Smart Tech Guidance Plan It s friendly ;-)

41 Estimate it Take a percentage from 3 to 8% of the quoted amount of the job depending on how far your customer lives, how complex and technologically risky the job is Try to estimate how many times you will honestly have to go back on site and keep in mind that your plan can t be more expensive than your A la carte job And maybe you are already underestimating your "A la carte fees!

42 Bill it, just bill it From now on, as a reflex you ll add a single product line at the bottom of every quotation you ll ever make: One-year Smart Tech guidance Plan -> $XXXX. Smart Tech Guidance does not need any contract. It's like giving the same service you already give all year long to your customers but get paid for it

43 And what if all your competitors are doing after sale service for free? Let your competitors do everything for free, let them die amidst great suffering. Do not be afraid to be THE one to act like a pro: Sooner or later it will pay Customers know the difference Customers already have plan for everything Be different is clearly the good option here! Rename your company Black sheep AV if you want

44 A Smart Tech Guidance plan is about to give your customers the same peace of mind that all others professionals gives them all year long

45