Across the globe, entire countries are locking down. Commercial buildings are being asked or commanded to close and people are being told to stay home. If there was ever a time to step up and do our part to help save lives, it’s now.
During this challenging time, businesses will continue to need tools to secure their buildings, valuables, and people, especially in times of crisis. It’s during these unexpected times that security professionals are forced to evaluate their normal security practices and identify crucial security needs that aren’t being met. This is where you come in as a trusted partner to help your customers in securing their facilities. But how do you accomplish that while your own business is impacted?
The questions become:
- How do you stay afloat if you aren’t creating as much business as usual?
- How can you accommodate the budget needs of customers facing this uncertain financial climate?
- How do you help your customers if you can’t meet with them face-to-face for site visits and installations?
- How do you provide the best support to your current customers as they navigate this crisis?
We looked back over our 20 years of experience in cloud-based security to find and share some best practices to help you and your business manage the impacts of social distancing.
Best Practice #1: Work on Creating Recurring Monthly Revenue (RMR)
Through communication with our partners, it is clear that the companies with RMR and/or alarm-based services are going to continue to thrive, while others who focused on bid work only may suffer. That is because RMR continues to come in reliably each month from all of your past subscription sales.
If you offer a cloud-based physical security solution, you are able to sell it to your customers in multiple ways, but every way produces reliable recurring monthly revenue. Creating a robust RMR stream does more than protect your business against economic downturns and unexpected crises, it also increases the value of your business.
Best Practice #2: Offer Flexible Buying Options for Your Customers
The global economy has taken a massive hit from this pandemic. Your potential customers’ financial future feels fragile at the moment. That does not negate the fact that they might also realize they need critical physical security upgrades to keep their people and facilities safe.
No one should be denied safety and security because of budget restrictions. Make sure you are offering solutions with flexible buying options. Brivo provides complete subscription options so your customers have the ability to install Brivo immediately with no large up-front costs - which creates more RMR for you. Those customers will pay a higher monthly fee that includes the cloud subscription to Brivo Onair as well as all the hardware and labor costs associated with the initial installation. If they are able to and prefer to pay for the hardware and labor upfront, they will have a low monthly cloud subscription to Brivo Onair fee.
As your partner through this hard time, we will work with you to provide the right pricing structure for your customers.
Best Practice #3: Implement Remote Site Visits and Meetings
States are now issuing “stay-at-home” orders to help flatten the curve. That means you will not be able to meet face-to-face with your customers, at least for the foreseeable future. With that in mind, it’s time to get used to virtual meetings.
Here are a few easy online meeting tools you can use:
- Zoom meetings: These are available in a free or paid version. Look here for resources on getting started with Zoom.
- Google Hangouts: Google Hangouts is providing expanded services for free through July 1 to help out during the COVID-19 pandemic
Both of these tools can be used on a computer or mobile device and they both offer video capabilities. If your customer is onsite they can virtually show you around the facility so you can understand the scope of work without physically being there. You can also still have face-to-face experience without being in the same room.
You don’t have to let social distancing mean lost business opportunities. You can make virtual meetings work with these online tools.
Best Practice #4: Be There for Your Customers
Right now we all need to be there for each other. This is a global crisis, everyone is affected. Now is the time to reach out and let your customers know you are in this with them. A message of support can go a long way in building lasting customer relationships.
You can reach out via phone, email or on social media platforms. Your customers are looking for tips on how to stay safe and secure during these times and you can provide come viable solutions for them. You can create useful tips on your own or share information from industry experts. Brivo is working to provide these types of assets for you to share with your customers. Stay tuned on our social pages for the most up-to-date information:
The Health of Your Business is Our Business.
Brivo is here for you. We know these are tough times, but we also know if we continue to work together and support each other and our customers, we will come out of this stronger. Right now we have the opportunity to make the world a safer place. Let’s take on this challenge together. Join us.