How to Upsell Clients from Multiroom Audio into Home Automation
Two integrators explain how inexpensive home control options allow them to upsell clients who originally just wanted multiroom audio into full whole-house automation.
Ask any integration salesperson what his or her biggest thrill on the job is and they’ll likely tell you one of two things: making a big sale or turning a small sale into a big sale—upselling. Whether selling to a new client or converting a customer who already owns a stepping stone product, upselling provides an important source of revenue and gets the client excited about what the salesperson is offering.
Thanks to the popularity of today’s consumer technology and the recent proliferation of easier-to-use home automation systems, some integrators are finding that a lot of their clients are primed and ready for a home automation upsell. Homeowners just need to be presented with compelling benefits and value.
Jamie Gannon, president of Dynamic Audio Video in New Orleans, asks his clients, “Why would you spend $3,000 on a proprietary music system when you can install a music system for the same price, and then have the backbone to do full home automation in the future?”
Gannon, who sells the Elan g! system, says the price point for lower cost automation helps open the door for upselling clients only looking for multiroom audio systems. Even though Gannon’s revenue is likely to be the same, the installation sets the stage for creating future revenue from add-ons to the automation system and from the increased interaction with the client on an ongoing basis that comes with home control vs. just multi-zone audio. At the same time, the system can act simply as a multiroom audio system if the client doesn’t want additional features.
“When speaking with the client to determine their needs, I always stress the importance of home control and how it can make their life easier,” Gannon continues. “This year alone I’ve had four clients come back within a month of using the g! system and ask ‘So how do I tie my lights in with the system? What about security and air conditioning?’”
“Two of my recent clients had distributed audio systems, and I was able to convince them to move up to full home automation,” says CE Pro 100 integrator Ryan Heringer, owner of Jonesboro-Arkansas-based Sound Concepts, who also uses the Elan g! system. “Any homeowner who already has speakers and wiring in place should absolutely be stepping up to a robust home control platform, even if they don’t integrate other systems like heating and lighting right away. It’s a small investment that can pay big dividends in terms of much easier and more convenient use, expanded functions, increased resale value, and even direct energy and monetary savings with automated lighting and heating schedules that ensure optimum efficiency.”
Ryan Heringer of Sound Concepts says, “Any homeowner who already has speakers and wiring in place should absolutely be stepping up to a robust home control platform, even if they don’t integrate other systems like heating and lighting right away.”
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