5 Mistakes to Avoid When Selling Smart Locks
There’s no doubt about it – an ever-growing number of homeowners want the convenience and security of smart connected locks and other smart connected security devices for their home. According to a 2019 study from business analyst group, International Data Corporation (IDC), the global market for smart home devices is expected to grow 26.9% year over year in 2019, and home monitoring/security will boast 16.8% of that market in 2019, and an even larger 22.6% in 2023.To get more news about best fingerprint door lock, you can visit securamsys.com official website.
Dealers in both security and home automation want to be a part of this growth, but there are some mistakes and misconceptions to avoid in order to maximize their efforts. Let’s start by talking about an approach that can unnecessarily limit the scope of your potential sales.
1. Don’t Think Small with Smart Locks
You might think that a smart lock should be sold in the same way as a traditional mechanical lock – as a stand-alone sale. This is not always the case, and certainly not an approach that will likely lead to increased sales to the smart lock customer. In fact, rather than thinking of smart locks as a stand-alone product, they can actually be viewed as a core component of a complete home automation system and are often one of the first purchases in the creation of a customer’s smart living space.
Smart locks contribute enhanced convenience as well as increased security, two of the principal driving factors in any smart device sales. In fact, a recent Parks Associates study found that 45% of smart home device owners cite convenience as the primary reason for purchase, while 38% made the purchase in order to protect their home and family.
Of all the products that comprise a smart connected home, from smart lighting to video cameras to thermostats, one can make a strong case that the best entry point for home automation sales is located right at the entry point of the home – with smart locks. Consider some of the many reasons that smart locks can be the centerpiece of a connected home:
With their many desired benefits, smart locks provide a tremendous opportunity for integrators to upsell the customer to additional connected-home products. Rather than earning a one-time margin or making a single sale, dealers can develop longer-term, multi-sale customer relationships. The upshot is: don’t think small. Think of smart locks as a potential giant step toward providing a smart security ecosystem or even a complete network of home automation devices.
2. OK, Do Occasionally Think Small
As with any tech device for the home, one size does not fit all. Consider offering smart locks in a range of physical designs and footprints. Some homeowners may want a lock that blends in with their current décor, both inside and outside the home. They may desire obtaining all the connected capabilities of a smart lock but with the aesthetics of a more traditional mechanical lock.
Other customers may want a lock with a more sleek and modern design, as well as the functionality and aesthetics of a capacitive touchscreen and high-definition illumination — a style that suits the smart lock’s technologically advanced capabilities. Either way, a smart lock should blend in with the homeowner’s existing hardware and be aesthetically pleasing, not stand out or look like it doesn’t belong on a residential door opening.
3. One Protocol Does Not Fit All for Smart Locks
There are a range of home automation wireless protocols (also known as home control technologies), in the market. This is the language that connected devices use to wirelessly communicate with each other, and not all devices, or homeowners, speak the same language. There’s Wi-Fi, Bluetooth, Zigbee, Z-Wave, Thread and others. Rather than provide a primer on these technology protocols, we’ll just highlight the importance of familiarizing yourself with many of them and offering a range of options. Don’t try to pigeonhole your business or your smart lock customers into one or two particular protocols.
4. Don’t Downplay Security
A smart, connected lock is still a lock – and people buy locks to secure their homes and families. You should ensure that the smart locks you offer utilize the materials and technologies that can best accomplish that mission. Offer smart locks that provide material advantages such as all-metal, tamper-resistant interior escutcheons, UL listing and BHMA Grade 2 Certification. These are features that highlight the quality and durability of the device, features that will make new smart lock customers feel more secure in dipping their toes into the water of electronic locks and home automation.