When organizations have a security issue today, most of them don’t call an integrator to solve the problem. Today, the person who you might think as your point of contact runs to their computer to solve the problem themselves. After they’ve done their research and have designed the solution, they’ll call you and a few of your competitors and say: “here’s what I need, give me a quote.”
If you’re going to compete with online forums, Google searches, and manufacturer websites, you better become an expert… and be perceived as the expert. How? You’re already working 60 hours per week – when will you become the expert and how will you be able to brand yourself as the expert? Below I’ve list a few ideas.
- Every six months, pick one topic to master and teach your most important customers and prospects. For example, select managed access control for the second half of 2015. Create a list of customers and prospects with whom you’ll spend time teaching about this topic.
- Utilize your manufacturers for the content. Your manufacturers will be happy to share their case studies, white papers, and articles with you.
- Attend and speak at local organizations, and don’t limit yourself to the security organizations. Many business leaders are members of groups like Rotary, Toastmasters, or the local chambers.
- Host an event and invite your leading manufacturer of whatever you’re teaching to co-host the event with you. For this example, invite your leading access control manufacturer that is most suited for you to host and manage their technology.
- Finally, get in front of your top customers and prospects and offer this content to them...
