Small flashlights, pocket screwdrivers, hand tools, rulers and other non key-related items may also do well for you. It’s amazing what people will buy on impulse if you put it in front of them. Look at the supermarket checkout aisle. They do this because it works!
The use of product display boards will boost sales of those items. A bright colorful display board with decorative hardware, adaptor plates or padlocks may capture the attention of your customer who’ll say, “I didn’t know you had those!”
The majority of locksmiths service and repair safes but not everyone sells safes. By utilizing a small footprint of your store’s showroom, you can offer your customers a variety of safe choices.
Small personal safes can be stacked up to show three sizes or styles and a larger safe next to them can serve as the base for a cash box display. Although safes aren’t usually considered impulse items, it’s a sure bet that if they are on display they can start a conversation between you and your customer that may result in a safe sale.
Similar to the doors and frames segment above, this may or may not be in your range of services. Security storm doors will contain glass or screens to serve as the outer barrier to heat and cold in some regions. Other security doors provide a steel bar barrier (with no weather protection) with a knob/lever and a deadbolt to provide increased security to front, side and rear doors. These security doors come in a variety of styles and designs to give protection in a decorative package.
Do you offer security surveys? In addition to surveying for a specific job quote or bid, you as the ‘security expert’ are in a perfect position to consult with your customers on their security needs.
Free security surveys allow you to walk through a property and discover all of the weak links. In a residential setting perimeter doors and windows may create the opportunity to sell window locks, sliding door locks, deadbolts and more. Rekeying locks, keying locks alike, padlocks set to the house key and other opportunities to increase a home’s security are usually yours for the asking.
Commercial properties create expanded opportunities to address key control, restricted keys, high security locks and keys and access control. A survey might identify the need for repair, replacement or adjustment of door closers, exit devices, hinges or pivots.
By designing two simple checklists (one each for residential and commercial), you can do a walk-through and identify any areas that need work in a short time. Leave a copy with your customer along with your business card or company brochure. A simple quote can be included or a more formal quote can be submitted on request.
When you are dealing with commercial and institutional accounts consider offering a service contract. By establishing a preventive maintenance schedule you can generate extra revenue and keep your customers satisfied.
Depending on the type of business, the contract will vary. For a large property management company you might schedule a monthly or quarterly visit to lubricate locks, adjust hinges and door closers and check the proper operation of all perimeter doors on the property. These visits might include rekeying up to three locks at no additional cost.
Other contracts don’t include a scheduled visit but allow for ‘up to’ a certain number of service calls, repairs or site visits. Emergency and after-hours calls could be excluded. The monthly or quarterly service contract charge must be reasonable to make the contract seem like a good deal to the customer, but must still leave room for profit.
More information on designing service contracts can be easily found on the Internet. Google ‘service contracts’ and you’ll find over 300,000 sites including some that allow you to design your own service contracts.
Locksmiths must adapt and forge new alliances to meet customer demands for entire identity management systems.
A clean showroom stocked with colorful, informative merchandise can add to your bottom line. All you have to do is keep the hooks filled with product.
Whatever your niche, you need to be armed with specialized tools and equipment and, most importantly, specialized knowledge and training.