Thats called using your IQ

Dear IQ Certification Board:

I just had to write to thank you! You see, recently I had the opportunity to bid on a security system in a neighborhood that had been ravaged by break-ins over a three-month period. After I made my presentation, I was informed that these people had gotten four other quotes, and that mine had the distinction of being the highest of the five by 25% over the next highest bidder, not to mention the offer by two of the companies to give them a “free” system.

I explained (as I often do) that I was actually relieved not to be the lowest bidder, that I wasn’t in the business to give away security systems and that in the end, they would get what they paid for. Seeing (as I often do) the blank stare that usually means “This guy is nuts if he thinks that just because he claims to be concerned about quality that we’ll pay for something that his competitor is giving away,” I pulled the ace out of my sleeve: IQ!

Since I was newly IQ Certified, I felt like this was an opportunity to practice on prospects, which I really felt I had no chance of closing. I went through the IQ Checklist and showed them one of the customer brochures you sent me. I did ask them if this procedure really didn’t seem like what any company should follow in installing something as important as security. I also tried a different approach than my normal closing: rather than trying for a hard close, I told them to sleep on it and that I would get back to them in a day or so. I also suggested that they take some time that afternoon to query the other bidding companies as to their IQ Certification status. I really didn’t have much hope of getting the sale, so I refused to come down on my price, which included about a 30% profit margin on the installation.

And Now The Rest of the Story!

At 7:30 AM the next morning I got a call from the husband asking me to be at their house at 10:30 that morning. When I arrived they met me at the door with my proposal in hand. After asking me about some additional devices and features, they wrote me a check in advance, in full! It turns out that they had indeed called each of the other bidders and asked if they were IQ Certified; they weren’t, and that quickly became apparent to the prospects!

As I always do, I asked why they chose my company. They stated that it was worth the extra money for the peace of mind that they would enjoy knowing that we would adhere to the rigid set of rules and conditions set by the IQ Program.

I have no doubt that IQ saved the day for me and made the sale possible.

It was great tools in closing the sale and I have used it with equal success since then. While I do, as President of the KBFAA, constantly recommend to our members that they get IQ Certification, I know that some will put if off because they can't really appreciate the strength of the program until they experience the bottom line effects of it as I have.

Even though I would lose an edge up on the competition, I relish the day when all companies take this business seriously enough to commit to the IQ Certification process.

Best Regards,
William J. Cooper, IV, President, TotalWatch Security, Louisville, Kentucky

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