We know what you're thinking....
Common objections heard from integrators regarding the incorporation of TVSS as an up-sell item:
Q1: Do I really need it?...
A1: Simply, yes, and here's why, most of your customers will hold you responsible when their systems fail. Even if you don't have a service agreement, they will still mentally hold you responsible and you may lose their business to the competition. The competition is offering surge protection as a way to show their customers that they care. Shouldn't you do the same? To not offer surge protection is a disadvantage to your customer and a disadvantage to your bottom line while increasing exposure to undue risk.
Q2: I sell low-end systems and they don't cost much to replace anyway...
A2: Forget the system; What is the cost of replacing the customer? Think about it, good customers are far more expensive to replace than systems.
Q3: I leave surge suppression off my quotes so I'm the lowest bid...
A3: If you were you to board an airplane where floatation devices and parachutes were an option, would you like the gate agent to automatically sell you the ticket that cost less, or let you decide?
Q4: I don't lose equipment to lightning...
A4: Great. Do you only sell security systems to people who were robbed, or do you also offer the system as a preventative measure?
Q5: I don't need surge protection...
A5: You sell security systems to homes and businesses every day that will never be robbed. Therefore, those customers do not need those systems either, but you make great margin on a system they didn't need. That's the business we are in.
Q6: If I include surge, my quote will be too high...
A6: Don't include it. Create an optional line item on the quote for surge suppression. Ask for the decision maker's initials on that line if he decides he wants to get on your boat with no life jacket. This usually causes the customer to lend more merit to the subject, and it certainly affords you with documented proof that you did indeed present the protection. This is very helpful for those cases where the customer just can't remember you covering that at the time of the sale.
Q7: My customers just wont buy it...
A7: It defies every sense of logic and ration possible for an end-user to entrust you to make equipment recommendations only to say "no" when TVSS is proposed.