Helping DIY’ers Recognize the Benefits of Professional Home Automation
By Todd Anthony Puma
My wife and I went to meet a new neighbor who didn’t know that I am a custom integrator. He couldn’t stop raving about his new wireless audio system and universal remote, both of which he bought at a big box store. I struggled with it, but I kept my mouth shut.
We’ve all been there. A customer calls us to do an estimate and when we get there, they start talking about consumer-grade, DIY systems that they’ve heard about or used in their summer vacation home. You know that the custom solution is better, but they already have a picture in their head. So how do you convince them that what you sell is right for them, often when what you’ll be recommending is more expensive?
I always make sure to start with the current situation, their lifestyle, and how they will use the system. If it is a retrofit project, some of the consumer-grade audio solutions can work well; if it’s wireless and doesn’t require running new wires or patching and painting. However if it is a renovation or new construction, I then start with the reliability discussion.
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