You can’t sell something to someone who doesn’t need it. You can sell something to someone who doesn’t know they need it.
There is one process to evangelize to a prospect who has no access control versus a prospect that is looking to change or expand.
For a new opportunity the effort I think needs to be about selling the first door, the lowest hanging fruit with the easiest benefit to identify and a lot of questions with “what if” , “how do you” and “how would you?” The rest of the doors follow from there if you offer a solution.
What will access control do for them that simple hardware can’t or won’t? Information? More control? Reduce key liability? Safety?
There was a system installed to provide “mustering” for a single room, in case an alarm went off due to the release of a hazardous gas. In 15 seconds doors would lock to contain and mustering would let them know whose family to notify, unfortunately.
There were systems sold just for badging because of poor employee management and floating vendors appearing everywhere. They had to install a couple of doors to get everyone to carry the badge.
I recall badging used at a facility where the persons first name was in a huge font. The President wanted to greet employees by first name in hallways, but couldn’t remember them. Problem solved.
