This anonymous quote means that without dessert, a meal – no matter how delicious – cannot be considered a truly finished product.

At Kwikset, we feel the same way about smart locks and security systems. No, smart locks are not a particularly tasty way to top off a meal. But we can all agree that a home security and automation system that does not include a smart lock cannot be considered a complete security solution. The system will certainly work, but without a smart lock, it will not deliver the full range of security and automation possibilities to the consumer.

We’d even take it a step further. A smart lock not only completes a home security and home automation system; it can actually become its centerpiece, second in importance only to the smart home hub. In fact, home security is the primary connected-product category that brings smart home shoppers into stores in the first place, according to a survey of retail sales associates. So, it seems pretty clear that there is a great opportunity to sell smart locks as a critical part of a complete smart home solution.

Now that you understand the potential surrounding smart lock sales, you need to figure out whether or not your customer wants or needs one. There’s no doubt that once they have one, they will enjoy the convenience, security, and peace of mind it brings. Yet they may have no idea what a “smart” lock is – or what it does. And they may not understand how the smart lock fits into the overall smart home ecosystem – or even how it enhances the effectiveness of a security system.

Of course, every customer is different, so it’s up to you to get to know your customer. Don’t sell features and benefits of smart locks until you know their security needs, their family makeup, their daily routines – everything. Once you have this information, you will be in a far better position to match your customers’ security needs with the perfect smart lock in terms of functionality, aesthetics, and lifestyle.

We’re confident that you can pull this information out of your customers as part of your normal sales process. But just as a refresher, consider exploring these general areas when you are talking with a potential smart lock buyer:

• General: Overall interests, concerns, and life “patterns.”
• Size of the House: As many dimensions as the customer can provide.
• Surroundings: Does the house have a lot of blind spots created by trees or other objects? This can help start a conversation about the benefits of front-door surveillance; after that, moving to a discussion of back-door and full-perimeter monitoring is relatively simple. And of course, the discussion about installing a smart lock on the back door – an often overlooked addition – can be brought up as well.
• Elder Residents: Smart locks can be the starting point for “aging in place” applications.
• Children: Their ages, comings and goings, specific security concerns you have for them? Some smart locks can let you know via text when your children arrived home safely, giving you extra peace of mind.
• Access Control for Service Providers/Package Deliveries: How many expected visitors (service providers) and unexpected visitors (package deliveries) might come to the house in a week? Consumers can buy smart locks that allow them to provide these visitors with temporary user codes.
• Pets: Number, type, do they have free reign of the house or are they restricted? A pet camera outside the home is also a useful way to overcome the customer’s natural reluctance to camera placement inside the home.
• Doors and Openings: Which ones are primary means of entry/exit? Secondary?
• Audio/Video Requirements: TV, stereo, all other entertainment equipment can easily be tied in to a full home automation system.

With the answers to these questions (or at least most of these) in place, the real selling can begin. Certain lock products can immediately be eliminated, and the ones that offer the best match to the customer’s needs can become the focus of your selling effort. And after a number of good sales, treat yourself to a nice dinner. But don’t forget dessert.