Getting Value From Your HTA Certification

The only way an integrator will fail to realize any value of HTA Certification is if they do not leverage their HTA status or use any of the tools we provide. When integrators work these tools into their process, they see results. If ROI is lagging, start here. These sales and marketing tools are discussed during the onboarding call and subsequent training. For the mere cost of your HTA Certification (less than a decent 65” TV!), you have access to tools like these:

• Make Trust Visible (Your Silent Salesperson):

  Enhance your credibility and trust factors by incorporating HTA Certified logos into your website, design documentation, proposals, and email signatures. This branding not only elevates your firm’s image but also sets you apart—only a small percentage of integrators have this advantage, and that includes you. To build client trust, include a brief explanation of how HTA Certification provides peace of mind, or link the logo to the HTA Certification Defined page. Showcase the certification clearly, such as in your website header or footer—here's a great example. If you're also an HTA Design Partner, be sure to display and link those logos for added trust and distinction. How much HTA branding have you implemented?
   

• Elevator Pitch:

  Use the HTA elevator pitch early in the discovery phase with client prospects and trade partners (architects, interior designers, builders, etc.) to build trust, enhance credibility, and elevate your firm above the fray. It's an easy way to eliminate the competition. Do you use it?
   

• Prequalification / Budgeting:

  Leverage the HTA technology budget calculator to prequalify prospects and never have to ask "What's your budget?" again. Use it at the beginning of your sales process / discovery meeting as the conversation starter, and benefit from less value engineering and quicker sales closing. Use the Budget Calculator in your next discovery meeting and experience how it transforms your sales process.
   

• Trade Partner Relationships:

  9 out of 10 surveyed architects, interior designers, and builders prefer to work with HTA Certified integrators once they learn about the standard. Mention this impressive statistic when you introduce it. Do you share that you are certified?
  
  Harness the HTA Design Partner designation with trade partners. Share how they benefit when they hire you early (this is a no-cost additional opt-in designation available to HTA Certified integrators). Action item: opt-in, add the logo to your website, link it to the special landing page we made for you, and share it with any builder, architect, or designer you know. Ask if they think hiring you early will minimize change orders.
   

• Proof the Tools Pay Off:

  A new-to-the-industry salesperson at an HTA Certified firm is pacing over $6M in contracts in his second year by leveraging HTA Certification, HTA Design Partner status, and the Budget Calculator. Right tools, right order, real results.
   

• Bolster Your Pitch with HTA Marketing Tools:

  We have created consumer-facing articles that highlight your value and defend the higher-end products you sell. For example, the value of design documentation and why clients can expect to pay for it, why they need enterprise-grade networks, when to upgrade their systems, why your camera systems cost so much more, etc. Have you shared any of these with prospective clients?
   

• Trade Partner Tools:

  Share your custom-branded 'Project Technology Assessment' form with your trade partners as an aid to get hired earlier (we have already made a branded version for you). Have you shared it yet?
   

• Borrow Our Voice:

  Tap the HTA's CEO as a reference for prospective clients and trade partners via the personalized reference letter we provided you. Add him to your references list. Have them call us for a reference. Use this when a deal is 80% baked and the client is anxious. Have you taken advantage of this?

No ROI yet? Run the plan above, then judge the results. If you haven't tried all of these yet, we urge to start now, and we're happy to schedule a training session with your sales and marketing staff. These are minor tweaks to your process that will increase your close ratio, raise the average ticket price of your deals, reduce or eliminate value engineering, boost your reputation, set you apart, get you hired earlier, and earn the respect you deserve with trade partners!