The Importance of a Site Survey
When a customer requests a quote for a cabling installation, it’s essential to perform a thorough site survey. By doing so, you capture all the critical details, simplifying the installation process, preventing unexpected costs, and demonstrating your expertise. This is important whether the customer is new or existing. Even if you've been to the site before, it’s worth revisiting to ensure familiarity with the environment.
One key aspect of a site survey is the opportunity to learn about the customer’s level of knowledge regarding the building. You might be speaking with an IT professional, a CFO, or a new office manager. Each person will have varying degrees of familiarity with the building’s infrastructure, so it’s best not to rely solely on their information.
As a customer seeking a cabling vendor, consider who you'd trust more: someone who doesn’t bother checking above the ceiling or inspecting the existing cabling, or someone who thoroughly examines the space, asks about your cabling preferences, and ensures everything is up to standard. It’s obvious who’s more professional.
Key Benefits of a Site Survey:
- Identify Issues Before Installation: A proper survey allows you to anticipate potential problems. For example, if you don’t check above the ceiling and later discover a concrete wall that blocks access, you’ll face unexpected costs and delays. This can lead to uncomfortable conversations with the customer and may even force you to absorb the extra costs.
- Understand Customer Preferences: Discuss labeling schemes and product preferences during the survey. A simple question like, “How would you like us to label each cable?” can prevent misunderstandings. If the customer expects a specific labeling scheme or prefers a certain brand, knowing that upfront saves time and money.
- Build Trust with the Customer: Spending time onsite gives you a chance to establish rapport with the IT professional or decision-maker. It allows you to explain your company's approach, showcase your expertise, and build a strong working relationship. Building trust with the customer is invaluable for future projects.
These are just a few reasons why site surveys are critical. Performing a survey ensures you gather all necessary information to provide a seamless installation at the agreed-upon price. Customers will appreciate your thoroughness, and your technicians will thank you for preventing any last-minute surprises.
Thank you for reading. I hope this helped you understand the importance of a site survey. Feel free to share any insights or experiences on this topic!
Written by: Eric Nicholson - Sales Engineer
