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A Proven Sales Strategy for Convincing Clients They Need Continuous Criminal Monitoring

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There are times when ignorance is bliss. But when an employee gets incarcerated, what employers don’t know can be disastrous. Unfortunately, it’s not always easy to convince potential clients for Continuous Criminal Monitoring that there may be considerable gaps in their view of their employees’ criminal records.

Even in the best of times, getting customers to see the value of a new service can be a challenge. But in times like these, with the economy uncertain and spending being reined in, the task can seem downright impossible.

We believe, however, that Continuous Criminal Monitoring has tremendous potential as a growth opportunity for consumer reporting agencies (CRAs). This is because Continuous Criminal Monitoring can offer enormous value to employers.

The key to selling Continuous Criminal Monitoring is helping your clients and potential clients see that value — specifically, that Continuous Criminal Monitoring will help them save money, reduce risk, and keep their workplaces safe.

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The Unknown Risk

Your clients and potential clients may, in theory, be aware of the risk of unknowingly employing someone with a criminal background. Most of them want to do the right thing to protect their organizations, their employees, their customers, and their communities.

In the healthcare industry, for example, the penalty for employing someone found guilty of certain crimes can reach $10,000 per day. Financial businesses subject to FDIC regulations can face penalties of up to $1 million per day. And any organization that sends employees into people’s homes or works with vulnerable populations — from cable companies to schools to home nursing providers — will recognize they have an obligation to protect the safety of their customers.

This is why pre-employment background screening has become a universal standard. According to a national survey, 96% of employers conduct background screening. But the vast majority of these employers are missing critical information because 89% of organizations never rescreen employees after the initial background check.

Here’s a statistic that may change the way your clients think about criminal background screening:

  • 12% of the workforce is likely to be arrested over the next five years. 20% of employees will be arrested over the next seven years (according to a study of over 400,000 employees).

In other words, your clients may have employees that pose risk working for them now and have no idea.

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Getting Your Foot in the Door With Clients for Continuous Criminal Monitoring

Despite understanding the risks of employing criminals, many companies may be reluctant to invest in Continuous Criminal Monitoring until the risk becomes real to them. You can help make it real with a sales tool we call a population risk assessment.

  • A population risk assessment is simply a way of demonstrating to prospects, in real numbers, how valuable Continuous Criminal Monitoring can be. To perform a population risk assessment: Choose a company to target. The more employees the company has, the more impressive the results will be.
  • Feed an employee roster provided by the company into a Continuous Criminal Monitoring system. You will need to collect common identifiers such as name, address, and social security number. (Read our recent article to learn more about adding Continuous Criminal Monitoring to your services as a CRA.)
  • The initial check will likely show at least a few records from the past 12 months. Share the information with the prospect in an anonymous report.

The idea here isn’t to point out which employees to punish. The report you generate from the population risk assessment will show your potential client how exposed they are to risk and why Continuous Criminal Monitoring is a smart investment. This idea may be especially appealing to companies that recently furloughed employees. As employees return to work, companies may be considering background checks to discover if anything concerning happened while their employees were at home.

Get Help Performing Your First Population Risk Assessment

If you’re interested in conducting a population risk assessment on behalf of one of your prospective customers for Continuous Criminal Monitoring, we would be happy to lead you through the process. Click here to get in touch with us.

Population Risk Assessment