You are in more front doors than almost anyone, which means you see the same problems on every job: a euro cylinder that snaps in seconds, a uPVC mechanism that is about to fail, a night latch that is the only lock on the door. Recommending the fix is good for the customer and good for your business, but it has to be done honestly. Here is how.
Lead with the problem, not the product
Customers do not buy cylinders; they buy not being burgled. Frame every recommendation around what you actually saw:
- “This cylinder is the type that snaps in seconds with a pair of pliers” beats “you should buy this 3-star cylinder”.
- “This gearbox is worn and will stick within a year” beats “I can fit a new one for you”.
- “This door only has a night latch, which anyone can open from outside” beats “you need a mortice lock”.
When the customer understands the problem, the upgrade sells itself.
Give options, not a demand
Pressure is the fastest way to lose trust. Offer a clear choice with honest differences:
| Option | What it means | When to offer it |
|---|---|---|
| Leave it | No work, no charge, you carry on | The lock is safe and the customer is happy |
| Like-for-like | Same standard, new part | The lock is worn but not vulnerable |
| Upgrade | Better standard, usually TS007 or BS 3621 | The current lock is genuinely vulnerable |
Give the price for each. If the customer says no, smile and move on. The next locksmith will not get that chance if you have done the job well and left a good impression.
Know what actually helps
Only recommend upgrades that make a real difference. The most secure locks guide explains TS007 and anti-snap cylinders; point customers to it rather than explaining everything on the doorstep. Recommended improvements that genuinely matter:
- A 3-star (TS007) euro cylinder on uPVC and composite doors
- A BS 3621 mortice deadlock on timber doors
- A key safe for elderly relatives or pet sitters, fitted securely
- Spare keys cut so a lost key is an inconvenience, not a lockout
Leave a paper trail
Write the recommendation down: what you found, what you offered, what the customer chose. A short note on the receipt protects you if a problem comes up later and shows the customer you work to a standard. That is the reputation that brings the next job and the recommendation to a neighbour.
The honest end of the job
Security upgrades done this way become your best marketing. A customer who felt informed, not pressured, will recommend you and leave you a review. Pair that reputation with a steady flow of customers, and make sure they can find you with a free LockList listing.