Safety Professionals! How are you selling Health & Safety within your company?

In the world of Marketing all that matters is 'What problem are we solving for our customer' You may believe that you have the best product in the world, but it is of no interest to your customer if it does not solve their immediate & certain problem.

This is the same in health and safety with our new initiatives. As safety professionals we need to sell to our internal customers including our Managing Directors, Departmental Heads, Managers, and those on the tools.

This should be easy sell, right? We are reducing the risk of injury or even death!! Unfortunately, this is not the case.

In your company, safety is competing with a range of more immediate and ‘certain’ problems including financial concerns, workload capacity, price inflation & keeping the customer happy. These problems are all certain, visible and happening right now. The quantity surveyor doesn’t want anybody hurt… but look at from his cognitive perspective. “We haven’t had any accident recently, so there is not an immediate problem that needs solved. Yes, we need to improve our safety in the future, but first we need to solve my immediate material cost problem”.

The issue with this is that in business immediate problems are always presenting themselves and the long-term ‘uncertain’ problems never get the attention they deserve.

As a safety professional we need to sell the benefit of good health & safety. We need to engage, build relationships and add perceived value with the other departments. The key is to LISTEN to their problems, then develop a strategy that outlines how good H&S will solve their problem

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