MSP marketing companies should key in on their backup and disaster recovery services (BDR) when recruiting clients. In many instances, it won’t be enough to simply make a prospective client aware of your BDR protocols. It’s prudent to demo BDR during the marketing process to show prospects exactly how it works. Such demo will shed light on the importance of BDR and possibly change prospects’ opinions regarding this important function. A demo will also serve to alter the way in which prospects view the MSP companies that are vying for their business.
BDR is a True Differentiator
BDR tends to be somewhat confusing to the average person. Many people don’t know why it’s necessary. Some question whether BDR is a vitally important component of an MSP business’s offerings or not. There’s no doubt that BDR is one of the most misunderstood topics amongst business owners, managers, employees and just about everyone else. If you can explain the gist of BDR, why every business needs it and how your company can implement it in a flawless manner, you’ll convert more than your fair share of prospects.
Why BDR Should be Demonstrated
It’s certainly important to make prospects aware of your BDR services. However, demonstrating the absolute necessity of a foolproof BDR system is of even greater importance. When a potential client observes BDR in action, he gains a deeper understanding of its value. Show prospects how BDR is employed, why it matters, and how it can positively impact the bottom line… and they’ll hold your company in higher regard than your competitors.
You can conduct a live demo or show recorded demos. Make sure you showcase real systems being infiltrated and restored with BDR. If you aren’t fully versed on the intricacies of BDR, reach out to your BDR vendor for assistance in your demo presentations.
Showing is More Important Than Telling
Though it’s certainly important to communicate the merits of your MSP marketing business and BDR to prospects, putting those merits on display is even more important. As it’s often said, showing is much more important than telling. People really do respond to a display rather than the spoken or printed word. Showing creates a memorable visual image of BDR in action. This makes an incredibly powerful impact that serves to convince clients about the importance of such a safeguard. Furthermore, a BDR demonstration distinguishes your business from the pack.
Always keep in mind that our society becomes more visual by the day. People respond with great interest to visual presentations rather than somewhat boring monologs and power point presentations. So, stop telling and start showing!
Points of Emphasis
Key in on showcasing the benefits of your BDR approach compared to those who employ plain BDR methods. Make it perfectly clear that your BDR is superior and show exactly why this is the case. The prospect should leave the presentation with a firm belief that your company has an unparalleled backup and disaster recovery plan that promotes seamless business continuity. The odds of such a prospect following through and becoming a loyal customer are greatly increased after he witnesses an in-depth demonstration.
Bottom Line
Offering BDR as a component of your solutions package makes your company quite desirable. BDR really does alleviate client security concerns. However, prospects might need some education as to how specific BDR protocols preserve data integrity. Prospects should be educated about the nuances of particular BDR plans and how these details play an important part in the preservation of uber-important data.
BDR serves to protect important client data in all disaster scenarios. This is an incredibly important competitive advantage. Make sure you educate potential clients about all of the possible threats to data. Though clients might not have endured such a scenario at this point in time, raising awareness of such threats will prove critical to selling them on the importance of BDR. Examples of such disasters range from security breaches to power failures, floods, fire etc.
A comprehensive BDR solution will differentiate your services from those of others. This is especially true if you put in the time and effort to prepare an MSP marketing demonstration that puts the differences between your BDR and that of your competitors on full display. Highlight these differences and convincing prospects to ally with your business will prove much easier.
