Those who own and manage businesses face a steady stream of fear and uncertainty. These professionals are desperately seeking a source of comfort to assure them everything will be alright. When it comes to selling MSP security, touching on prospects’ fear and doubt has the potential to help, yet it can also cause some harm. The question is whether instilling fear is prudent or if it will backfire. In many cases, the answer differs based on the prospect. If prospects are nervous, they will feel as though they have been backed into a corner. Such prospects have the potential to become aggressive. This is the type of combustible situation you want to avoid. Zero in on the areas outlined below and the sales push will prove that much easier.
Security Should Be Thought of as a Process, Not the End Product
Process and procedure are necessary for MSP security. Do not harp on the importance of security tools alone, as they can’t force compliance on their own. Security and compliance require ongoing processes. There is no waving of a magic technical wand to force compliance. It is all about selecting and implementing the right processes to keep data safe. The focus should be on enhancing the actual security rather than touting the alleged merits of supposed digital security solutions.
Focus on Education
Education is essential to strong security. If employees are not provided with at least a basic cyber security education, they will not be fully aware of all the potential threats. After all, if clients are not aware of such threats, the processes and solutions you put in place will inevitably be circumvented. The bottom line is what people do not know in the context of cyber security will only end up hurting them in the end.
Real-World Examples Help
Cyber miscreants are creative and highly sophisticated digital geeks. These individuals do not play by any particular set of rules. They will find a way to gain entry into systems without any concern for morality. Instead of harping on how your services would have prevented a data breach, zero in on selling the potential for a hack, assuming the business will endure a breach at one point or another. The sad truth is just about every business will face a digital attack in the future. What matters is that the proper services and solutions are in place to pinpoint the breach as quickly as possible, minimize downtime and reduce the amount of data that has been compromised.
Do not be completely negative when discussing IT security! The prospect of a data breach is certainly concerning yet a gloomy tone will only depress clients that much more. Delve into the benefits of digital security, focus on the positive, and explain exactly how enhanced MSP security will help.