Selling services like cybersecurity, vCisos, and compliance can be a challenge for many MSPs. Clients often don’t realise the importance of these services until it’s too late. To be successful, MSPs need to position themselves as trusted advisors, offering solutions, not just products, while avoiding a hard-sell approach:
3 QUICK FIXES
Zero Bullsh*t Education
Rather than delivering a long, overwhelming webinar, offer a short 10 minute review of their IT risks, highlighting the most urgent issues and suggesting practical solutions. This approach keeps the conversation focused and relevant to the client’s business.
No Industry Use Cases, No Problems
This approach keeps the conversation focused and relevant to the client’s business. You don’t need specific case studies to make a sale. Focus on building rapport and engaging in a real conversation about the prospect’s challenges. By listening closely to their pain points (whether it’s reducing costs or managing risk), you can show how your solution fits. When you connect personally and address their needs, the value of your offering becomes clear, even without an exact case study.
Take a Consultative Approach for Cybersecurity
Instead of selling a generic cybersecurity package, perform a phishing test on the client’s employees. When they see how easily staff can fall for scams, it demonstrates the need for stronger security measures, turning an abstract concept into something tangible. Many MSPs focus on selling the feature of their services but what clients care about is the business impact.
Sales teams need to shift their approach, focusing on how these services reduce risks and ensure compliance. With the right sales traning, MSPs can build stronger relationships, address client concerns and secure long term contracts.
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