Today, I’m going to show you simple steps to be more effective at selling cyber security products.
It matters because a lot of prospects and clients push back, feeling that cyber security protection is optional and/or that you are simply pushing products to them which triggers sales resistance.
MSPs fail to sell cyber products in addition to their bread and butter offering and end up being caught up in a crossfire, left to deal with tighter margins and dissatisfied customers.
69% of buyers say “ Listen to my needs”
1 – Build your client profile
One of the first things you should be doing is to understand what your Ideal Client looks like and build a client profile.
Once you have you’ve built an Ideal Client Profile , you should be asking questions that will help them understand which business areas require more support. You could be asking questions like the following:
- Are you protected against internal threats and accidental leaks?
- How secure is your document sharing and internal communication?
- How do you manage security risks for remote employees?
2 – Lead with fear
There’s a myth that SMEs are less vulnerable than bigger corporations to cyber attacks. It’s important to know that a cyber attack on a small UK business costs on average £10,830 (Twenty-four.it, 2024), without considering the impact on reputation, which has a knock-on effect on suppliers, brand, etc.
This figure may not be entirely representative of sector-specific attacks, which can be much more significant in terms of financial damage.
3 – Simplicity always wins
If you need a team to support you with your sales, one that you can bring on and make redundant upon satisfaction, consider an Outbound Revenue Partner like Topsalesdev that will handle the sales cycle from beginning to end. Get in touch!
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