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August 8, 2014
Selling data backup and disaster recovery (BDR) and business continuity products becomes a lot easier if you can find customer pain points, but one of the keys to making a sale is knowing which pain points to look for while speaking with a customer.
To find out what managed services providers (MSPs) should be focusing on, MSPmentor reached out to CCNS Consulting owner Karl Bickmore to learn which three BDR pain points his sales team looks for when speaking with potential customers.
Here’s his list of customer pain points when it comes to BDR and business continuity.
Costs of downtime. If customers aren’t aware of how downtime can negatively impact their businesses, show them. Bickmore says his sales team looks for customers with “grave concerns over downtime and the costs related to outages.” Help them find the potential dangers of disasters.
Lack of confidence in backup solution. It’s not the end of the world if a potential customer already has a backup solution. Some customers will express a “lack of confidence in their backup solution,” he says. Here’s where you can be a little technical with a customer to explain why your solution is better (but don’t go overboard).
Evolving threats. “They need to know that their data is protected,” Bickmore says. More and more customers are paying attention to what’s been going on the news. These customers are in need of some kind of an answer to their worries — and you’re the one with the solution.
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