November 8, 2013
Managed services providers (MSPs) pushing data backup and disaster recovery (BDR) and business continuity (BC) services onto potential customers may want to start thinking about doing less talking and more showing.
More often than not, customers need to be educated on any offering provided by MSPs, especially BDR and BC. These customers may or may not have worked with MSPs before, so it may take a while trust an outsourced IT department. That’s where your sales team can make a difference.
Instead of selling the offering, sales teams should sell the value of BDR and BC by placing a BC plan in front of customers. Yes, MSPs should explain the offering, but not by preaching it to customers. Going into the technical aspects of a solution may confuse customers, and that’s not what you want.
Remember: Business continuity is not about tech, but business. Sure, MSPs handle the technical end, but small and medium-sized businesses (SMBs) don’t understand that, nor do they care. They care strongly about their businesses, and that’s the angle sales teams need to tackle.
MSPs can relate to these customers by unveiling their own BC plan, placing it on the table, going over each step, revealing why it’s an important piece of the puzzle.
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