Selling Data Backup & Disaster Recovery Like a Meteorologist
If your sales team has been struggling with selling data backup and disaster recovery (BDR) solutions to customers, direct them to their local seven day weather forecast — I’m not kidding.
Many of us on the East Coast have recently seen forecasts like the one to the left of this paragraph, filled with a week of human melancholy, leaving many of us inside our homes, fearful of what the sky may bring. (Okay, maybe I exaggerated a bit, but there’s a point to this, I promise.)
Those of us who were skeptical of recent weather forecasts, however, made out. Instead of thunderstorms and rain, the majority Long Island, N.Y. enjoyed sun, clear skies and gorgeous beach weather, which was good for us non-believers because we made plans outdoors, laughing at those individuals who took shelter at home.
Yesterday, though, was a different story. We non-believers drove out to the East End of Long Island to enjoy a long, relaxing day at the beach, toes in the sand, and a beer in hand. Again, the weather forecast said rain, but we rebelled.
What do you think happened next?
A disaster hit the beach: rain, soaking our food and towels, washing off our tanning oil. Were we prepared? No. Did we bring any backup towels, food, or tanning oil? No. The experts warned us, but we didn’t listen.
By now, I hope you understand the moral of this silly story. You, as a managed services provider (MSP), are the meteorologist putting fear in the eyes of your customers — for a good reason.
You understand the importance of backing up data, and you want your customers to take you seriously. A disaster can occur at any moment, just like a thunderstorm during a hot summer day.
It’s better to warn your customers of potential disasters ahead of time than waiting until the clouds form overhead.
