What Business Continuity Customers Don’t Know
Your business continuity customers are clueless. Technology isn’t their field, and they’re just hoping you can back up their data. In other words, they don’t know much.
And that’s okay — they don’t need to know anything at all. The less your customers understand about business continuity, and backup and disaster recovery, the better it is for you. This means you get to be their advisor and educator. They’ll learn whatever you want them to learn. You’re in control of the curriculum, so don’t be afraid to get up there and teach.
Exclude technical terms such as recovery time objective (RTO) and recovery point objective (RPO) when speaking with customers — talk business instead. After all, business continuity is more about how to keep a business up and running, and less about the technology behind it — at least when speaking with customers.
Just because customers don’t know much in the beginning, it doesn’t mean they can’t learn. Before they begin doing research on their own — or your competitors get a hold of them — teach them what you know. Get them to trust you by showing them the ropes.
Follow CJ Arlotta on Twitter @cjarlotta and Google+ for further updates on the story above — or if you just want to say hello.
