Small businesses often lack the budget to employ full time IT staff, so instead rely on Managed Service Providers (MSPs) to meet their IT and cybersecurity needs. Small businesses know about the importance of having good IT support and will also likely be aware of the need to have some cybersecurity defenses in place, but it can sometimes be difficult to get clients to commit to purchasing the cybersecurity solutions they need to block cyberattacks that could cripple the business.
MSPs therefore need to communicate the importance of cybersecurity and the solutions that are necessary to reduce risk to protect their clients. Without the right solutions in place, clients will be at risk of suffering a costly data breach, and potentially regulatory fines and litigation. It will also be the MSP that will most likely be required to put the time and effort into getting the business back up and running following a cyberattack, and an MSP may also be blamed for not preventing the breach in the first place.
So how can MSPs sell cybersecurity solutions to their clients? What techniques can be used to get clients to commit to purchasing the solutions they need to protect their networks and infrastructure from attack?
Cybersecurity Selling Techniques for MSPs to Improve Customers’ Defenses and Monthly Revenue
Many small businesses will have little in the way of cybersecurity defenses, so this presents MSPs with an opportunity to increase their revenue, but first they must make sure that a client is aware of the importance of cybersecurity and having the right infrastructure and security solutions in place. It is up to the MSP to communicate the need for cybersecurity defenses to block credible threats, as many businesses will not understand the risks they face and the true cost of a data breach.
One of the most important elements of selling cybersecurity to clients is to have a good understanding of the risks a business faces and the level of risk each business is prepared to tolerate. Each business will be different and, most likely, there will be different risks within each business that need to be addressed.
It pays to take some time to audit and review those risks, and then to develop a cybersecurity strategy for the business that is tailored to its needs, rather than trying to sell a standard package of security solutions.
It is unlikely that a small business will be effective at conducting their own cybersecurity risk assessments. By becoming proficient in conducting risk assessments, MSPs will be able to gain a competitive advantage. If an MSP can present an accurate risk assessment to a customer, along with cybersecurity solutions that will reduce all risks identified to a reasonable an acceptable level, it will be much easier to get clients to buy in and sign up for the products and services they need to reduce those risks.
When selling cybersecurity solutions, it pays to focus more on the risks and how they will be addressed, rather than the technical aspects of each solution. That information can naturally be shared if required, but it is better to explain how the solutions meet the needs of the business and the benefits they provide. Cybersecurity solutions are expensive for small businesses, so before a business commits to a purchase – which can involve a significant upfront cost – they need to know the benefits the investment will bring and how it will likely save them considerable costs in the long run by preventing costly data breaches and the resultant downtime.
Customer Support Needs to Include Cybersecurity
Having the right cybersecurity solutions in place is only part of the story. It is also important to ensure that there is adequate monitoring in place. Cybersecurity solutions must be correctly configured and maintained so MSPs will need to make sure the staff is on hand to identify and respond quickly to any threat and neutralize it. Cybersecurity support also needs to be sold to clients.
You must be clear about the different between IT support and cybersecurity support. Clients are likely to need an MSP to provide basic IT support but may also expect the MSP to deal with cybersecurity issues as well. It is vital to communicate the difference and to cover cybersecurity support when onboarding a new client.
By explaining the need for cybersecurity and providing tailored solutions and the right level of support, MSPs will be able to earn the trust of their clients and be able to reassure them that their infrastructure and data will be kept safe and secure. As the business grows, that trust will be invaluable in getting the business to buy into more advanced cybersecurity solutions as their risk profile changes.
When it comes to finding solutions to meet the needs of MSP clients, TitanHQ can help. TitanHQ provides reasonably priced, powerful and effective cybersecurity solutions to block the most common attack vectors, along with a solution for backing up and archiving business critical data.
For more information on these solutions give the TitanHQ team a call and ask about TitanHQ email security, DNS filtering, and email archiving, and the TitanShield Partner Program. MSPs that join the TitanShield Program will be provided with extensive tools, marketing resources, and training aids to help them sell cybersecurity solutions to their clients more effectively.