An MSP is like a parachute -
When I say a managed service provider is like a parachute, what I mean is that an MSP, a much like a parachute, is nice to have most of the time, but when you need it, you really need one. This is one of the dilemmas that MSPs and IT consultants face when they sell security software and backup tools and disaster recovery and services. Essentially, many customers who say "not now" are willing to bet that they will not be the victim of a cyber-attack failures, malware, and / or just out-and-out material that we know occur regularly.
during the First World War, the drivers were not wearing parachutes because they thought it was dishonorable to jump from a plane on fire. Obviously, their only option was fatal, but as we always say, "There is just not without explainin" poor judgment. "The same deadly metaphor applies to your customers, if they ever really needed a parachute as a talented and skilled MSP and / or computer consultant.
sell business continuity services, however, you need to get your customers understand the risks they face. a great way to do this is to ask them whether or not they have insurance on their building, life, equipment, intellectual property, vehicles -. and of course, they do so they have assurance everything related to their company, but the most valuable part of their asset list :. their data
Without their data, they will be out of business. Without a rapid restoration of their data disaster, competitive predators pounce on their client lists and destroy society. So instead of boasting all the features of the products or services you are recommending, focus on the cost to customers and prospects of not having backup recovery capabilities / appropriate disaster within their network.
I am sure that World War I pilots fell to their death, they wished they had not been as honorable and use rescue equipment. Similarly, disaster and customers are in danger of losing their most valuable asset they wish they had not played with the disaster and listened instead.
The tragedy for pilots during the war years was that the parachutes were readily available and have been successfully used by the pilots who flew the old airships. The same goes for your customers - security and backup are easily available and have been used successfully for decades. But the lesson is, when you need a parachute, you really need a parachute. And when you need an MSP, you really need that MSP.
Although millions of businesses run every day without good, or even poor IT infrastructure and support. They run, but for how long? And what it will cost them when something goes wrong? Then talk about the cost of all insurance policies a customer has in place, then ask what damage would occur to his business if the company's vehicles were stolen. The answer is, "Not much." What would happen if the office furniture was stolen? Again, "Not much." But if the data from this business were stolen, Focus destroyed, lost or unrecoverable, the answer would be: "Oh, my God"
on this and compare the customer the cost of insurance policies to the services you offer Do not call!. recovery backup and disaster -. call the insurance business continuity or better yet, call your business parachute
GIL CARGILL is principal of Cargill Consulting Group Inc., a consulting firm sales and sales training in Los Angeles he founded in 1978 .
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