One of the biggest challenges for managed services providers (MSPs) looking to add new clients is that prospects don't always realize their need for managed IT services. A business that may be a prime candidate for your services may be operating under the mindset of, "I've come this far without your help, why should I pay for it now?" The tough part is getting these prospects to answer that question for themselves.
So, how do you go about getting your prospects to that "aha!" moment? You need them to truly understand the risks that are facing them. Once they do, there is a very good chance that they will realize that they can't afford to risk data loss, data breach or the downtime that many of these vulnerabilities present. Instead of preaching to your prospects for hours on end, try challenging them to answer a set of security questions for you to make them realize just how ill-prepared they may be.
When talking with prospects about cybersecurity and your managed IT services, use the following ten questions to guide your conversation. Have them seriously think about each question and present you with their best answers.
SPOILER ALERT: They're likely to either not know or not like the answer to a lot of the questions that you're asking, thus necessitating your services.
Top 10 Security Questions to Ask Your MSP Prospects
1. What type of data are you using and creating on a daily basis?
2. Where is your data being saved and stored (cloud solutions or hosted locally)?
3. Do you see any compliance impacts with your data (HIPAA, Mass Data Privacy, etc.)?
4. Have you implemented any security processes to integrate with current business processes?
5. What are the major security risks that you have identified in your areas?
6. Have you identified how an unauthorized disclosure of data may occur?
7. Have you implemented a control to mitigate that risk?
8. Do you store and work with customer PII (Private Identifiable Information)?
9. Have you identified who might be interested in your data?
10. Are you equipped to handle all of these potential issues and risks on your own?
This last question is the one that will seal the deal. If a prospect is without an IT services provider, or is using an insufficient one, the realization of the need for a good one will only grow stronger with each question. Once you have them hooked, show them what could happen if they continued down their current path. A good way to do this is to show them the cost of downtime. More often than not, you'll be showing your potential clients a number that would force them to close their doors for good.
So, next time a potential client says "no thanks" to your services, you can challenge them with these questions to help them discover their true need for your services.
To learn more about what it takes to master your approach when selling cybersecurity, you can find more videos here that address MSPs' top questions and concerns.
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