“ I sold 11X more in the first two weeks than what the vendor doing the penetration tests did in an entire year !”
- David Javaheri
processes . This reduces his costs , saves time , and provides consistent service . “ When it comes to the penetration test , our vendor did all the work ,” David said . “ The beauty of this is that I can offer the penetration test as a service my company provides or as an independent third-party offering . I can put my vendor ’ s logo on the report or my logo on it . With companies I sold that were not already using my MSP services , I used my logo . With the companies that are already paying clients of mine , I used the vendor ’ s logo .”
4 . Develop Referrals
Prior to offering penetration testing , David wanted to test it and get testimonials . He offered a handful of existing clients the opportunity to get a penetration test for free . “ Not only hadn ’ t I done it but no one on my support team had ever done one ,” David said . “ We had to see the effect of a full penetration test . I told clients what it normally costs and then said , ‘ For you , it ’ s free . It may cause some issues , but we ’ ll be on standby and take care of them . Also , I need you to be a reference for me .’ We didn ’ t encounter any major issues when we ran it , and now I have three clients and three references under my belt .”
5 . Timing Is Everything
David took advantage of a hot market by watching his marketing dashboard . He timed follow-up emails to go out as close as possible to the date the postcards would arrive and made follow-up phone calls within the hour of people clicking on a link in the email . “ Robin always says , ‘ Get ’ em while they ’ re hot ,’” David said . “ I had a lot of success with that .”
David sold four existing clients by calling to tell them about the penetration test and why they should have it . When clients already had cyber insurance , he asked them to send their insurance application so he could review it . “ The moment I saw a penetration test was required , I called them and said , ‘ You said “ yes ” on this , and you should not have . We should do one immediately , because if they catch that you didn ’ t do a penetration test , they aren ’ t going to pay you .’”
The other seven penetration tests he sold became new MSP clients . “ I got MSP appointments from prospects because their IT guy wasn ’ t doing this ,” David said .
By partnering with a vendor that automated these manual processes , David is in a better position to win . Now he has the resources to beat competitors on speed , cost , and frequency .
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