ON THE HORIZON
Why You ’ re Obligated To Sell Backup And Disaster Recovery ( DRaaS ) To Your Clients
A friend of mine who ’ s a practicing oral surgeon and business-growth consultant to his fellow dentists and oral surgeons shared with me a shocking statistic : Roughly 90 % of people are not prescribed the full and correct treatment for their optimum dental health and aesthetics . The reason why ? Dentists don ’ t feel comfortable “ selling ” you on an “ expensive ” treatment plan .
Another colleague of mine who coaches chiropractors told me the same : Roughly 90 % of the patients being seen by chiropractors don ’ t even know about other therapeutic treatments that might help their condition because the doctor doesn ’ t like “ selling ” and feels uncomfortable “ stacking the bill ” with additional therapies .
As a patient , how does that make you feel ? Do you feel the doctor is acting in your best interest if they fail to recommend treatment options because they feel uncomfortable with the money aspect ? If you had a major illness , or , God forbid , someone you love did , would you want a doctor who holds back and hesitates on recommendations because of their discomfort with money , or would you want a doctor who offers you all the options and all the latest technologies and medicine , strongly recommends the best treatment plan , and lets you decide ?
Of course , this discomfort in “ selling ” or asking for money is a major reason why most salespeople and consultants never rise above mediocrity , never make the profit margins they could make , and never grow . But this timidity is not just about you losing money — the bigger , more egregious and unforgivable consequence is that you are selling your clients less than they need and failing to live up to the trusted advisor status you purport to have .
Let ’ s take disaster recovery and backup as an example . Right now , how many of your clients are on a backup system that is not adequate , would not allow them to recover quickly and fully from a data-erasing disaster , and would not withstand a ransomware attack ? How many clients of yours are storing critical data in cloud-based applications that are only being backed up in “ current state ” and are not protected against user error , accidental deletion , or a disgruntled employee ? The bigger question is what are you doing about that ?
' Well , They ’ re #@$%!* CHEAP !' You Say ?
EXPAND YOUR SERVICE OFFERING AND MAXIMIZE PROFIT MARGINS WITH BCDR SOLUTIONS THAT FIT ANY BUDGET
HAVE YOUR CLIENTS BACK UP AND RUNNING IN UNDER AN HOUR BY LEVERAGING OUR CLOUD FOR THE BEST DRAAS EXPERIENCE
# BetterBackup
REDUCE OPERATIONAL COSTS AND MAXIMIZE YOUR MARGIN WITH THE SIMPLIEST AND MOST RELIABLE BCDR SOLUTION AT A VERY LOW TOTAL COST OF OWNERSHIP
This may be true , but when they lose their data ( and stats show that 77 % of SMBs have lost cloud-based data in the last year ), will you feel good saying “ I told you so ”? Do you think that will work wonders for your relationship ? Some of you sickos would welcome it , knowing your stingy clients deserve it , and they probably do . But the bigger , more important question is this : Did you do everything possible to warn them and sell them on a more robust disaster recovery solution ( DRaaS ), or did you just timidly mention it one time , if at all ? Did you just assume that “ they won ’ t buy that ” and stop trying ? Have you been bringing this up again and again at every quarterly business meeting or review , or have you not talked to them about it in months , possibly years ?
Yes , some people make poor value judgments and hesitate to spend money on IT that doesn ’ t provide an immediate ROI , preferring to “ chance ” it . But that ’ s where good salesmanship comes in . Most of these same “ cheap ” clients would free up funds for far better disaster recovery if they were properly sold a DRaaS solution .