repellent . They assumed you saw it . Not to worry , it is all done . The only catch is you will have to press a button on an app on your phone every time you have to eat . Sounds weird , right ? The dentist might not be charging you directly for cleaning services , but if they thought you needed something extra , you bet they ’ d convince you to get it before going ahead with the procedure .
Are you even worried about getting oral cancer ? Why didn ’ t they do this sooner ? How does this smartphone app help you ? What are the other things to look out for ?
I ’ ve got some bad news for you here . Every time you just push a new security solution onto your clients , there are side effects , and there ’ s a buyer ’ s journey that gets missed .
But What Do You Do If Your Client Is A Bargain Hunter ?
You can start by showing them their current risks . Get them to connect the dots from the big , scary risks on their network that your solution will address . Help them see their own business , data , or team is at risk . Share stories of others who have had the same risk and what happened to them .
Help them understand and educate them on the risk you are sharing with them . Then , help them understand your solution . This might be instantaneous for some folks , but some may need a little more digesting . Once they ’ ve bought into your solution , and it is their solution , if there ’ s a problem with the
implementation , they will be interested in helping you fix it rather than angry that you told them they had to do this .
Some Might Ask , “ Why You Haven ’ t You Been Doing This All Along ?”
That ’ s head trash .
Cybersecurity is always changing . That ’ s how you should approach supporting your clients and building your cyber stack . When you help a client buy the right solution today , you won ’ t know what they ’ ll need in the next year , let alone the next five years .
You want to make sure you ’ re able to articulate the fact that cybersecurity is constantly changing , and by them simply investing in a managed services package to maintain their network , they ’ re not protecting themselves against today ’ s threats .
That ’ s extremely important for clients you ’ ve had for years .
The Best Approach For MSPs To Have This Conversation With Existing Clients
What I ’ ve found is that you need to show them what has changed and what is at risk . At Galactic Advisors , we ’ ve been helping MSPs successfully explain this through penetration testing .
Business owners or leadership need to really see how important data is impacted if they simply do nothing .
If you show them how vulnerable their network is by using tools similar to what hackers are using today , you will get their attention .
This will give you an “ in ” and an easy conversation for you to bring up the touchy subject of price .
Here ’ s The Bottom Line : Don ’ t Give Away Your Security Services !
I don ’ t think you should ever give your services away for free . I hope that by now , you realize that when you do this , you end up costing yourself more work and problems , and they won ’ t appreciate all the effort .
Be careful of those self-inflicted bullet wounds , folks . n
Bruce helps MSPs take the guesswork out of security so their businesses can grow . He is the authority on that spot where cybersecurity , sales , and operations intersect . Bruce believes no one should have to lose sleep wondering if their systems are vulnerable to breaches . Why would you listen to him ? He ’ s been where you are . Bruce grew an MSP from zero to $ 8.5 million and sold it in January 2020 . Today , he is on a mission to secure a million people by helping MSPs improve their security operations . Bruce ’ s new company provides tools , accountability , and processes that stop hackers dead in their tracks while improving operational efficiency . That ’ s code for helping MSPs protect themselves while improving their bottom line . GalacticAdvisors . com
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