When it comes to selling cybersecurity services, the challenge isn’t just convincing clients to invest in protection—it’s ensuring that the protection is fully implemented and effective. This is especially crucial for MSPs because the risks associated with cybersecurity are too significant to overlook. In my own experience, I’ve seen firsthand how easy it is for things to fall through the cracks, even when working with reputable IT providers.
Let me tell you a story to illustrate this. We were working with an MSP that sold us a comprehensive cybersecurity package, and at the time, it sounded perfect. But later, we discovered that not all the promised protections were actually in place. Now, as a CEO of a company with over 100 employees and substantial daily transactions, the idea that I could have been exposed to such risk was unsettling, to say the least. And I’m someone who understands the importance of cybersecurity!
If this can happen to someone like me, it can certainly happen to your clients. This underscores the need for MSPs to not only sell cybersecurity services but also to educate their clients about what they’re actually getting—and more importantly, what they need.
The Importance Of Education In Cybersecurity Sales
As an MSP, your role should go beyond simply selling a service. You need to ensure that your clients understand the true risks they face and how your services mitigate those risks. Unfortunately, there are plenty of “quick buck” shops out there that are happy to sell a service without educating the client. This not only harms the client in the long run but also damages the reputation of the industry as a whole.
Education is your differentiator. When you take the time to educate your clients, you empower them to make informed decisions about their cybersecurity needs. This doesn’t just build trust—it builds loyalty. Clients who understand the value of your services are more likely to stay with you and invest in additional services over time.
Leveraging Compliance To Drive Sales
One area where education is particularly critical is in compliance. Many businesses today are required to meet certain cybersecurity standards due to regulations or insurance policies. However, the reality is that many insurance brokers and agents lack the technical knowledge to advise their clients on what they need to do to stay compliant. This creates a significant opportunity for MSPs.
By positioning yourself as an expert in both cybersecurity and compliance, you can provide a valuable service that goes beyond what most MSPs offer. For instance, you could offer to review your clients’ cyber liability insurance policies and ensure they are meeting all necessary requirements. This not only helps your clients avoid potential fines or legal issues but also reinforces the value of your services.
Compliance: The Loaded Gun That’s Driving Business
To put it bluntly, compliance requirements are like a loaded gun held to your clients’ heads. They’re being told by insurance companies, governments, and even their own customers that they must be compliant—or face severe consequences. Your role is not to add to the pressure but to provide the solution.
In this scenario, you’re not the one holding the gun; you’re offering the bulletproof vest. You’re providing the services that ensure your clients won’t get caught in the crossfire of a cyberattack or compliance breach. And the best part? This is a service they need, not just want. It’s like car insurance—they can’t afford to operate without it.
As regulations become stricter and cyber threats more pervasive, the demand for compliance-related services will only grow. Your clients are going to spend money on these services one way or another. The question is, will they spend it with you or with someone else?
Conclusion: Educate To Elevate
If you genuinely care about your clients—and I know most MSPs do—then it’s your responsibility to ensure they are fully informed and protected. This means taking the time to educate them about their risks, the solutions you offer, and the importance of compliance. It also means going beyond the initial sale to ensure that all security protocols are fully implemented and maintained.
Remember, selling cybersecurity services isn’t just about making money—it’s about truly protecting your clients. When you take this approach, not only do you build stronger relationships with your clients, but you also position yourself as a trusted partner in their business. And that, ultimately, is the key to long-term success in this industry.
