Providing security solutions has a lot of opportunities. Security is always necessary and often evolving. Threats from cyber criminals, data theft by staff and others, missing computers, viruses, and a variety of other issues drive businesses to spend money to secure their customer and company data. As a result, security solutions don’t go out of favor.
The benefit of IT security is difficult to recognize until something bad happens, similar to house construction and maintenance or automobile insurance. Small and midsized businesses, which have flexible resources and prefer to spend money on initiatives with a clearer, more tangible return on investment, find the situation particularly challenging.
As per the studies, the budget for data security is estimated to grow to $430 billion in 2030, as a result of high-profile data breaches, expanding legislation, and growing privacy concerns. The frequency of breaches at SMBs is increasing, despite the fact that they may not always make headlines. According to a survey, 67 percent of SMBs were victims of cyberattacks in 2020 and 58 percent had data leakage, up from 61 and 54 percent, respectively, in 2019. According to a 2021 analysis, 43 percent of all breaches had small firms as the target.
Hence, let’s learn more ways to sell your cyber security service.
- First, replace the fear element in your presentation with the idea that top-notch security solutions would benefit the company.
Experts advise emphasizing the commercial advantages of purchasing security solutions rather than exploiting businesses’ worries of data loss and network intrusion by cybercriminals.
Companies are more open to purchasing security solutions when you can demonstrate the ROI and how such solutions may enhance business operations. Businesses are exhausted of providers that preach a narrative of panic about cyber attacks and non-compliance.
Instead of repeating the message of panic, you’ll have good results promoting these solutions when you try to analyze a particular profitability business and how it might be enhanced.
- Highlight how complex the solutions are while yet being reasonably priced.
According to specialists, as the industry has evolved, solutions have become more complicated while also becoming less expensive due to the entry of new competitors.
Solutions that were previously exclusively accessible are now widely used. Software solutions often have very few license limits and no minimum spend requirements. SMBs find such conditions to be quite attractive when purchasing solutions.
So, add quality at every opportunity. Decide yourself whatever value you are offering to a client while you are speaking with them on the phone, in person, or even over email. The majority of us, whether we are on the purchasing or dealing side, are overloaded with data every moment. You need to sort through all of this correspondence to see which topics are worth continuing as well as which ones can be slipped.
- Use data rather than emotions to encourage businesses to purchase your solutions.
In order to strengthen the business case for purchasing a solution and fixing risks, conducting a technical evaluation helps to examine network activity and the critical flow of data. The CEO would probably take you more seriously if you demonstrate that some workers’ usage of unprotected interactions with other organizations is a severe security hazard.
The one query you ought to always be willing to respond brilliantly. After you first visit a customer, the standard opening line is— Then what’s unique? You’ve missed a huge chance to advance the topic if you will not have a killer response to this. You have to be acutely aware of any significant change in your organization. Have you just started a new office? When you last visited the consumer, has your staff size massively increased? Have you established any new strategies? Did you complete any interesting projects? Have you been offering any fresh services?
- Provide a managed security solution as it is especially appealing to SMBs
The market for managed security solutions is still expanding. Mid-market and corporate have recognized the benefits for many years, but increasingly, SMB-focused businesses have taken on.
SMB clients frequently lack the expertise necessary to implement the proper security layers and are unaware that a firewall by itself is insufficient.
Small businesses are as likely as big businesses to outsource their security needs because they view this as a less expensive and more secure way to defend their networks. A managed security solution has considerable value since it generates a steady source of consistent income.
- Data loss becomes more and more common among SMBs, add knowledge of that to your portfolio.
Data Loss Protection is quickly expanding into one of the most important technologies in the data protection sector. DLP can assist enterprises to stay out of the news while helping them keep up with their increasing data security issues.
So. learn constantly. You are spending your time, the effort of the client, and the time of your company if you aren’t continuously keeping up with the latest technological developments in general and cybersecurity in particular. Effective searching— What else are new threats? Why is crowdfunding gaining such a lot of publicity? What are the threats of IoT? What are the dangers or benefits of using the cloud? Sometimes sellers ought to be able to respond to these simple questions.
Similarly, don’t avoid security training classes. Motivate and inspire your sales staff to participate in the training programs and go over their cognitive limitations in order to get as much knowledge as they can about the products they are selling. The further their technological proficiency, the greater their potential to grab clients and ultimately sales.
To sum up…
The old rules in cybersecurity are always updating. Due to all this, it’s indeed difficult but also far more interesting than promoting motor cars. Create a sense of certainty and embrace the journey as we do in LeftLeads!
Furthermore, be prepared to describe how you plan to calculate ROI. As already said, it can be challenging to calculate the returns on security investments. Conventional ROI compares investments to possible cost reductions or revenue growth. When it comes to IT security programs, investments are compared against the possible consequences of with above protection.
However, those effects are growing more significant and real every day, therefore making it more difficult for CEOs to defend accepting such threats to the company. You may demonstrate to them how serious and real these hazards are by going through following the above five ways.