The following article appeared in ChannelPro Network
Want to increase the number of security solutions your clients purchase? Give them something of value up front for free. By Art Gross
In the spirit of “go-giving,” some MSPs provide valuable information to prospective customers that can make them more receptive to additional conversations later on.
When Peter Verlezza of SMB Networks LLC held a cybersecurity seminar for SMB prospects, for example, he invited an FBI agent to make the presentation. The agent spoke of the risks while Verlezza armed attendees with tips to prevent data breaches and safeguard their data. Selling security solutions was not on the table.
In the same vein, rather than convincing customers why they needed to buy his company’s cyber-forensic software, Phillip Long of Business Information Solutions invited prospects to a security lunch and learn. He gave them information that could help them stop a hacker in his or her tracks.
