BDR 101: Pitch a Solution, Not a Product
Customers want answers, solutions from MSPs, not products. Pitch BDR solutions to them, not technology.
![Your BDR customers want to know how you not your technology can be of assistance to them Your BDR customers want to know how you not your technology can be of assistance to them](https://eu-images.contentstack.com/v3/assets/blt10e444bce2d36aa8/bltd7eadf7e8e7fd1b3/65266a1b157f4d95fce99cff/techcustomers_0.jpg?width=1280&auto=webp&quality=95&format=jpg&disable=upscale)
We’ve said it before, and we’ll say it again: data backup and disaster recovery (BDR) and business continuity is about people, not technology.
Here’s something to think about: technology conferences are for IT administrators, not end users. Your customers aren’t interested in the newest technology being displayed on a fancy showcase in front of hundreds (or maybe even thousands) of attendees. In fact, they probably don’t even care about your vendors.
As a managed services provider (MSP), you’re presenting customers with solutions, not products (even though we often use both terms interchangeably). When they have questions, they want answers from you — that is, of course, why they hired you in the first place.
It’s about selling the relationship. Customers want to invest in a relationship — and so should you. In simple terms: Products are a part of the backend, while solutions are a part of the frontend, where you’re in close quarters with customers.
Customers aren’t interested in technology aspect of it all nor do they even understand it — that’s where you come in. Pitch solutions to your customers, not technology.
Follow CJ Arlotta on Twitter @cjarlotta and Google+ for further updates on the story above.
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