Selling BDR: Talk Business Solutions to Customers

As a managed services provider (MSP), it’s your job — your duty — to make the lives of your customers easier, not harder. You do this by becoming an expert in your trade and putting the needs of your customers first.

More than likely, your customers don’t understand backup and disaster recovery (BDR) and business continuity, nor should they want to. They have too many other things going on at the moment (like running a business). This is where your experience comes into play — pitch a business solution.

The way vendors pitch to you is different than the way you pitch to your customers. MSPs understand technology, and they’re looking for a portfolio with answers. Customers, on the other hand, are business people. They don’t want to know how you get it done; they just want you to get it done.

As an expert, you have the answers — or you should. But before you deliver your answers to your customers, be sure they’re the right solutions. Every customer has different wants and needs. Some solutions fit only a handful of your customers — not all of them.

Talk their talk — their language. Pitching business continuity is better than selling backup and BDR. An expert understands who their customers and acts accordingly.

Follow CJ Arlotta on Twitter @cjarlotta and Google+ for further updates on the story above — or if you just want to say hello.