{"id":1416,"date":"2018-03-20T09:17:17","date_gmt":"2018-03-20T14:17:17","guid":{"rendered":"http:\/\/www.exchangedefender.com\/blog\/?p=1416"},"modified":"2018-03-20T09:17:33","modified_gmt":"2018-03-20T14:17:33","slug":"dos-and-donts-selling-your-clients-on-email-security-solutions","status":"publish","type":"post","link":"https:\/\/www.exchangedefender.com\/blog\/2018\/03\/dos-and-donts-selling-your-clients-on-email-security-solutions\/","title":{"rendered":"Do’s and Don’ts: Selling your clients on Email Security Solutions"},"content":{"rendered":"
\"\"<\/a>

Learn more about the do’s and don’ts when selling security solutions<\/p><\/div>\n

Let’s face it, most IT solutions in the business process fail because users don\u2019t use them. They don\u2019t use them because they see it as another unnecessary time waster in the process they are already accustomed to and count on everything being yet another thing management will soon forget about because they don\u2019t work the same issues all day long. Sound familiar?<\/em> All the new, cool, better, smarter ways of doing something will\u00a0always lose to users unwillingness and inability to change.\u00a0Until someone loses their job or the company gets sued for negligence. Oops!\u00a0 \u00a0<\/strong>\u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 <\/span><\/p>\n

So, what should you be talking about with your clients?<\/span><\/h2>\n

1.\u00a0 Don\u2019t talk about backups \u2013 talk about long term email archiving and ediscovery.<\/span><\/strong>
\n 2.\u00a0 Don\u2019t talk about encryption \u2013 talk about safely getting data over without getting hacked.<\/span><\/strong>
\n 3.\u00a0 Don\u2019t talk about SPAM \u2013 talk about fake senders, fake links<\/span><\/strong>
\n 4.\u00a0 Don\u2019t talk about Phishing \u2013 talk about identity theft, compromised passwords and bank accounts.<\/span><\/strong>
\n 5.\u00a0 Don\u2019t talk about Compliance \u2013 talk about setting business standards and avoiding lawsuits.<\/span><\/strong>
\n 6.\u00a0 Don\u2019t talk about Web File Sharing \u2013 ask how they get important documents to their clients or vendors?<\/span><\/strong>
\n7.\u00a0 Don\u2019t talk about Malware \u2013 ask them what they currently do to protect their staff from taking down the whole office.<\/span><\/strong>
\n<\/span><\/p>\n

Your clients have been hearing about SPAM<\/strong><\/span> and Virus protection<\/strong><\/span> for over a decades now, they view it the same way they view every other software license cost \u2013 part of doing business. The problem in 2018 is that it\u2019s no longer just the technology complexity dictating business spending, regulatory bodies and government are getting involved in it too. Nearly every industry is subject to some new regulation, record keeping process, security audit, assessment or other \u201ctime waster\u201d that they will have to deal with. So\u00a0start clipping news articles\u00a0and send them headlines with the message \u201cWe really need to set you up with ExchangeDefender so you don\u2019t end up in the next article\u201d <\/em>\u2013 and I don\u2019t mean it in a sarcastic or fear mongering way at all, nearly a quarter of my office time goes to time travel discussions and things businesses wished\u00a0they had in place before they got in trouble. Talk to them now.<\/strong><\/span><\/span><\/p>\n

The Bottom Line:\u00a0<\/strong>
\n<\/span>Businesses you are trying to sell technical solutions to are already dealing with a lot of nightmares related to technology. They don\u2019t want another thing to manage, report, customize, tweak and learn: they want something that reduces all of that work<\/u>. That something is ExchangeDefender<\/strong><\/a><\/span>, all-in-one, end-user friendly email solution that removes things they don\u2019t need to look at and makes stuff they are looking for easy to find.<\/span><\/p>\n

I encourage you to talk to your clients less from a technical solution standpoint\u00a0and more from the business process implementation. Yes, they may trust you because of your technical expertise but what you need them to understand (and what will ultimately earn you the business) is which business issues are going to be addressed by spending a few dollars a month. If they can identify with the problem, they will pay for it to go away because everyone is always trying to reduce costs and labor is the biggest one of them all. Help make them more productive.\u00a0<\/span><\/p>\n

\"\"<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

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