The expansion of the cybersecurity market presents a great opportunity for cybersecurity companies to maximize their marketing presence and ROI with their agile website security solutions. As businesses are expanding their digital footprints to drive success, the volume of cyberattacks is increasing every passing day. With businesses scrambling to address the growing security threats and evolving security demands, cybersecurity marketers are in a unique position to sell their solutions. But the question is: How to sell cybersecurity services successfully?
When businesses make decisions that will protect their security assets, they often have a lot of questions and concerns. Thus, marketers should come up with a prepared strategy to win sales. To help marketers make the most of this selling opportunity, here is a list of mistakes that you must avoid to enjoy a smooth selling process.
Let’s jump right into them.
5 Mistakes You Should Avoid to Sell Cybersecurity Services Successfully
1. Not Educating Your Clients on Potential Threats
Although most cybersecurity news tends to highlight the security breaches at larger enterprises, there’s no such thing as being too small to be hacked. In reality, it’s the small businesses that are targeted the most.
Start by dispelling such notions by educating your target audience about the real-world cybersecurity threats that can impact all types of businesses. A few risks you should ensure your clients are educated on are:
This is a type of malware that hackers use to restrict a user from accessing their data. They demand a ransom amount, often in crypto, to unlock or restore users’ data.
Spam and Phishing:
This includes unsolicited emails containing malware and spam attachments and links to get inside the users’ inboxes.
Malware: This software is particularly designed by hackers to damage a company’s reputation and steal money.
Educating your clients on security threats and how to protect their networks before becoming a victim can help you sell cybersecurity services effectively.
2. Not Presenting Tailored Cybersecurity Services
Presenting a ‘Standard cybersecurity offer” to every business is the biggest obstacle when it comes to winning clients.
If you want to sell cybersecurity services successfully, start by analyzing your clients’ demands in every industry. In every industry, customers are looking for cybersecurity service providers that provide solutions against the latest vulnerabilities.
For this, you need tailored offerings that address the security threats and risks for different industries. For example, the security threats faced by the food industry are different from that of the IT industry.
That means you need to adjust your sales offering.
Thus, when dealing with different clients, do your homework first. Make sure your cybersecurity sales pitch offers an all-in-one solution that encompasses different elements your clients are looking for. Bundle your services and budget in such a way that it makes sense for your prospects and clients.
Based on how many verticals you serve, you may need to work on multiple offerings, each tailored to the needs of clients in different industries.
3. Sugar Coating the Reality: Don’t Offer What You Can’t Give
Remember: Sugar-coating your offering and lying about your expertise is not going to help you sell cybersecurity services. It will bring no good to you.
In the Cybersecurity market, you will find people claiming to solve everything like a silver bullet. It is rarely possible.
When cybersecurity folks lie about how advanced their solutions are and how they protect business networks, they seem fake and outlandish. This can be a turnoff for businesses that are more interested in real-time solutions than typical and flashy pitches.
Thus, to sell cybersecurity services successfully, resist the temptation of sugar-coating your security solutions. Instead, talk about the possibilities and the extent to which your tool can reduce the security risks.
4. Not Taking Advantage of Cyber Buzz
Cybersecurity is the buzzword around every dinner table today. The development and integration of security solutions is the top priority of key industries. In fact, according to Fortune Business Insight, the Cybersecurity market is expected to grow by USD 376.32 billion in the year 2029.
This presents a huge opportunity for companies that want to sell cybersecurity services. Use every social media platform particularly LinkedIn to highlight your business. Join in discussions, social events, and threads to talk about cybersecurity and the best solutions to mitigate the risks. Jump in at every possibility that arrives to interact with potential clients. You can also join cybersecurity marketing platforms to access a large pool of CISOs, tech executives, etc. to build strong business relationships.
5. Relying on Cold Calling to Get Leads
Here’s the truth: No one likes unwelcoming calls telling them to buy a particular product or service.
Cybersecurity is a sensitive discipline and it requires trust, reference, or prior interaction to build strong relationships. While the nature of cold calling is that the recipient had no prior interaction with the company.
Thus, cybersecurity companies that rely on cold calling to sell cybersecurity services often get a few warm calls. They rarely close deals leaving them exhausted and disappointed.
But why put so much effort into going after the leads when you can convince them to come to you? The latest marketing practices such as content marketing, email marketing, SEO, paid campaigns, and using the power of social media platforms are proven ways to draw your potential clients into an engaging sales process.
Do you want to sell cybersecurity services?
Now that you have learned some mistakes that marketers make in their cybersecurity sales journey, make sure you avoid them to stand out from the rest.
By understanding your target market, tailoring your pitches to their needs, and deploying the right strategies, you can help them understand the need for cybersecurity services, and you as their best partner to meet their compliance and needs.
You can also sell cybersecurity services by partnering with platforms like Execweb, a leader in cybersecurity executive networks. Our platform has helped hundreds of partners to sell cybersecurity services and get maximum ROI. Get started with Execweb today!