Did you know that nearly 80% of businesses are not well-equipped to evade a cyber-security threat?
If you are a cyber-security company, this number is a valid indicator of the demand your product or services hold in the market. So, to capitalize on this demand, efficient strategies to increase your B2B firm’s outreach so that you can ramp up the sales of your cyber security services is the need of the hour.
With ever-increasing cyber threats and data breaches, there is a growing concern among businesses and companies of all sizes about the security of sensitive data. The advent of remote work culture and the rise of digital transformations have made businesses vulnerable to cyber threats, and hence, they are striving to keep their digital assets safe. It has created golden opportunities for cyber security companies to tap into the market potential and reap profits. The cybersecurity market’s revenue, valued at US$185.70 Billion is poised to grow at a CAGR of 7.92% to reach US$271.90 Billion by 2029.
While conglomerates are investing heavily in cyber security, several SMBs remain reluctant to opt for it. It is alarming as 22% of SMBs do not have cybersecurity practices in place to counter cyber threats and in recent times, 60% of cyber breaches have heavily impacted businesses with less than 1000 employees. Owing to financial constraints and citing reasons, like their IT teams cover cyber security, or that they do not have important data, or they have an effective firewall, several businesses refuse to opt for cyber security services.
How Can We Sell Cyber Security Services Efficiently?
According to Cisco, there are around 39,000 cybersecurity companies in the world. So, amidst such fierce competition, staying ahead of the curve, reaching the right audience, and seizing deals is daunting. As cyber threats and the risk of data breaches prevail, safeguarding their venture will always be a priority for every business. As a cybersecurity company, it is time to make hey when the sun shines, i.e., a prime time to capitalize on this unprecedented demand. If you need to know how to sell cyber security services, this blog is a must-read.
Here are some must-know tactics to boost the sales of your cybersecurity services and outsmart your competitors.
1. Uncover the users’ needs and pain points
The first and foremost step while selling a cybersecurity service is comprehending your customer or user or client, i.e., what are the jobs they need done? For instance, if you are selling a milkshake, people don’t buy your product just for its taste, appearance, or the price. They purchase it as it suffices their pangs of huger and sometimes even boredom on their commute to work. Similarly, when you understand your clients will buy a cybersecurity service for the job they need to be done, it becomes easier to formulate a compelling sales pitch.
By understanding if your client needs cybersecurity to mitigate the treat of a malware attack, prevent malicious traffic to their website, patch vulnerabilities in their CMS, or protect their websites from DDoS (Distributed Denial-of-Service), you can customize your offerings as per their need. It allows you to ditch the cookie-cutter approach, offer tailor-made solutions to your client, and differentiate yourself from your competitors. Offering value-based solutions lets yon cement the deal and establish log-lasting relationship with the user, transforming them to a loyal customer and further brand advocates.
2. Draw Attention to ROI
Stating the potential return on investment your client can witness through your cyber security service will tip the odds in your favor. Showing a clear-cut ROI empowers you to win the deal swiftly. Some of the impactful aspects of cybersecurity services you can pitch include, financial losses they can prevent by avoiding data breaches, increased scope for long-lasting customer relationship that paves the way for revenue growth, opportunities to maximize productivity owing to no downtime, the acquired ability to adhere to compliance norms and avoiding legal troubles, and more. Overall, stressing on the fact that your cybersecurity service is worth their investment, enables you to nudge prospects quickly to purchase it.
3. Emphasize the Ease of Integration
The easier it is to integrate a cybersecurity service, the more likely your client will adopt it. With a quick and easy set up process, you can navigate the audience’s focus from challenges to opportunities. A service with seamless integration allows your client to carry on with their day-to-day operations without any glitches. Emphasizing that your cybersecurity service is easy to integrate with the existing systems assures your client that they can incorporate your solutions quickly. A cybersecurity service with easier integration becomes a selling point as you can nudge users to purchase it, as they can adopt it with a minimal learning curve and without having to replace any of their existing systems.
4. Market to the Right Audience
To cement a deal, it is vital to market to the right audience segment. By targeting the wrong audience segment, you lose precious time creating unnecessary marketing spend. Hence, reaching the right prospects that have a final say in the purchase of cybersecurity services will save you time, and money, allowing you to close the deal swiftly. Leveraging contact databases enriched with information about CIO (chief information officer), CDO (chief data officer), CSO (chief security officer), and CTO (chief technology officer) of various companies across the globe enables you to directly get in touch with the apt audience. With such data, you can discover the prospects quickly, pitch your cybersecurity services and, seize the deals.
5. Real-world Examples Go a Long Way
One of the best ways to sell your cybersecurity services is by using real world examples. Showcasing how your service has helped other businesses gives you ample opportunity to create a positive perception about your brand. Creating a positive brand perception lets you to quickly influence the potential prospect to purchase your offerings. Promoting your cybersecurity services to potential prospects via testimonials, client success stories, and case studies is an effective way of boosting your sales.
6. Educate Your Target Audience
A smart way to sell your cybersecurity services is by striking the right chord with your audience. You can gain the trust of your potential prospects by providing them value and not a mere product. One of the best ways to accomplish this is by educating your audience about cybersecurity services. While marketing your offerings to a potential prospect, you can begin by educating them about the cybersecurity services. You can inform your client of the best cybersecurity services that will solve their problem. Besides allowing you win the prospect’s trust, it enables you to establish yourself as a subject matter expert and gain a competitive edge. Targeting your prospects with content marketing, including blog posts, and website content featuring material speaking about the various cybersecurity services you offer and how they can help a business, is an effective way to educate your audience and win deals.
Wrapping Up
If you want to bolster the sales of your cybersecurity services you can put these tactics into practice to achieve positive outcomes. By ensuring hassle-free integration, collaborating with the right audience, and by offering value-based solutions, you can get your services to the limelight, increase your sales and rapidly grow your user base. Cybersecurity is a crucial aspect of business growth. As a cybersecurity company, you can identify this opportunity and empower businesses to evade cyber threats, and thefts, protect their financial interests, and achieve success. By following the above-mentioned tactics, you can take an effective and efficient approach to reach the right audience and win deals.