How to Talk to Your Clients About Cyber Security

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How to Talk to Your Clients About Cyber Security

Many MSPs find their smaller clients reluctant to invest their meager IT budgets in formidable cybersecurity. 

Although reports of cyber breaches seem to perpetually spread through the internet like dandelions, many clients are still resistant to paying for comprehensive security. It can be a challenge to get them to consider more than the basics. 

It’s all too common to hear clients say they’re “too small” to be at risk. They think their firewalls and anti-virus software are sufficient to defend against breaches. 

So, how do you conquer this? How do you talk to your clients and convince them that solid security is more than long passwords . . . that even SMBs are vulnerable to both external and internal data breaches? 

How to Talk to Your Clients About Cybersecurity 
 

  1. Get Their Attention 
    Simply telling clients they need more protection– internal scans, network monitoring, etc.— won’t work. You need to make an impression…get them listening. Really listening. Statistics, real-life examples, and financial numbers will help get their attention.  
     
    Show them some impactful stats and stories that target their specific industry and biggest business-related security issues. Illustrate the financial impact of a single breach for a small business. Money talks to owners and executives. Make sure the information you provide is current and up to date. E 

  1. Conjure Interest 
    Now that they’re listening, you need to reel them in. Relate examples or statics directly to the client. Maybe a recent data breach instigated by a terminated employee to gain access with another employee’s credentials. 
     
    Explain how end-user devices are vulnerable and firewalls and other external protections won’t prevent unauthorized users with legitimate credentials from accessing the network. Emphasize that even a company of only ten employees could fall victim to this type of threat. 
     

  1.  Drive Action 
    Now that you’ve got clients thinking about threats and vulnerabilities, offer potential solutions. For example, internal monitoring would discover anomalous behavior like legitimate credentials used by an unauthorized user. . Explain how daily alerts—from your services–will notify them of any suspicious log-in attempts. 
     

  1. Seal the Deal 
    Provide an overview of your services, reveal pricing, and reiterate the cost of a cyber breach dwarfs the cost of your services. To drive home your benefits, you can demo internal scanning software in action., For example, Cyber Hawk—a purpose-built internal vulnerability detection software. 

Click here to learn more about this revenue-generating software.  

For more information on pricing your security offerings, check out our whitepaper: How to Sell and Deliver Internal Threat Detection with Cyber Hawk