Join Mandy Huth for an in-depth discussion in this video Sales: How do I sell security to customers? , part of Security Matters (To Everyone).
(mid-tempo music) - So what do you do when your customer comes to you and says, oh my God, I've been hacked! What am I gonna do? Help me! Help me! Ah! First of all, fear, uncertainty, and doubt, or FUD, is no way to sell security to your customers. Instead, let's talk about four ways that would be very helpful when you're selling security. Number one, become a trusted advisor.
You don't always have to be selling things to your customers. When you become a trusted advisor, you can talk to them about something that will help their business in general. Maybe you know something about GDPR or HIPAA and you can help them become more compliant in their area of business. Two, raise awareness. Raise awareness of the threats by understanding your customer's business. Help them understand which threats present a real risk to their business versus the ones that are just sensationalized by the news.
Three, help them sell. When you become a partner with your customers and you understand their business, maybe you could help them make security a differentiator for their customers. When they're selling too, everybody wins. (upbeat music) And four, know your audience. When you're talking to your customers, make sure you understand their business, but also know who you're talking to. Sometimes you'll be talking to the IT administrators or a very technical person.
Other times you may be talking to business leaders without that technical knowledge. Make sure you talk to them in their business terms. When you become a trusted partner and you sell security with confidence, you're not going to have to run for your life, but you can run to ring that bell. (bell rings)