Last week, we published a blog post including some data recovery sales and marketing tips for Gillware Partners. This week, we want to switch gears and give some tips for sales and marketing to our online backup Partners.
Although it can take some time to work with your clients to acclimate them to the idea of sending their failed storage device away for professional data recovery, we’ve found that it’s generally an easier sell than backup. Data recovery is a reactive service, so when people need it, they know they need it. Backup, however, is a proactive service and it can be hard to convince people they need it, especially when everything is going right with their computer and they don’t need to restore data. Much like an insurance policy, people don’t often like to spend money on the “just in case”.
When it comes down to it, people know their data is important to them, but they’re often not inclined to protect it properly. They don’t realize the true importance of their family photos or business records until they wind up in the data recovery lab.
Although backup might seem like a hard sell, with some the right approach, you can successfully market backup services to your customers. The first step is educating your clients.
The second step is to position backup to your customers in the right way. Talk about backup like an insurance policy against losing your data. You might think you don’t need it, but when you experience data loss, you’ll wish you had had it. Backup costs just a few cents per day, a small price to pay for data security and peace of mind. You should sell backup just like any of the other vital products and services you offer, like virus protection or computer cleanup.
EDIT: As of September 2016, Gillware Online Backup has been acquired by StorageCraft. Click here to learn more about their backup solutions. Click here to learn more about becoming a StorageCraft Partner.