How to Make Customers and Prospects Say YES to Cloud!

If you run a Managed Service Provider, you already know that cloud computing is one of the most powerful tools available to businesses today. However, explaining it to your customers and prospects without a technical background can be a real struggle. You might even be met with blank stares or confusing questions when you bring up the topic.

At Cloud Services for MSPs, we totally understand this challenge! We used to run a successful seven figure MSP ourselves, and we learned firsthand how to navigate these conversations and get our clients excited about the future.

Our approach consistently resulted in a nearly 99% close rate when moving customers into the cloud. Read on for how you can talk to your customers about cloud services and get them to say yes.

Start With The Basics

You need to break the cloud down into its absolute simplest form. I always recommend starting the conversation by asking the prospect what the cloud means to them. Letting them explain their understanding gives you a baseline for the rest of the conversation.

It is incredibly important that you do not get technical with them at this stage! Do not bring up servers or virtual machines. Simply explain that cloud computing is the ability to access their data and applications through the internet. Make sure they understand their data will securely live somewhere other than their office while remaining fully accessible from anywhere.

Focus On The Benefits

Once they understand the basics, you must explain the cloud purely in terms of benefits. Focus on what the technology will actually do for their daily business operations. For example, you can explain how moving to the cloud means they no longer need a bulky server sitting in their office closet.

You can also highlight the convenience of remote access. Explain how they can easily go home at night and still securely check email or run reports. Always try to tie these benefits back to the specific applications they use every day!

Address Their Fears Head On

Addressing customer fears is usually where you will spend the most time during these discussions: business owners frequently worry about where their data is going and how they will access it.

You must reassure them that their data will stay within their respective country, such as the United States or Canada. Remind them that it is still their data, even if it is sitting on a server outside of their physical office!

Many customers incorrectly assume their data is more secure in their own office building. You can counter this by explaining the robust security features of a modern data center. Describe how data centers are typically nondescript buildings equipped with advanced biometric access.

Point out that a local office break in is a massive physical risk. If someone breaks into their office and steals their local server, an alarm system will not make a difference if the police arrive too late. A properly managed cloud environment provides a much safer alternative.

Tell Compelling Stories

Stories resonate with people far more effectively than basic facts. Whenever possible, share a story or a case study about another customer who successfully moved to the cloud. Explain exactly how that specific business benefited from the transition!

The story does not even need to be about a business in their exact industry. Any solid example will help a business owner understand the universal value of cloud infrastructure.

Lean On Your Cloud Provider

Confidence is a major factor in these conversations. You have to truly believe that the cloud is a better solution for your customer!

 If you are ever unsure of how to navigate a prospect meeting, we are here to help. We frequently get on calls with our MSP partners and their clients to help answer unexpected questions. We can represent ourselves as part of your team to help you land those crucial first few cloud deals.

Remember that selling cloud services is all about explaining the why rather than the what.

To leave you with a bit of inspiration, I love this quote from William Durant, the co-founder of General Motors: “Forget past mistakes, forget failures, forget everything except what you’re going to do now and do it.”

Have a great week and weekend!