What Do You Mean No One Buys Cloud?

Our MSP got started about 38 years ago, and for a long time, our big focus was cloud. It was the huge differentiator that set our MSP apart!

I have talked a lot in the past about the technical side of things, but today I want to share a secret that might surprise you. No one buys cloud.

You are probably wondering what I mean by that since I am always telling you to sell it! The truth is that no business owner wakes up in the morning and says to themselves that they need cloud.

Selling the Feeling, Not the Feature

Businesses and people do not buy cloud: they buy peace of mind. They buy flexibility, convenience, and security. They buy those warm fuzzies that make them able to sleep at night. Statistics show that 70 percent of customers are more likely to buy when someone appeals to their emotions.

If you want to grow your MSP, you need to focus on the emotional benefits and the emotional needs of your customers instead of just the features! You have to ask yourself what your customers are trying to feel.

Solving What Keeps Owners Up at Night

One of the main things that keeps business owners awake is the fear of cyber-attacks. They are concerned about risks even if they do not know the technical names for them. You can appeal to that need for peace of mind by highlighting how cloud is more secure than an on-premise server.

Cloud allows small and mid-sized businesses to take advantage of millions of dollars in security innovation that they could never afford on their own. We invest those millions into the infrastructure so they don’t have to! Plus, there is no obsolescence because the platform is constantly updated with the latest technology.

Owners also worry about the general security of their data and unforeseen events like a malicious employee. Cloud allows for easy disaster recovery, which gives them more of the peace of mind they are looking for.

Surviving the Elements

If your customers are in areas prone to natural disasters, they are constantly wondering if they can stay in business. Whether it is hurricanes in Florida, tornadoes in the Midwest, or fires out West, these conditions create a lot of anxiety!

You can relate to them by showing how cloud allows a business to function in any location and on any device. Employees can travel outside of a disaster area and still work at 100 percent capacity. This removes the issue entirely and lets the owner stop worrying about the weather.

Flexibility and Convenience

Business owners also care about flexibility, even if they do not use that specific word. They worry about how to let employees work from home or how to handle a sales team that needs to stay efficient on the road. They even worry about how they will keep tabs on the office during a family vacation without ruining their time off.

Cloud offers the ability to access data and applications from any device anywhere. By emphasizing these conveniences, you appeal to their deep desire for freedom and efficiency.

The Bottom Line and Growth

Every business owner is thinking about saving money and lowering costs. Cloud removes the need for large capital expenditures and expensive maintenance fees. It moves I.T. expenses from capital to operational, which is a huge help for many owners.

It also allows for scalability! If a business is seasonal, they can up their resources when they are busy and reduce them when things slow down to save money. Beyond just saving money, cloud allows for innovation. It helps owners stay ahead of the competition by allowing them to add new applications or employees with the flip of a switch.

Auditing Your Message

Take a look at your marketing materials, your brochures, and your website. Are they focused on features or the emotional benefits we just discussed?

If you need help moving away from a feature heavy approach, we invite you to join our Cloud Academy. It is free for MSPs and includes marketing campaigns designed with these emotional benefits in mind. We want to help you grow your MSP to seven figures just like we did!

As Albert Einstein once said, “Life is like riding a bicycle. To keep your balance, you must keep moving.” Thanks for reading, and have a great rest of your week!