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How to Talk About Cybersecurity to Clients & Prospects with Mark Lamb from HighGround.io
Manage episode 422172090 series 3277007
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Mastering Client Conversations: Selling Cybersecurity with Mark Lamb
In this episode of MSP Tutor, host Steve Taylor is joined by Mark Lamb, CEO of High Ground and M3 Networks, to discuss the strategies behind selling cybersecurity services to clients. The conversation covers topics such as building trust, the importance of an educational consultative approach, and understanding clients' needs and budgets.
Mark emphasizes the role of storytelling over statistics, the use of frameworks like the NIST Cybersecurity Framework, and how to handle objections and misconceptions. The episode also highlights the importance of aligning cybersecurity with business goals and utilizing social proof to validate services.
Essential for any managed service provider (MSP) looking to improve their sales and client relationships in the cybersecurity domain.
Learn More
Learn more about Mark Lamb on LinkedIn
Check out HighGround for smarter cybersecurity conversations with clients and prospects.
Chapter Markers
00:00 Introduction to MSP Tutor
00:17 Meet Mark Lamb: CEO and Cybersecurity Expert
01:53 The Importance of Educating Clients
03:52 Understanding Client Goals and Constraints
05:30 Handling Client Frustrations and Misconceptions
13:06 Explaining Financial and Reputational Risks
15:18 Using Frameworks to Assess Cybersecurity
19:35 Key Questions for New Prospects
21:53 Differentiating Your MSP Services
23:08 Building Trust with Clients
23:37 Cybersecurity and Insurance Audits
24:00 Creating Urgency Without Fear
28:40 Tailoring Cybersecurity to Industries
32:14 The Power of Storytelling in Cybersecurity
40:15 Addressing Client Compliance and Risk
42:47 Discussing IT Budgets with Clients
45:55 Conclusion and Contact Information
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