How To Sell Disaster Recovery

Help Your Customer Realize The Need

Think of selling disaster recovery like selling insurance. You are trying to get a customer to give you money just in case something goes wrong. It’s just like car insurance, no one says to themselves, “I sure am glad I give hundreds of dollars a month to my insurance company!” That is until they get into an accident. Likewise your customers know it’s possible that data, applications, and systems can corrupt or fail, leaving their business partially or completely inoperative. They realize the need for disaster recovery.

But then comes the question of just how much to protect. You want everything protected:

1. because it makes everyone’s life easier if something should fail and
2. because it does bring in more revenue. It’s probably safe to say the customer is thinking in somewhat the opposite direction—minimizing spend and only protecting the most critical parts of their business.

So, how do you put the right price on disaster recovery services so that both of you are happy?