“This will not happen to us,” is the most common misconception amongst small businesses. They don’t think of themselves as prominent targets. In reality, large businesses and governmental organizations are not lucrative targets for hackers as they are hard to break into. While most hackers are opportunists, they target SMBs that often lack security protection systems. This is why, in 2021, 46% of the total cyber attacks targeted SMBs. Thus, cybersecurity for small businesses has become a critical factor.

It offers both an opportunity and a challenge to marketers who want to sell their cybersecurity solutions.  Here are a few cybersecurity marketing tips to help improve your sales process.

1. Combat Their Objections

Most of the customers have a few objections in mind:

1. Cybersecurity is too expensive and they don’t want to spend money.
2. Cybersecurity for small businesses is not necessary. Hackers attack large businesses only.

Your goal here is to access cybersecurity marketing platforms, find relevant prospects and make them look at it as an investment and not cost-centric. Use facts and previous incidents to make them understand how critical it is to protect their business. Once you educate them about the threats, it becomes easier to convince them into buying your security solutions.

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2. Make Integration Easier

Most businesses avoid getting cybersecurity solutions. They believe new solutions will disrupt the previous workflows, affecting their relationship with their potential clients. Thus, when selling cybersecurity for small businesses, marketers should clear out this misunderstanding. Give them a presentation of how your cybersecurity solutions work and how easily they get integrated into existing workflows.

Add the ‘Easy Integration” feature into your portfolio so that when they go through it, they focus more on possibilities rather than hindrances.

3. Understand Requirements of Different Verticals

When selling cybersecurity for small businesses, marketers should use sales prospecting approaches for different industries.
Cybersecurity marketers wear many caps but they all should have one thing in common: they need to understand individual cybersecurity challenges for every industry.

Some businesses operate with complete remote teams, some SMBs need to protect their highly sensitive data while small companies related to the finance sector can’t survive a financial blow as a result of the data breach. 

So, in order to sell cybersecurity for small businesses, you must be able to address issues of SMBs verticals.

4. Understand How to Bundle Your Offer

As a cybersecurity services provider, you should have a lot of things to offer to get an edge over your competitors.

Most SMBs are start-ups and they have a limited budget to spend on cybersecurity solutions. They would prefer to partner with a vendor that offers a suite of services rather than investing in multiple solutions from different vendors.

Thus, to sell cybersecurity for small businesses successfully, vendors must ensure their products are up-to-date and have the ability to combat the latest cybersecurity crimes.

Cybersecurity for small businesses is no longer nice-to-have but a must-have for businesses. Marketers must use the above practices to get more clients in small-medium businesses.