disaster recovery Do you have some SMB customers that don’t seem to buy into the idea of having a disaster recovery plan? Chances are that as an MSP you’ve come across a few customers like this. After all, 75 percent of small businesses do not have a disaster recovery plan in place.

However, disaster recovery planning isn’t something that you should let slide when you’re bringing on new clients. With more threats to protect against than ever before—malware attacks, DDoS attacks, server failure, and more—too many small businesses are leaving their doors open to disaster with no backup plan in place. That’s why it’s essential as an MSP to overcome objections to ensure that your customers are prepared for the worst.  

To help you convince clients who aren’t ready to buy in on disaster recoveryplanning yet, we uncovered the top three objections and how you can overcome them. Then, when your customer is ready to proceed with developing a disaster recovery plan, download our free step-by-step guide, How to Develop a Better Disaster Recovery Plan for Your SMB Customers, to ensure that all your bases are covered.

Common objections

1. “We don’t need to plan for that…” Whether your customer feels like they’re too small to be a cybercriminal’s target or that their building will never catch on fire, this is a common objection that you’ve probably heard numerous times. The fact is that the worst can happen to them, though. For example, a recent report showed that more than 70 percent of ransomware attacks target small businesses.

To overcome this objection, share high-level insights on how different types of disasters would affect their business. A case study or a recent story in the news is a great way to highlight why they should reconsider developing a disaster recovery plan.

2. “We can afford to have a little downtime.” While an SMB customer might be able to afford to lose a little data, trying to recover from an unexpected event could have catastrophic consequences. According to the Institute of Business Home and Safety, 25 percent of businesses that close due to a disaster never reopen.

One way to overcome this type of objection is to highlight the value of Recovery Time Objectives (RTO) and Recovery Point Objectives (RPO). How much data can they lose without significantly impacting their business? How long can they go without this data before it hurts their bottom line? If they are a highly regulated industry, they typically will need tighter RPOs and RTOs to maintain normal business functions.

3. “Creating a plan is too expensive.” If a customer think developing a disaster recovery plan is too expensive, they’re failing to see how expensive an IT disaster could be if they don’t have one in place. According to a recent study the average cost of IT downtime is $8,662 per minute.

Showing your SMB customers the value of developing a plan can be difficult. Can they live without recovering all of their on-premise data if something were to happen? While it costs an average $8,662 a minute in downtime, the same study shows that it takes an average of 27 minutes for a business to get a response team together—provided they have a plan in place. While SMBs might not necessarily have to use their plan, it is always better for their data to be safe, rather than sorry (when it’s gone).

While a disaster recovery plan might not be a foolproof way to protect all customer data, it’s a proactive tool that can help you save your SMB customers from catastrophic data loss.

Lauren Beliveau

Posted by Lauren Beliveau

Lauren is an Editorial Associate at Barracuda MSP. In this position, she creates and develops content that helps managed service providers grow their business. She also regularly writes The MSP’s Bookshelf and our Ask an MSP Expert column.

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