When you were growing up, did your parents ever tell you to do something, and when you asked why, they shot back, “because I said so.” Did that answer alone convince you to obey or did it make you want to defy your parents – at least until you got a “real” reason?
If you want to persuade people to take action, they need a good reason. And they need to understand and relate to that reason. They need to be able to comprehend the consequence or benefit of forgoing or committing the action.
Young or old, people are more likely to act when they understand why they should do something. What’s in it for them? What happens if they don’t? This mentality holds true when people purchase products and services as well. MSPs won’t get very far if they simply tell prospects their compliance services are excellent. Decision-makers want to know how these services will benefit their organization and what negative repercussions could occur if they opt out. Validate the good, demonstrate the bad.
And this is where MSPs can leverage privacy and data protection laws to persuade clients about the importance of Compliance-as-a-Service. Privacy laws protect consumer rights related to how a business uses consumer data – anything from information gathered through online forms for communication requests to purchase history to health records. The mandates regulate who has access to the data and how it can be used, and also asserts consumer control over the data.