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How to Sell Your Clients on Antivirus Services

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When it comes to approaching prospects to discuss security and AV, they will generally have a poor opinion and a number of significant issues around their existing solution. But, if you treat that initial discussion like a feeds and speeds technical argument, the overall high apathy around AV coupled with the belief that solutions are ‘all the same,’ is going to get you nowhere.

Instead, you need to take the customer's perspective and explore the issues they are having with their endpoint security - especially if you’re going to manage it for them or offer them your services. In order to get the sale, you have to be able to position and relate what you can do for them - against what business and operational issues they already have.

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Continuum is the technology industry's only channel-exclusive provider of fully integrated managed IT services, allowing its Managed Services Provider (MSP) partners to maintain both on premise and cloud-based servers, desktops, mobile devices and other endpoints for small-and-medium-sized businesses. For more information, visit http://www.continuum.net/ or follow us on LinkedIn and Twitter @FollowContinuum.