Do's and Don'ts: Selling your clients on Email Security Solutions | ExchangeDefender [ Skip to content ](#main) [ ![ExchangeDefender](/assets/images/xd_logo_blue.png) ](/) Email Security ![Platform Overview](/assets/images/m-xd-pro.png)### ExchangeDefender PRO Enterprise-grade email security made simple for every business. [Sign Up](/sign-up) [Live Demo](/demo) [Email Security Stops spam, malware & phishing in real time. ](/email-security) [Encryption Secure your emails, attachments & sensitive data. ](/corporate-email-encryption) [Web File Sharing Easy, safe cloud file sharing with access control. ](/web-file-server) [Live Archive Locked-in email backup & continuity during outages. ](/livearchive-backup) [Emergency Inbox Keep email flowing without interruption if your provider fails. ](/inbox) [Spearphish Train your team with phishing simulations & risk tracking. ](/spearphishing) Managed Email ### Enterprise-Grade Managed Email Reliable, secure, and fully managed email operations for modern organizations. ![ExchangeDefender](/assets/images/managed_email_menu.png) [Microsoft365/Google Email Management Expert management and security for Microsoft 365 and Google Workspace email. ](/managed-email-operations) [AI Advisory Secure, practical AI consulting & implementation for SMBs. ](/management-ai) Company ### ExchangeDefender: 29+ Years of Trust We are a cybersecurity company focused on business email protection, with 29+ years of experience keeping organizations secure, connected, and resilient. ![ExchangeDefender](/assets/images/careers_1.png) [ About Us Learn our purpose, values, and the mission behind every decision. ](/about-us) [ Blog News, product updates and email security insights. ](/blog) [ Capabilities Discover the tech and expertise that keep your email secure around the clock ](/capabilities) [ Careers Be part of a team using modern tech to solve real threats and ship great work. ](/careers) [Partners](/partners) [Docs](/docs) [Contact Us](/contact) Talk to a Human Open menu Menu ---- Email Security [Email Security](/email-security) [Encryption](/corporate-email-encryption) [Web File Sharing](/web-file-server) [Live Archive](/livearchive-backup) [Inbox](/inbox) [Spearphish](/spearphishing) Managed Email [Microsoft365/Google Email Management](/managed-email-operations) [AI Advisory](/management-ai) Company [About Us](/about-us) [Blog](/blog) [Capabilities](/capabilities) [Careers](/careers) [Partners](/partners) [Docs](/docs) [Contact Us](/contact) Talk to a Human March 20, 2018 · [ExchangeDefender](https://www-preview.exchangedefender.com/blog?category=exchangedefender) Do's and Don'ts: Selling your clients on Email Security Solutions ================================================================= \[caption id="attachment\_1417" align="aligncenter" width="759"\][![](https://storage.services.exchangedefender.network/exchangedefender-blog/blog/2018/03/pexels-photo-872957-1024x739.jpeg)](https://storage.services.exchangedefender.network/exchangedefender-blog/blog/2018/03/pexels-photo-872957.jpeg) Learn more about the do's and don'ts when selling security solutions\[/caption\] Let's face it, most IT solutions in the business process fail because users don’t use them. They don’t use them because they see it as another unnecessary time waster in the process they are already accustomed to and count on everything being yet another thing management will soon forget about because they don’t work the same issues all day long. *Sound familiar?* All the new, cool, better, smarter ways of doing something will always lose to users unwillingness and inability to change. **Until someone loses their job or the company gets sued for negligence. Oops!** So, what should you be talking about with your clients? ------------------------------------------------------- **1. Don’t talk about backups – talk about long term email archiving and ediscovery.** **2. Don’t talk about encryption – talk about safely getting data over without getting hacked.** **3. Don’t talk about SPAM – talk about fake senders, fake links** **4. Don’t talk about Phishing – talk about identity theft, compromised passwords and bank accounts.** **5. Don’t talk about Compliance – talk about setting business standards and avoiding lawsuits.** \*\*6. Don’t talk about Web File Sharing – ask how they get important documents to their clients or vendors?\*\***7. Don’t talk about Malware – ask them what they currently do to protect their staff from taking down the whole office.** Your clients have been hearing about **SPAM** and **Virus protection** for over a decades now, they view it the same way they view every other software license cost – part of doing business. The problem in 2018 is that it’s no longer just the technology complexity dictating business spending, regulatory bodies and government are getting involved in it too. Nearly every industry is subject to some new regulation, record keeping process, security audit, assessment or other “time waster” that they will have to deal with. So start clipping news articles and send them headlines with the message *“We really need to set you up with ExchangeDefender so you don’t end up in the next article”* – and I don’t mean it in a sarcastic or fear mongering way at all, nearly a quarter of my office time goes to time travel discussions and things businesses wished they had in place before they got in trouble. **Talk to them now.** **The Bottom Line:** Businesses you are trying to sell technical solutions to are already dealing with a lot of nightmares related to technology. They don’t want another thing to manage, report, customize, tweak and learn: they want something that reduces all of that work. That something is [**ExchangeDefender**](http://www.exchangedefender.com), all-in-one, end-user friendly email solution that removes things they don’t need to look at and makes stuff they are looking for easy to find. I encourage you to talk to your clients less from a technical solution standpoint and more from the business process implementation. Yes, they may trust you because of your technical expertise but what you need them to understand (and what will ultimately earn you the business) is which business issues are going to be addressed by spending a few dollars a month. If they can identify with the problem, they will pay for it to go away because everyone is always trying to reduce costs and labor is the biggest one of them all. Help make them more productive. [![](https://storage.services.exchangedefender.network/exchangedefender-blog/blog/2018/03/blog-post-footer-1-1024x215.jpg)](https://storage.services.exchangedefender.network/exchangedefender-blog/blog/2018/03/blog-post-footer-1.jpg) [ Previous post 2018 Best Sellers: ExchangeDefender Email Security Features March 13, 2018 ](https://www-preview.exchangedefender.com/blog/2018/03/2018-best-sellers-exchangedefender-email-security-features) [ Next post XD Service Manager Beta Release March 22, 2018 ](https://www-preview.exchangedefender.com/blog/2018/03/xd-service-manager-beta-release) Related Posts ------------- [ ![](https://storage.services.exchangedefender.network/exchangedefender-blog/blog/2026/04/xd10.png) 2 Apr ](https://www-preview.exchangedefender.com/blog/2026/04/announcing-exchangedefender-10)### [Announcing ExchangeDefender 10](https://www-preview.exchangedefender.com/blog/2026/04/announcing-exchangedefender-10) [Read more: Announcing ExchangeDefender 10](https://www-preview.exchangedefender.com/blog/2026/04/announcing-exchangedefender-10) [ ![](https://storage.services.exchangedefender.network/exchangedefender-blog/blog/2025/10/top-5-IT-solutions.jpg) 28 Oct ](https://www-preview.exchangedefender.com/blog/2025/10/top-5-it-problems-small-businesses-face-in-2025-and-how-to-fix-them)### [Top 5 IT Problems Small Businesses Face in 2025 — and How to Fix Them](https://www-preview.exchangedefender.com/blog/2025/10/top-5-it-problems-small-businesses-face-in-2025-and-how-to-fix-them) [Read more: Top 5 IT Problems Small Businesses Face in 2025 — and How to Fix Them](https://www-preview.exchangedefender.com/blog/2025/10/top-5-it-problems-small-businesses-face-in-2025-and-how-to-fix-them) [ ![](https://storage.services.exchangedefender.network/exchangedefender-blog/blog/2025/10/what-is-a-watering-hole.png) 22 Oct ](https://www-preview.exchangedefender.com/blog/2025/10/what-is-a-watering-hole-attack-and-why-you-should-care)### [What Is a Watering Hole Attack (and Why You Should Care)](https://www-preview.exchangedefender.com/blog/2025/10/what-is-a-watering-hole-attack-and-why-you-should-care) [Read more: What Is a Watering Hole Attack (and Why You Should Care)](https://www-preview.exchangedefender.com/blog/2025/10/what-is-a-watering-hole-attack-and-why-you-should-care) Search the blog Search Recent Posts ------------ - 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