OK – Let me first set the stage. I actually sell enterprise processing infrastructure and failsafe computer systems. I say to my customers, “We don’t care what software you run, we will just make sure it keeps running!” I like to begin the pitch with the foundation and build on that. The foundation is the facility – the data center. If you are trying to run a modern data center from a room in your headquarters, then you are asking for trouble, especially if you have online systems that must be up all the time. The four main ingredients of the data center are power, security, HVAC and internet. Everything has to work all the time. When the commercial power goes out, will the generator start? If a backhoe cuts your internet connection and it takes a week to reconnect, will your customers still be there, patiently waiting? When a minor fire can set off the sprinklers, will you be able to recover your data? Are you really ready for the disaster?
Now what does all this have to do with life insurance? Let me explain.
When I present a clear case for the need to move the system to a real data center where nothing fails – ever – and the cost is less than the fully loaded cost of where they are, what I get is something like, “We have managed just fine so far. Sure there have been outages, but it never put us out of business. But we will think about it and let you know.”
In the classic book on selling, How I raised Myself from Failure to Success in Selling, by Frank Bettger, there is a chapter called “A $250,000 Sale in 15 Minutes.” As the story goes, Frank had heard of an executive who needed key man life insurance and all the big companies had already submitted proposals. Frank was late to the race. But by asking questions he learned that a pending deal required the key man coverage. Frank convinced the executive that he had only one thing to be concerned about – what if he became uninsurable in the next few days while trying to decide which policy to go with? The whole deal would fall through. Frank said that he had a doctor standing by to do the exam and that the executive could have peace of mind by the end of the day. I like this sales pitch so much I included it below for your enjoyment. I have edited it a little for blogability. If it does not give you goosebumps, then you are not a salesman.
The cool part is that as he left he said “now what is the company you represent?” That, friend, is real selling.
So you think you will look into a real data center someday soon?
What can you possibly gain by waiting?Share