Client mindset:
"They’re a small business — we can’t justify another cost right now."

My response:
“I get it — but downtime can cost thousands per hour. One ransomware attack, one hardware failure, and you're looking at days of lost revenue, staff productivity, and customer trust. BCDR pays for itself by avoiding that risk.”

Why it matters:
This helps shift the conversation from cost to value and risk avoidance.

Client mindset:
"We store everything in Microsoft 365 or Google — isn’t that automatically safe?"

My response:
“Cloud services protect their infrastructure — not your data. If someone accidentally deletes a file, or a rogue script wipes your system, Microsoft won’t help you restore it past a certain point. BCDR gives you control, not hope.”

Why it matters:
Cloud reliance creates a false sense of security. I use this to clarify who's responsible for what.

Client mindset:
"We're not a bank or hospital. We're just a small business. Who would target us or care if we went down?"

My response:
“That’s exactly why you need it. Small businesses are the top targets for ransomware because they’re easier to hit — and 60% of SMBs that suffer a major data loss never recover. BCDR gives you big-business protection at a small-business scale.”

Why it matters:
I need to show that business size doesn’t equal immunity — in fact, it's often a liability.

Client mindset:
"This sounds like overkill. We’ve been fine for years. If something happens, we’ll figure it out."

My response:
“That’s like saying you’ve never had a fire, so you don’t need insurance. The moment something does happen — ransomware, system crash, flood — you’ll wish you were prepared. BCDR is peace of mind, not just IT over-prepping.”

Why it matters:
This one’s about future-proofing — helping them see that prevention is cheaper than reaction.

Client mindset:
"We’ve restored files before — it wasn’t a big deal. I don’t see why we need more than that."

My response:
“Restoring a single file is one thing. Restoring your entire system? That can take hours — or days — if your server or cloud platform is down. With BCDR, we can get you up and running almost instantly. That’s the difference.”

Why it matters:
They’re thinking in terms of small recoveries, not operational continuity. I need to widen their scope.

Client mindset:
"It sounds like a lot of work and disruption. We just need things to work — not to constantly test them."

My response:
“I completely get that — and that’s why we manage the testing for you. No disruption, just regular proof that your business can bounce back fast if anything happens. Wouldn’t you rather know it works than hope it does?”

Why it matters:
This reframes testing as done-for-you assurance, not an extra burden.

Client mindset:
"A few hours of downtime isn’t the end of the world for us. We’re not that time-sensitive."

My response:
“Let’s walk through that. If your team is offline for six hours, what’s the cost in lost productivity, customer support delays, missed orders, or reputation hits? Most downtime costs add up faster than people think.”

Why it matters:
They often underestimate the true cost of downtime — I use this to make it real.