Common Objections and How to Respond

Below are effective ways to handle frequent objections during your sales conversations.

Objection 1: "We're a small company—do we really need cybersecurity?"

Prospects may underestimate their risk exposure due to their size. Here's how to address this:

Cyber Attacks Happen to SMBs: Smaller businesses are increasingly targeted because they're viewed as low-hanging fruit. Highlight that cyberattacks on SMBs occur daily, even if they rarely make the news.

Every Company Holds Valuable Data: Emphasize that even if a business doesn't handle customer data, it still has legally protected employee data.

Downtime Costs: Illustrate the financial impact if their business was offline for days due to a cyber incident. Ask, "What would it mean for your business if operations halted for five or ten days?"

Legal Obligations: Remind prospects that all U.S. states have data privacy laws. Compliance is mandatory—even employee data must be protected.

Reputational Impact: Ask prospects to consider the consequences to their reputation if their business suffered a breach.

Common Objections & Response Strategies

"We don't want to change our current service provider or solution."

• Consolidation Benefits: Highlight CYRISMA's bundled approach—combining vulnerability management, data protection, compliance, secure configuration, and dark web monitoring in one comprehensive solution, often at reduced costs.
• Risk Reduction & Compliance: Offer to show how CYRISMA can quickly identify gaps and help achieve compliance without additional costs.

"We don't have the budget for specialized cybersecurity services."

• Value-Focused Solutions: Present CYRISMA as a reasonably priced bundle of essential cybersecurity services.
• Prioritize Based on Need: Suggest initially adopting vulnerability management services as the most critical priority, adding other services as the company grows.
• Financial Impact of a Breach: Highlight the cost-effectiveness of preventive cybersecurity compared to the financial and operational impact of a breach. Use CYRISMA’s Financial Impacts dashboard to illustrate this clearly to prospects.

"We already have an IT team. Why do we need you? How do you add value?"

• Reduce Internal Workload: Explain how CYRISMA complements their existing IT team by handling security-specific tasks, freeing the internal team for day-to-day operational responsibilities.
• Expert Cybersecurity Resources: Emphasize your specialized, up-to-date cybersecurity expertise, providing additional value and security assurance beyond basic IT management.
• Proactive Security Management: Highlight the structured, focused approach that CYRISMA brings, reducing risks that can arise from an overwhelmed or generalized IT team.

Additional Guidance:

• Always personalize your responses to reflect the specific concerns of each prospect.
• Utilize CYRISMA’s built-in tools like the Financial Impacts dashboard to effectively illustrate points.
• If prospects still have hesitations, offering an initial security assessment or demonstration can clarify the immediate value.