In this episode of Keyboard Samurai, I sit down with Megan Killion, founder of Pisces Growth, to unpack why fear-based security messaging shuts small business owners down—and why most cybersecurity sales fail before they even start.
Megan breaks down what SMB buyers actually care about, how words like “cybersecurity” trigger mental spam filters, and why selling risk without understanding the business destroys trust.
We cover:
Why SMB owners shut down the moment you say “cybersecurity”
How fear-based selling signals you don’t understand the business
Why SMBs care more about money and time than hypothetical breaches
The difference between compliance-driven buyers and everyone else
Why niching and speaking the buyer’s language matters
How to qualify out early instead of wasting sales cycles
If you sell cybersecurity, run an MSP, or market to SMBs, this episode will change how you think about messaging, demand, and trust.
This isn’t about scare tactics.
It’s about meeting buyers where they actually are.
Find Megan here: