When selling Cloud services and Internet Access, I try to ask the prospect, Do you know what the cost of downtime to your business?
With 20 employees, even an outage of 1 hour can be expensive. When selling Uptime, Redundancy, and Disaster Recovery, it is like selling Insurance. You are selling Peace of Mind and Murphy's Law is your friend.
The wacky winter weather has helped agents in Atlanta to sell Hosted PBX. Unable to commute due to snow for a week can close a business.