And colo providers get driven down on cost as customers forget the previous catastrophic event. Every dollar spent enhancing a data center is passed along to the customer in some fashion. When your per-cab or per-foot pricing is higher than the competition--even if you can demonstrate more resiliency--it is a harder sell.
You can talk flood plains, gen sets, fuel locations and delivery schedules, CRAH and chiller redundancy, etc. As long as the SSAE16 or SOC 2 is current and there are no lingering memories of an "event" at the facility, it's going to come down to price. It's hard to help customers understand the basic capabilities of colo, let alone pricing differences. It mostly seems to come down to perception of the facility -- and price.
I would propose customers that have stringent RPO/RTO's investigate true geographic diversity. Not just for separation of footprints, but also to be disaster-diverse. Hurricane, tornado, power brown outs, earthquakes, etc.