Step 1: Overview

You have now had a good exchange with your customer. You have gained some important insights that should serve you well over the years.

If your customer is like most people, he was thoughtful and honest about his opinions about this opportunity. You should have walked away from the meeting feeling good and with some idea of what it will take before you customer purchases a document imaging system.

Step 4 in the process is fun because you get to send your client a thank you email showing your gratitude for the time that he provided you.

   Step 2: Send you client an email within 24 hours of the appointment

This is the action step that should take you very little time. Send him an email thanking him for his time and mention the benefits of document imaging. Here is a sample of such an email. It not only thanks him for his time but sets the stage for your next meeting.
Hi Sam,

I want to thank you once again for the time you spent with me today. Your insights were very helpful. I'm going to make my decision in the next couple of days, but I'm leaning towards taking this product line on. If I do, could I impose on you one more time and have you take a look at the software. I would like you to put on your customers hat and give me your honest opinion of the software.

I'll get back to you soon and let you know what I decide.

Warmest Regards,
Randy Van Ittersum
   Step 3: What should develop as the result of the action steps that you have taken

I can guarantee that you have solidified your association with your best clients.

I can also assure you that your client is feeling good because he had the opportunity to help someone without getting anything in return.

When we look down the road to the end of the process, this is what you should earn. If you follow these steps with your top 10 customers, you should sell 3-5 of them a document imaging system. That equates to $3,600 to $6,000 of yearly residual income. Let's say that the customer stays with the program for just 5-years; you make $18,000 to $30,000 of income. Your total time commitment will be about 2 hours with each customer, or 20 hours total. This is equal to $900 to $1,500 an hour. More if the client stays with you longer than 5 years. We currently have customers that have been using our software for 11 years.