Step 1: Overview

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

It is now important to send an email thanking your client for the time he gave you to demonstrate the document imaging software.

   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.
Hi Sam,

I want to thank you once again for the time you spent with me today. Once again your insights were very helpful. After meeting with you I am more convinced than ever that every business can benefit from a document imaging system. After all, who wouldn't want to:
  • Increase profits
  • Increase productivity
  • Reduce costs
  • Improve customer service
  • Provide disaster protection by having copies of their critical documents offsite.
One of the reasons's that I choose working with Document Imaging Solutions is that they have an unmatched reputation of helping their customers. In fact in the 11 years they have been in business, they have never lost a customer. There is a reason for that: they actually do more than just sell a document imaging system, they offer recommendations of strategies and tactics that they use in the success of their own business.

I've requested that they add you to their newsletter Strategies & Tactics. I think they will provide you information that you aren't receiving from any other source. In fact, here is a link to a web page that fully describes their free newsletter. But, there is more. On that page there is a video that talks about a free software program that I believe every executive should have on their personal computer. I'd love to tell you what it is but the short video does such a good job of explaining why you need this free software that you are better served if you just watch the video. Here is the link.

{Then include one of the following paragraphs as a closing paragraph.}

{Per our discussion, I will get back to you with a scanner recommendation. I will put together a complete quotation outlining the costs for the entire project, including scanners, software, backup systems and installation. I should have that in your hands within 48 hours.}

{Per our discussion, I will follow up with you in May to see if you are ready to consider a document imaging system at that time. In the meantime, if you think of anyone that would be interested in a document imaging system, please pass my name along to them. It would be much appreciated.}

Once again thank you for your time, your support, and your invaluable insights.

Warmest Regards,
Randy Van Ittersum

   Step 3: What should develop as the result of these action steps

Once again I can guarantee that you have solidified your relationship with your best clients. Furthermore, you should sell 3-5 of your customers immediately.

For those clients that haven't purchased it is important to understand that "no" doesn't mean "no". It just means not right now. For some reason the timing isn't correct right now. So you will want to give it time and keep in touch with them and continue to feed them useful and valuable information. We will tell you how to do this in Step 8.

How do we know this? From experience. We've sold customers that took two years to make the buying decision and I can assure you that no one will fault you for looking out for their best interests.