When selling complex technology solutions it is never done in a short timeframe. Quite often once you have done your demonstration there will be a lengthy period before any decision is made. During this time many things can happen including your competitors doing demonstrations, business issues and a plethora of other items. All these things will conspire against you and your potential success.
What’s the key
Is there an easy way to keep yourself in the frame? The simple answer is yes. If you have been operating your sales process correctly you will have gathered the names of all the folks that were at your demonstrations and also have all the details of the key decision making unit who may not have been present. These are the key to your success.
Keeping interest going
This is all about keeping in their minds. You need to put together a plan of activity for each person that may have an impact on the decision to go with you. The more relevant activities that you have the more of your prospects time you will take up and therefore the less time competitors or other situations can take it up.
What activities can you use? There are many. You have to ensure that you match the right activities to the right people. So the two key types that you have are those that were present at the demonstration and those that were not. The choices you have may look something like:
Those that were present
- A follow up email thanking them for their time
- Arranging a follow up meeting with various individuals to cover off issues that they raised during the demonstration
- Emails covering off issues with proposed resolutions
- Telephone calls to check that everyone was happy with what they have seen
- Organising reference visits where appropriate
- Reviewing proposals with your main contacts to ensure the right solution is being put forward
- Sending through relevant technical details and data sheets
- Providing information on new features and functionality that may be relevant to the prospect
- Sharing success stories and other news about your company
- Sending through notes of congratulations on success that your prospects may have had
- Asking how a personal event may have gone that you had talked to the prospect about
- Etc, etc.
Those that were not present
These people are quite often senior within their business, for example a board of directors. You need to bear this in mind. The list of activities are usually less but can have a significant positive impact on your chances of winning.
- Send through a summary of the positive highlights of the session
- Try to organize a session to present your proposal and highlight the benefits and potential return on investment
- Get them to go on a reference
- Send through success stories about your company
- Congratulate them on any successes that they have
The above will not guarantee success, but they will ensure that interest in you and your solution are kept at the forefront of the prospects mind for as long as possible. Remember if you are not talking to your prospects your competitors will be.