Salespeople are experts at understanding the customer, building trust, and closing deals. But this time, you didn’t close the deal. Your competitor did.
In talking with our customers, we’ve learned that very often a deal is lost in its final stages. The customer has done their due diligence and is set to sign. Yet, that’s when mistakes can — and do — happen:
- Were you faxing pages or waiting overnight? Blurry piles of paper are so dated, and overnight delivery costs you hours and money. Even worse, both can delay closing the deal.
- Did you make the process too difficult? Many customers must “cc” their counterparts in legal, procurement, and other internal departments. Did they, or you, have to make and route copies? If so, you wasted time and created roadblocks.
- Did you drive them away? Following up on the status of contracts can be awkward for both you andthe customer. Did your follow-up convey desperation? Did you come across as too pushy?
Electronic signatures change the entire game. They’re fast, 100% legal, and easy to set up and use, whether you’re part of a huge corporation using CRM (like TiVo) or a freelancer seeking to sign an important business document.
An electronic signature goes straight into a customer’s inbox, reduces the act of signing to a few simple clicks, and works on any mobile device.
Even better, electronic signatures are fast – 500% faster in many cases, but some customers do even better:
- Information services leader Penton reports getting signed contracts back in two minutes, instead of days or weeks.
- Shred-it, the document destruction company, now gets contracts back in eight minutes, not the usual four days—and by moving swiftly to capitalize on “high initial interest,” they have raised their contract completion rate from 65% to 93%.
- Force.com programming and development firm CodeScience closes US $1 million in monthly revenue with e-signatures.
- Kuhn Krause, a leader in agricultural equipment, now gets dealer agreements signed in minutes, instead of up to a week.
*Reposted from the Adobe EchoSign blog.