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Customer Experience

Two indispensable tools to help you seal the deal

Jeff Haden
Business Journalist

Jeff Haden is a bestselling ghostwriter, speaker, Inc. Magazine contributing editor, and LinkedIn Influencer

Jeff Haden
Business Journalist

Jeff Haden is a bestselling ghostwriter, speaker, Inc. Magazine contributing editor, and LinkedIn Influencer

Looking for something to help you land the next big deal? Jeff Haden explores the tech that can help you get the (digital) ink on the page.

Selling: every business owner does it. Without customers, you don’t have a business.

So you know how to research prospects. You understand the psychology of sales. You know how to ask questions, listen actively, create rapport, and present solutions. You know how to negotiate effectively.

Yet sometimes the deal still gets away.

But it shouldn’t. And when it comes to getting in front of people and speeding up signing, sometimes all you need is to add a little technology to your sales toolkit. 

a hand types on a tablet word document

Build rapport with video conferencing

The first decision every buyer makes is a simple one: “Do I want to do business with this person?” The key word in that sentence is “person.”

Ultimately business is conducted not between companies but between people. People want to do business with people they respect, trust and like.

The best way to create and build that relationship is face-to-face; but for most small businesses meeting every lead and prospect in person is impractical and cost-prohibitive.

That’s why a video conferencing service can be so effective.

While you aren’t meeting in person, you are face-to-face – which means you can make eye contact, use body language to your advantage, read the nonverbal behaviors of your potential customers to better tailor your message and your conversation.

You get many of the advantages without the time, cost and inconvenience.

So if you’re the kind of person who knows that if they’re in the room they can make the sale, video conferencing can help you get in a lot more rooms – and face-to-face with a lot more potential clients.

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Get the contract signed immediately

Maybe you used the “direct question” close, saying, “It looks like we’ve covered everything. Shall we move forward on this?” And maybe the customer said, “Yes.”

That’s great – but the deal isn’t closed yet.

Without a signed contract, a “yes” is really just a “maybe.” No sale is closed until the commitment is in writing.  And that’s a problem, because a lot of things can happen – few of them good – between the day a customer says yes and the day the contract is actually signed.

So why wait? Get the signature on the spot.

Digital transaction management services like DocuSign let you securely manage, send, and sign contracts and other important documents. Upload your document, add the names and email addresses of the people who need to sign, and send it to your recipients.

Within seconds, your customers can review and sign –they can even do so while you’re still in the video conference, which makes it incredibly easy to answer questions, revise terms, ease concerns and overcome issues… and seal the deal that much faster.

Online tools won’t turn a poor salesperson into a revenue-generating superstar, but they can help you leverage your skills, engage with more potential customers, build stronger professional relationships… and make it much easier to seal the deal.

And that’s something every small business owner needs.

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