If you’re anything like me, your in-person and on the phone sales often come to a close when the prospect signs off on your sales contract. From that point, you can get on with work and send a bill.
But what’s the worst part of closing a sale with a sales contract? It’s the waiting. Waiting for the client to receive a copy in their mail or email; waiting for them to sign it and mail it/fax it/scan it back to you.
This part of the process has always been a killer for me because it gives the prospect enough time to lose confidence in their ability to choose the right product and call the deal off. The solution that I’ve started using is an online contract tool called SignatureConfirm.
This utility lets you make a contract online that another party can digitally sign. You can write whatever you need to in the contract part, and it will show up in your prospect’s email box. The best part is that once they get the email, they can digitally sign it right then and there! I’ve used this tool to narrow my 5-7 day contract waiting period down to less than a day. In some cases when I’m talking to a client on the phone, I can close in 5 minutes!
Me: Hi Bob, thanks for taking my call. Did you get a chance to look at those estimates I sent over?
Bob: Hi Keith! I did, and they look good. We’d like to move forward.
Me: Great! I’m emailing a contract over to you and we’ll start work as soon as you sign off on it. Look for the email from SignatureConfirm. You should have it by now.
Bob: I got it – I just put in the code and check the box?
Bob: Good deal! Do I need to do anything else?
Me: Nope, we’re all set! Thanks for the call and if you need anything call or email me anytime.
This is a true story, and it’s not the only client I’ve signed off like that. The ease of use factor does wonders for the time turnaround. I also have a theory that as a whole, we’re starting to get pretty blind to those little “Accept the terms of usage” checkboxes that you see on web sites everywhere and we’re more apt to click first and ask questions later.
Regardless of how you use it, it’s a good tool and I highly recommend it.