You've just delivered a great ERP demo to a potential customer. You've shown them how your solution can solve their pain points, improve their processes, and deliver value. But your work is not done yet. How do you follow up after an ERP demo to move the deal forward and close the sale? Here are some best practices to help you achieve your goals.
The first thing you should do after an ERP demo is to send a thank-you email to the attendees. This email should be personalized, concise, and professional. It should recap the main benefits of your solution, address any questions or objections that came up, and propose the next steps. You should also include a link to a recording of the demo, a case study, or a testimonial that reinforces your value proposition. A thank-you email shows your appreciation, reinforces your message, and keeps the conversation going.
Following up after an Enterprise Resource Planning demo is a crucial step in the sales process, helping to maintain momentum, address any concerns, and move closer to securing a decision from the potential client. Send this within 24 hours of the demo. Express gratitude for their time and interest. Recap a few key benefits of the ERP system that resonated during the demo and reiterate how it can solve their specific challenges.
The next thing you should do after an ERP demo is to schedule a follow-up call with the decision-makers. This call should be within a week of the demo, and it should have a clear agenda and objective. The purpose of this call is to review the demo, clarify any doubts, overcome any barriers, and advance the buyer's journey. You should also use this call to confirm the budget, timeline, and authority of the buyer, and to ask for a commitment or a referral. A follow-up call helps you build rapport, establish trust, and move closer to the sale.
Include case studies, whitepapers, or testimonials relevant to their industry or the challenges discussed. Offer links to blog posts, videos, or webinars that further explain the features and benefits showcased during the demo. Suggest a date and time for a follow-up meeting or call to discuss any questions they might have post-demo.
Another thing you should do after an ERP demo is to provide a demo summary to the buyer. This summary should be a document that summarizes the key points of your solution, the benefits for the buyer, and the next steps. It should also include a quote, a proposal, or a contract that outlines the scope, terms, and conditions of your offer. You should send this summary within a day or two of the follow-up call, and follow up with another email or call to make sure they received it and to answer any questions. A demo summary helps you demonstrate value, create urgency, and close the deal.
If during the demo specific issues were raised, follow up with how the ERP can specifically address those. Include technical details or examples if necessary. Offer a consultation with a technical expert or a senior member of your team to discuss their unique requirements in more detail.
One more thing you should do after an ERP demo is to ask for feedback from the buyer. This feedback can be in the form of a survey, a testimonial, or a referral. You should ask for feedback after you have delivered value, resolved objections, and secured a commitment. You should also ask for feedback in a polite, respectful, and genuine way. Feedback helps you improve your performance, increase your credibility, and generate more leads.
The last thing you should do after an ERP demo is to stay in touch with the buyer until the deal is closed. You should communicate with them regularly, but not too frequently, and provide them with relevant and useful information. You should also monitor their progress, anticipate their needs, and address any issues that arise. You should also celebrate their milestones, congratulate them on their success, and thank them for their business. Staying in touch helps you maintain the relationship, ensure satisfaction, and encourage loyalty.
Don’t do an “ERP Demo”!! Do a role-specific demonstration that either shows a ‘day in the life’ or a ‘wow demo’ showing how you automate what they do or power faster decision making…..and then send them a video recording highlighting your differentiation and value proposition!