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How can you build customer relationships after an ERP software presentation?

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You've just delivered a successful ERP software presentation to a potential customer. You've demonstrated how your solution can streamline their business processes, improve their efficiency, and increase their profitability. But your work is not done yet. You need to build a strong customer relationship after the presentation to ensure that they choose your software over your competitors. Here are some tips on how to do that.

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Azyan Marzuki

Tech Sales Leader | Specialist in Digital Transformation - Big Data & SaaS | Revenue Achiever

1 Follow up promptly

Don't wait too long to follow up with your customer after the presentation. Send them a thank-you email within 24 hours, expressing your appreciation for their time and interest. Include a summary of the key points and benefits of your software, and attach any relevant documents or resources that they requested or that you think might be helpful. Ask them if they have any questions or concerns, and offer to schedule a call or a meeting to address them.

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Shankar Raj

Global IT & Digital Transformation Leader | Adept at leveraging leading CRM, SAAS, and PAAS solutions (SAP, Salesforce, AWS) to drive business process optimizations and system efficiencies
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It's a pivotal opportunity for the vendor to gain insights into customers' critical pain points and challenges. Successful follow-ups entail (not in order): Proposing and diligently following up on Proof of Concept (POC) initiatives discussed Facilitating meaningful interactions such as coffee chats or Zoom meetings between prospective clients and existing customers. Providing the latest industry trends and highly sought-after business-relevant reports. Advancing the discussion by presenting diverse possibilities and roadmap options, fostering an open-ended dialogue Demonstrating passion and honesty Meeting customers where they are and working with them to delineate their strategic roadmap for the future.

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2 Provide value and education

One of the best ways to build customer relationships is to provide value and education. Show your customer that you are not just trying to sell them your software, but that you are genuinely interested in helping them solve their problems and achieve their goals. Share useful content with them, such as blog posts, white papers, case studies, webinars, or podcasts, that can educate them on the best practices and trends in their industry and how your software can support them. You can also invite them to join your online community, newsletter, or social media channels, where they can interact with other customers and experts, and learn more about your software.

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3 Solicit feedback and input

Another way to build customer relationships is to solicit feedback and input from your customer after the presentation. Ask them what they liked and disliked about your software, what features or functionalities they would like to see or test, and how they would measure the success of your software. This will show your customer that you value their opinion and that you are willing to customize your software to their specific needs and preferences. It will also help you identify any gaps or objections that you need to overcome before closing the deal.

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4 Showcase social proof and testimonials

One of the most powerful ways to build customer relationships is to showcase social proof and testimonials from your existing customers. Nothing can persuade your customer more than hearing from other satisfied users who have experienced the benefits of your software firsthand. Share stories and quotes from your customers who have similar challenges, goals, or industries as your prospect, and show how your software helped them achieve positive outcomes. You can also introduce your customer to some of your reference customers, who can vouch for your software and answer any questions or doubts that your prospect might have.

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Azyan Marzuki

Tech Sales Leader | Specialist in Digital Transformation - Big Data & SaaS | Revenue Achiever
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In my experience, leveraging social proof and testimonials has been a game-changer in software sales. When potential clients see real success stories and hear positive feedback from users in similar situations, it builds trust and confidence. Sharing relatable testimonials provides tangible evidence of the value our software brings. Additionally, connecting prospects with reference customers has proven highly effective. It's like offering a backstage pass to see the product in action from someone who has already reaped the benefits. This approach not only addresses doubts but also fosters a sense of community and trust, ultimately accelerating the sales process.

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5 Nurture the relationship until the decision

Finally, you need to nurture the relationship with your customer until they make the final decision. Don't assume that they will automatically choose your software after the presentation. You need to stay in touch with them, provide them with additional information or support, and remind them of the value and benefits of your software. You also need to monitor their buying signals, such as their level of engagement, interest, urgency, or budget, and adjust your communication and offer accordingly. You need to guide them through the buying process, address any obstacles or risks, and help them make the best decision for their business.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you build customer relationships after an ERP software presentation?

1

2

3

4

5

6

1 Follow up promptly

2 Provide value and education

3 Solicit feedback and input

4 Showcase social proof and testimonials

5 Nurture the relationship until the decision

6 Here’s what else to consider

Technical Sales

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How can you build customer relationships after an ERP software presentation?

1

2

3

4

5

6

1 Follow up promptly

2 Provide value and education

3 Solicit feedback and input

4 Showcase social proof and testimonials

5 Nurture the relationship until the decision

6 Here’s what else to consider

Technical Sales

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