Tuesday, August 17, 2010

Post-Demo Email Practices

What should you include in a post-demo email to the customer, beyond “thank you”?

Clearly, it should include any materials or information promised during the demo meeting – or, at minimum, a listing of the items promised. It should also, in my opinion, include any action items promised by the customer, along with the dates agreed upon for completion of both sets of items (vendor and customer).

A more “complete” version of a post-demo email can include a summary of the key capabilities that were demonstrated. This listing helps to reinforce the customer’s memory and can also serve as a vehicle to support vision generation, up-selling/cross-selling and out-flanking competition.

Additionally, I often suggest wording along the lines of “I’m glad we were able to invest the time together yesterday in our demonstration meeting…” as opposed to “Thank you for giving us your time yesterday”.

Any other ideas?

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