With the increasing implementation of new technological tools, the market has undergone constant transformations, which involves knowing how to close contracts with customers.
Adapting to this new reality already represents an indisputable need for companies to achieve relevance and attract customers – after all, the public is increasingly familiar with the technologies of the moment, and companies that are not aligned with their consumption habits will certainly be left behind.
For this very reason, more and more companies of all sizes and fields of activity have been adopting innovative solutions such as digital signatures. However, it is still common for many people to have doubts about how to use this feature – and, with that in mind, we have created this special content dedicated to shedding light on how to close more deals using a digital signature.
To clear all your doubts on the subject and start implementing this tool in your business now, continue reading this article!
The biggest challenges for companies when closing contracts with customers
The routine of closing contracts with customers is one of the most important and, at the same time, most troubled processes of any company. Therefore, there are many daily challenges for an efficient exercise of these demands:
costs involved
Traditionally, signing a physical contract involves a series of costs that can represent a real thorn in the manager's side.
These costs range from sending the papers to the signatory, which will involve the services of a courier, post office or carrier, to expenses with printing material. Although it may seem small when we think about issuing a single document, the numbers can grow exponentially when the volume of paper is greater.
Not to mention the issue of space. In fact, many offices have entire rooms dedicated to storing their printed documents, which also demands a series of expenses that can be avoided.
Bureaucracy
The bureaucracy in procedures is also usually a major obstacle for companies, especially with regard to the need for signature recognition in notary offices. This can become a big problem when we talk about an intense flow of contracts per month, as this hiring format can become somewhat time-consuming and stifle the company's operations.
Long turnaround time
All these factors already highlighted end up making dealing with physical documents much longer than it really could be. After all, when the time between one action and another is extended too much, all the important processes are impaired and the intended results are difficult to present.
Record keeping and retrieval
In addition to all the points already mentioned, the use of physical documentation also involves a lot of work with maintenance, since preserving the useful life of the archives requires a series of precautions with temperature, humidity and cleanliness of the storage locations.
Even so, no matter how strict the maintenance may be, the action of time on the documents is inevitable – and occasionally it is necessary to carry out a work of recovering the records.
9 sales strategies to close contracts with customers
Let’s now look at how to overcome the challenges and close contracts with an increasing number of clients.
1. Perform an accurate diagnosis
Deeply understanding the company and the people you do business with is crucial. In-depth research, including social networks like LinkedIn, can provide valuable insights. Avoid closed questions; opt for open-ended questions that reveal more about the customer's needs and interests.
2. Know when to turn away customers
It may seem counterintuitive, but turning down clients who don't align with your services or values can save time and resources. This selection allows you to focus on customers with the greatest potential for closing.
3. Identify decision makers
In negotiations, identifying who has the decision-making power is essential. If you are dealing with intermediaries, provide tools such as presentations so that they can properly represent your proposal to the decision maker.
4. Create a sense of urgency
Adjust your sales approach to encourage quick decisions. Limited-time offers or additional benefits can speed up the decision process, but use this tactic sparingly so as not to appear pushy.
5. Rebut objections naturally
Be prepared to face objections. Having well-thought-out responses that recognize limitations and demonstrate empathy can be very effective in building trust with the customer.
6. Focus on the customer's pain
Focus on understanding and solving customer pain points, aligning their expectations and needs with the solutions offered. This shows that you are genuinely interested in solving their problems.
7. Establish clear negotiation deadlines
Set time limits for decisions and feedback. Keep control over these deadlines and be proactive, contacting the client on the agreed date to monitor the process.
8. Automate closing processes
When the customer is ready to sign, make the process easy. Use digital signatures to speed up and simplify contract formalization. This approach increases efficiency and customer satisfaction.
9. Integrate digital signature solutions
Integrating digital signatures into your sales system further optimizes the process. This guarantees speed, practicality and security, both for the seller and the customer, eliminating delays caused by traditional bureaucratic processes.
How the digital signature can be applied to optimize the customer prospecting process
Much more than increasing the amount of successful sales, a company's workflow needs to go further and focus on the continuous construction of solid business relationships. Naturally, the development of this objective involves a series of attributions, which requires a qualified team, updated and in line with the main practices of the market.
In this sense, the digital signature proves to be an extremely beneficial tool to optimize the customer prospecting process, due to the advantages it presents in relation to the traditional subscription. Check it out below:
- Convenience of signing documents anytime, anywhere
Implementing digital technology in your business is the same as ensuring that your company will operate 24 hours a day. Today, in addition to the fact that most professionals can perform their duties outside the office, digital platforms automate a large part of the service.
Digital signature platforms allow documents to be created, sent, signed and saved from anywhere, from any device connected to the Internet, such as a computer or cell phone.
This is extremely beneficial for the company, which gains in practicality and productivity, and also for the customer, since he will be able to contract the desired solution much more quickly.
- Reliable revenue and cost savings
Since the digital signature eliminates the excessive use of physical material and the expense of transportation, printing and other unnecessary actions, this is reflected in the company's finances.
In addition, automating your contract closing process provides reliability to your sales, and the revenue generated gains in robustness, since the increase in billing occurs quickly and exponentially.
A study carried out by the Ombud recently revealed that implementing the digital signature saves about US$20,00 per document. If we take into account the high document flows involved in the administrative and commercial routines of most companies, it will be possible to have a good idea of the impact of this measure on their revenues.
- Scalability in sales
While the closing of a physical contract involves the participation of several people and a considerable time interval, the same does not occur with a digital contract: the process takes place much faster and more directly, enabling the optimization of the activities of the sales team, which will have more time to dedicate to other actions, more urgent at a strategic level and, consequently, close more contracts in less time.
- Less mistakes
The process of physically signing a document can take days to complete. To shorten this path, the team needs to be sharp in the analysis and control of all procedures – and, in the midst of all this demand, even the most competent of professionals can still make mistakes.
However, the use of a digital signature platform allows the user a perfect level of organization and visualization of the status of the contract, optimizing the entire process and avoiding the incidence of errors.
- Legal validity and data security
Digital signatures have full legal validity, as defined by ICP-Brazil (Brazilian Public Key Infrastructure), a service provided free of charge by the ITI and created in 2001 through the Provisional Measure 2.200-2 to enable the issuance of digital certificates.
It is also worth noting that digital signature platforms have complete data authentication systems and audit trails, which ensure the authenticity of the signatories' identity, in addition to tracking and marking the actions of each document over time. Thus, it becomes impossible for the contract to be modified without the user's knowledge.
- Sustainability
By dispensing with the use of physical material, the digital signature proves to be an extremely viable option from the point of view of sustainability, which is beneficial not only from the aforementioned financial point of view, but also from the environmental point of view, as it contributes to the preservation of resources. natural resources and reduce waste emission levels.
In addition, the perception of the brand by customers is also favored, as the environmental agenda is gaining increasing relevance in society, and the public is increasingly aware of the importance of these issues.
- Optimization of time and agility in document management
All the advantages highlighted above point to an objective and fluid document management, since the processes are uncomplicated and the whole team has the possibility to use their working time to carry out more strategically relevant activities.
- Integration with other software via API
A good digital signature platform can be Easily integrated with other tools. This feature facilitates work on many levels, considering that viewing information and executing demands can be done much more fluidly, and without the need to keep several applications open simultaneously.
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How to register for the ZapSign Complete Plan
ZapSign's digital signature platform is a reference in the market. It is available in three different plans: Free, Professional and Complete. Next, a step-by-step guide on how to hire the Complete Plan, recommended for large companies.
XNUMXst step
First, you must create your free ZapSign account and login. You will then be taken to the home screen.
Go to “Settings” and then tap “Plans & Pricing” or go to this link.
Step
You will be taken to a screen where the two plans available (Professional and Complete) will appear. Go to Complete Plan and click on “Hire”.
Step
On the next screen, enter your personal data and then click on “Continue”.
Fourth step
The next screen will ask for your credit card information. After entering them, check the box below to confirm that you are not a robot and, finally, click on “Finish”. That's it: your plan has been created successfully!
Now that you know everything about closing contracts with customers using digital signature, we invite you to click here to get in touch with one of our specialists to hire a customized plan that meets the needs of your company!
