PITCHING 5 STEPS

Step 1 The Interest Pitch: Overview of FileTrail under 2 minutes. We have file tracking software called FileTrail that helps you find any file, any time. It saves time Reduces costs by eliminating lost files and automating many processes related to handling files and boxes. Uses bar coding and color coding for tracking and provides search and request tools at every desk.

Step 2 Uncovering Prospect’s Business Pain(s) What are the problems you have related to handling or processing paper work? What are the activities that you see as wasting the most staff time? How do you think tracking the locations of files will help you? How will staff save time by being able to search the file inventory at their desks?

THE BASIC DEMO PITCH: Step 3 Pitch the Demo I would like to set up a demonstration of the FileTrail solution for you. In one hour we can show you how to solve the problems we just discussed, to save labor and reduce costs. From your desk we will login and use a real, live system – not a demo, not a slide show, but a real system. This way you will really experience how easy the system is to use. When do you think we might be able to set up a time for you and other key people to see the system?

Step 4 Identifying the Environment When preparing for a demo finding out additional information ahead of time is helpful : IMPORTANT QUESTIONS ABOUT THE ENVIRONMENT: How many file rooms are there? Are they staffed or unstaffed? Do you currently use color coding or bar coding? How many new files do you create each year? How many staff work in file rooms? Who is your off site storage vendor? Do people need access to these records from other office locations? Does relevant data exist in another system prior to the creation of new folders? Fyi: Survey in Emanage...

Step 5 Identifying the Tracked Items When doing a demo it is helpful to show the prospect information about their records. If you can collect more detailed information a demo can be configured specifically for this prospect. What Categories of records are you wanting to manage? (Claims, Policies, Correspondence, etc.) What parts of the Organization are involved? (HR Dept., Tax Dept., a Subsidiary, etc.) What types of Media are involved? (Boxes, Folders, CD’s, Microfilm, etc.) What are the terms that identify the items you want to track? (Account Nbr, SSN, Date, etc.)