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11 Points a Document Imaging Specialist Should Make in a Sales Pitch

April 30, 2017

Document imaging is cool technology. Being able to run a stack of documents through an auto-feeder and have them show up as searchable digital files in a matter of minutes is some whiz-bang stuff. But, no one invests in a document imaging system because it’s cool. Buyers are looking for a return on their investments - and it’s the ROI that you should focus on when making a sales pitch to a prospective customer.

Instead of explaining how the technology works, focus on the results. Here are 11 points that you should consider including in your sales pitch:

High-level

  1. Document imaging will save money: That’s pretty basic, but that’s where it starts. Whether it’s reducing manual labor or reducing paper storage costs, the bottom line is that a document imaging system can help an organization save money.

  1. Document imaging will help make more money: By improving processes like customer service and transaction processing, document imaging technology should be able to increase an organization’s volume of business.

More specifically

  1. Document imaging will improve efficiency:  Whether it’s reducing the amount of time it takes to pay and invoice, creating a faster employee onboarding process, or reducing the number of keystrokes it takes to enter data into a line of business system, document imaging technologies can be used to increase the efficiency of multiple processes

  1. Document imaging will reduce costs related to paper: Printing, copying, mailing, filing, retrieval, space used for filing cabinets, and costs related to off-site storage should all be reduced with a document imaging implementation.

  1. Improved security: Once a document is imaged and placed into a document management system, access can be controlled and tracked. In addition, all document management implementations should include a secure off-site back-up, which protects against losing documents in the case of a catastrophic event like a fire or flood.

  1. Document imaging is a bridge to electronic transactions: Almost every line of business manager would like to do away with paper altogether and reap the efficiencies gained with transitioning to purely electronic transactions. Often though this is an unrealistic goal due to inertia related to certain business practices. Either customers or employees are often used to working with paper and asking them to move away from it would be a significant enough change that it could severely disrupt business. Document imaging enables paper transactions and interactions to continue on the front-end of a process, while offering the efficiencies of electronic transactions on the back-end.

Vertical- or application-specific

  1. Healthcare: Document imaging can improve compliance with HIPAA, help organizations meet electronic medical records requirements, and improve billing processes.

  1. A/P: Document imaging can significantly decrease the cost of processing invoices, as well as improve turnaround times, enabling users to better collect on early-pay discounts. It can also be used to provide insight into payable process, which can be used to better manage financials and even negotiate more favorable terms with vendors.

  1. Financial Services: Document imaging can be used to assist in compliance with a number of regulations related to mortgages and other financial transactions. It can also be used to improve customer service by speeding up transaction turnaround times and offering improved accessibility to customer documents.

  1. Insurance: Document imaging can be used to improve processes like claims processing and underwriting by getting information more rapidly into the hands of adjusters and underwriters.

  1. Government: Document imaging can help with compliance with regulations like the Freedom of Information Act, as well as the E-Government Act of 2002.

These are multiple points that a document imaging specialist can make in a sales pitch. Each one (especially the vertical points) will not be applicable to every customer. The best pitch is to know your customers paper-driven business processes, and pick out the three points that are most relevant to them.