What Are We Trying To Accomplish In This Presentation/Meeting

• Express why a disaster plan is important
• Help them understand this plan isn't only about calling a restoration company after a sprinkler head break. It's about being prepared and having access to your facility data for any reason. Security, equipment manuals, maintenance reasons, vendor management, HR, onboarding new employees, and much more. Again, this isn't only about calling the restoration company. If you use this approach, it comes off real sales-y. We are trying to equip them with something that is truly a helpful tool/resource.
• How does the facility currently handle water and other emergencies
• What information about their building would they love to be able to access from anywhere on any device
• If they have a plan or a partial plan, great, what else could be included that they feel is missing? Such as a 3D scan with a Matterport. 
• When was the last time their plan was updated, who created it or updated it? Where is the plan saved and how is it accessed?
• Who do they currently use in the event of a sprinkler head break?
• Show them using the ERP tool with a demo account of what type of data they can upload, how they can access it and more. Ask them, what else could they add in here that would be helpful
• Always end with - "What would prevent you from using our ERP tool for your disaster plan?"

What We Need In This Meeting To Be Successful

• PPT Presentation we're comfortable with
• Bring a notepad and open ended questions (you can use our ERP Meetings sheet). You don't need to ask all of them, every meeting is different. The goal is to ask as many open ended questions as possible to get them to see the benefits of having an online disaster plan. 
• Be familiar with common objections. We provide you with an objections sheet in your downloads account. Calmly diffuse the objection and ask open ended questions in response to find the true pain point.