Know your Persona
Who cares most about records, compliance, and retention?
Clerk
What is a clerk overwhelmed with daily?
Records Requests, Agendas, other office tasks
What is legal most concerned with?
Risk, Lawsuits
What does “building value” mean?
making it relevant to them
What should you always do when closing?
recap pains & Ask confidently for 2 times
Who cares most about legal risk and defensibility?
Legal Team
What law drives a lot of their work?
FOIA
What must records be able to do in court?
Be defensible
What should you tie your pitch to?
Their needs & problems
If they don’t accept your times, what do you ask next?
Ask what day typically works best for them
Who cares about transparency, oversight, and budget?
Administration
What happens if records aren’t managed properly?
Compliance Risk/lost & unresponded to records
What helps prove defensibility?
Audit Trail / SMA: meta data
What question helps uncover value?
Why does value matter in closing?
No value = not a quality meeting
Who cares about centralization and control of systems?
IT
What does a bad process lead to?
Inefficiency/missed deadlines/wrong redactions (compliance risk)
What’s the biggest compliance fear?
violations / lawsuits
What happens if you don't build value?
No meeting, No Urgency, No Shows & Cancels
What should you ALWAYS recap before asking for the meeting?
their problem, why it matters/how we can help
What’s the biggest mistake when talking to a persona?
Not tying value to their specific role
What’s the VALUE we provide to clerks?
Organization, efficiency, compliance, time savings
How does CivicPlus reduce legal risk?
Ensures compliance + proper record handling
What are the 3 key value questions before closing?
Why should they care / what’s the problem / what’s the risk
What should your close make the prospect feel?
that the meeting is worth their time & relevant to them