The portability of a tablet and the fact that it is always connected to the internet makes everyday tasks easier and eliminates the need for piles of paperwork, catalogs, and clunky computers. A tablet is not as messy as shuffling paperwork. It presents as a friendly and unobtrusive tool when you’re with a client in a way a laptop never will, and of course allows access to real time data anywhere anytime.
White papers and price sheets don’t cut it anymore when it comes to getting the attention of your prospects in the field. A tablet loaded with a colorful and engaging presentation, including animated demos, digital catalogs and technical information, becomes a conversation starter to engage customers faster as a trusted consultant. This a great advantage over the obsolete 1-way presentations that have been proven to be less effective. This positive trend challenges you to adapt to shoulder-to-shoulder presentations that create a more intimate and educational sales environment.
Good sales people know to improvise their presentations based on the information they receive from prospects during a meeting. With a tablet, you can lose the projector or printed presentation and focus on responding to your prospect’s input. For instance, you can show your client a 3D model of her house and display your prepared project imagery, offering choices of material and colors. This will help develop a picture of what the prospect can expect the completed project to look like.
Based on the feedback you receive, you can use a tablet to help your prospect and “own” the project. For instance, use a simulator application to visualize specific details as the client explains their vision of the project. Passing the tablet back and forth while collaborating breaks down the barrier between the seller and the buyer as you work together to create a final result. In the process, you show the customer that you are not only listening, but that you understand what they are trying to achieve and that it is important to you to get everything right. If you are unable to get a decision from the prospect on the first visit, this record will serve as a concrete reference that the client can return to when they are ready to make a decision. Just email it to them and your office while you are walking back to your car.
Streamline your sales process by using your tablet for credit card transactions onsite. Instead of having a client write a check during a sales transaction, take advantage of the card reader tool. These programs usually are tied into a cloud-based system, so the transaction can be tracked and immediately added to your financial data online. This way you receive the money from the sale in your account right away.
While tablets can improve portability and onsite sales and marketing, remember,they will never replace your skills as a sales person. Using new technology doesn’t mean you can stop being an effective communicator. Building trust, demonstrating empathy and helping your prospect discover their best solution remains your responsibility.
