So you now own an iPad or other type of
tablet and you're wondering if you should use it on a sales call.
Here are 6 quick rules to consider:
1. Don't use it just because you have one.
Who really cares? Just because you own the newest
electronic gadget doesn't mean the customer you're seeing doesn't own one too - or worse
yet, despises people who do own them. It only makes sense to use one on a sales call if
you have a purpose for using it.
2. Do use it if it simplifies your sales call.
Using an iPad can be a great way to easily access rate
information and other critical pieces of information quickly if the need arises. Certainly
having an iPad also allows you to walk into a sales call carrying a lot less
"stuff."
3. Don't use it to "wow" the customer.
Again, who cares? "Wowing" the customer is not
why you are there. You're there to help the customer. Plus, more often than not, the
person who is out to "wow" the customer with a new toy is many times the same
person who doesn't have clue as to how the toy works.
4. Do use it if you want to show your customer information
without leaving them a hard copy.
Having your rate/pricing information on the iPad is a great
way to be able to show the client information without having to leave them a hard copy. In
my opinion, this is the best reason to use an iPad. We've all had experiences where hard
copy information left with a potential client winds up being used as leverage with another
sales representative to get a better quote.
5. Don't use it if the tablet is loaded with a lot of your
personal stuff.
There is nothing worse than having your client take control
of your iPad and suddenly gaining access to various personal files (including potentially
embarrassing information). If you're going to use an iPad on sales calls, then use it just
for that. Don't try to use it for both clients and personal work. Invest the money and buy
two. All it takes is one quick swipe of a finger on an iPad and your client can suddenly
be looking at your personal tax statements or your latest fantasy league picks.
6. Do remember to have it charged before visiting a client.
Yes, the battery life on an iPad is very good - so good, in
fact, that you can easily forget to check the battery level. We can become so used to not
looking at the battery life on the unit that we forget to notice how low it is until we
walk into the most important sales meeting of the quarter. By then it's a little too late
to charge it, and you certainly don't want to be scoping the room for an outlet. Awkward.
With the above 6 tips in mind, you are equipped to make a
wise decision regarding the use of an iPad in your next meeting. Just remember that you
aren't going to impress anyone with any gadget - unless you have a valid reason for having
it there in the first place.
Mark Hunter, "The Sales Hunter,"
www.TheSalesHunter.com, © 2011 |
