By Mark Hunter, Professional Sales Coach
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 a 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.
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.
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