Marketing
Technology Is a Tool, Not a Crutchby Tim Connor
Many salespeople are relying too heavily on technology today as a sales tool to:
contact new prospects
maintain contact with current customers
handle after sales service issues
cultivate relationships with customers
Although technology is a wonderful tool and has made it possible for salespeople to save time and stay in touch – it is at what cost? Relationships, especially sales relationships, are about people. People want and need human contact. This email tip is a wonderful way to stay in touch with my clients and prospects, but it will never replace a personal visit or telephone call.
How often have you sent an e-mail vs. picking up the phone?
How often have you sent a fax vs. setting an appointment with a customer to discuss the issue?
YES – technology lets you get more done easier and is often faster (I mean, I am sitting at my computer in my home-office with a glass of wine while I write this, and who knows where you are or what you will be doing when you read this.) I love technology, but I also enjoy talking with my friends, visiting with clients and getting to know people on a personal basis – face to face. Nothing can ever replace that – not the fastest computer, glitiziest (not a word, I know) website or smallest hand-held device.
Why not try the following for the next 30 days (if you can stand the high-tech withdrawal):
Call 1 friend every day.
Call 5 clients every day just to say hi.
Call a relative to say you were thinking about him/her.
No e-mails except when absolutely necessary to send critical information. I know it will be hard, but, hey, they might enjoy hearing from you.
Be careful not to assume that everyone is as technologically advanced or competent as you are.
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Tim Connor, CSP, is a professional speaker and expert in the fields of management, sales, team building, and customer service. He's the author of 19 books and can be reached at 704-895-1230, speaker@bellsouth.net or www.timconnor.com
