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Sign into your accountLook into my Eyes, Not my Screen!
January 08 2013
Tablets, smartphones and cloud computing, oh my! Five tips for better use of mobile tools when meeting with clients.
When it comes to mobile technology, the numbers tell half the story. Apple sold over 25 million iPhones last year. IDC estimates 166,000,000 tablets will sell worldwide in 2013. Even modest e-readers are selling faster than ever. Take a walk through an airport or drive down a highway (!) to witness how consumed we've become with our little, mobile screens.
Oh, and the apps, right? Hundreds of thousands of tiny little programs that make our products sing, dance, store, share and spend our way to a better life. We love apps – at least fifty of them, or so – that make our day easier. Who can beat the price, either? Free, mostly, or a few dollars. Long live the app!
Now comes the hard part: If everyone's looking at their screens, how can we do the most important part of our job: Earning the trust of our clients? Which, as you might suspect, involves looking someone in the eye.
Sales is pretty simple: build rapport, identify a need, demonstrate how you fill that need. The rest is pricing and process, which are meaningless if the first parts don't go well. Price and process look great on screen – slides, PDFs, videos to explain and entice – but we must be careful not to disconnect ourselves from the person too early by injecting our tablets.
Even an iPad doesn't work without a human touch.