By now, you know JobFLEX’s stance: firms that aren’t equipping their sales staff with mobile technology are missing out on an enormous opportunity for gains in efficiency, productivity, retention, and revenue.
But so far, we’ve spoken about the benefits to your firm and your employees. We’re missing a key beneficiary. Who else does your implementation of tablets and mobile technology impact?
Your customer.
Instant gratification
You might remember this from last month’s post on empowering the sales team with mobile tech: consumers crave instant gratification. So the first obvious benefit of in-the-field quoting via mobile devices is quite simple – customers are delivered quotes immediately.
A tablet equipped with a mobile proposal app puts everything needed right at your salesperson’s fingertips, meaning your customer reaps the benefit of on-the-spot quoting. They’ll be “wowed”, and you’ll stay top of mind. Perhaps it’s the reason why JobFLEX users see a 10% increase in quote conversions. (Hint: it is.)
Argument: But my customers LOVE carbon copies! No worries. For those prospects who prefer a paper copy, they can print their digital document at their leisure, or your salesforce can print to a Bluetooth printer in the field.
Differentiate the customer experience
We live in an experience-driven economy. What does that mean for business? Customers have come to simply expect great customer service. (As they should!) That’s driven the sales industry to do more than just deliver – they must differentiate. How can your salesforce in the field do that? I think you know our answer: mobile tech.
Positive customer interactions are largely influenced by two factors: your salesperson’s charisma and his/her use of technology. Especially when its convenience benefits the customer, who no longer has to wait for the quote they’re requesting.
Meeting customer expectations isn’t easy but it’s critical to staying competitive. Going one step beyond expectations creates the experience. Wearing a snazzy uniform and driving a beautifully-wrapped truck? That just won’t cut it anymore.
Argument: We don’t have the money to differentiate. You’re in luck. The cost of tablets is steadily decreasing and high-quality quote software is surprisingly affordable considering its potential returns.
Professional quotes
You’re a professional firm who does reliable, quality work. Aside from the marketing responsible for putting you in touch with your prospect in the first place, your estimate is your first impression. Estimates should be professional, easy to read, and inclusive of all available and pertinent information.
Mobile quote and proposal apps do just that, within minutes and in the field. Without sacrificing quality or taking a stab at your reputation.
Argument: But I don’t care what my quote looks like! Truth: your customer will when they’re comparing it to your competitor.
Customer interaction is the name of the game
In a study conducted by Profitable Channels and published in a report entitled “Best practices in mobile sales enablement”, companies reported “sales call engagement” as their top investment priority, describing it as improving engagement at the point of client conversation. In this particular study, over half of the organizations realize and are actively making the effort to provide sales teams with real-time access to the “right resources at the right time and place to advance the sale”. It’s a boat you sure don’t want to miss.
How will you use tablets to improve your customer engagement? The options are endless.
