There’s something about salespeople that separates them from others in the workforce; it may be their unwavering passion for their product, their need to connect with another human being to share how their product can greatly improve one’s life, or the characteristic that salespeople are ready to make a sale anytime, anywhere. Additionally, those in sales are continually on the go and need a tool to help keep both their products and their customer information organized. A self-serve mobile app can be that tool regardless of industry or tech experience.
Realtors, interior decorators, repairmen, home care managers, and caterers are just a slice of the mobile professionals that meet their customers where they’re at. Being disorganized can hinder customer relations if a phone call is not returned, the right product isn’t delivered, or if you forgot to bring critical forms to seal the deal.
The Importance of an Updated Contact List
Regardless of your field, you’ll need to create a contact list of both current and potential clients. You’ll probably have their names, phone numbers, and email addresses in your spreadsheet, but also consider adding notes pertaining to their background information. For example, if you are a realtor and you met a couple who is looking to move, you may want to include in your notes that they have three kids in elementary school and want a four bedroom, three bath home. As you peruse listings and you find a kid friendly home with those specs, you can double check your notes for that follow-up call… And speaking of follow-up calls, it is important to consider that 80% of sales require 5 follow-up calls after meeting and texting after contact leads to a 112.6% higher lead to engagement conversion. Additionally, companies that nurture leads make 50% more sales at a cost 33% less than non-nurtured leads. The importance of using your app to track leads and follow-ups clearly cannot be underestimated.
Creating a Mobile Catalog
Many times mobile sales also involve product catalogs or an eCommerce storefront. NeoMam Studios, creators of infographics, found that visuals are processed 60,000 times faster in the brain than text. Having great pictures of your product as you visit with customers is not an option. It is virtually impossible to carry every piece of jewelry or type of flooring with you when you visit a client, but you can carry all of the information on your app with pictures of your inventory to show the buyer. Additionally, your app should have an order capture feature; if you don’t act when the customer is ready to buy, then you’ve probably missed your chance. As you get new inventory in, you can review past customer preferences in your notes section and follow up with your clients showing your latest products that are in line with their tastes or style.
Caleb Johnson, sales representative for a San Francisco Bay Area heating and air conditioning company, uses his service log app when visiting clients in their homes. “On my mobile device I can give my customers three different price options that are broken down by type of heating or air conditioning unit. They can see what each option costs, what government rebates can be applied, and check out financing plans.”
Displaying Reference Materials
Every client is different, so it helps to have a variety of tools in your arsenal. Keeping them organized in a mobile app can make your presentation seamless since there aren’t a lot of papers to sort through. You may want to reference positive press articles, statistics on satisfied clients, or graphics displaying how your product is more innovative, cost efficient or offers more features than the competition.
On Site Tools
A customized app can also provide crucial make-or-break data to seal the deal. Having access to a company calendar can allow to to inform your customer exactly when a serviceman can fix the roof or air conditioning. A quote calculator or payment plan timeline can soothe a client’s worries over the exact amount the product or service would cost with additional financing options. A shared product list can allow mobile sales reps to find out if there is enough product in stock to start the project right away (like for a flooring project). Having the information at your fingertips helps you to make the best case possible for your client to choose your company.
Synchronizing your customer information, product information, and important tools such as online ordering and quote calculators can keep you organized and polished. When all of your information is in one place, you can sort, categorize, and present your product in the best possible way that appeals to your customers.