Are You Using Technology As A Crutch

Many salespeople are relying too heavily on technology today as a sales tool to:

ท contact new prospects

ท maintain contact with current customers

ท handle after sales service issues

ท 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.

ท How often have you sent an e mail vs. picking up the phone?

ท 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):

ท Call 1 friend every day.

ท Call 5 clients every day just to say hi.

ท Call a relative to say you were thinking about him/her.

No emails 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.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at www.timconnor.com.