Information for Business from Lenovo
Mobility
Contributor: Lisa Creffield
Five ways tablets can help you win business

It’s amazing to think that a device that barely existed less than five years ago is now an essential part of our work and home lives. Here are five ways tablets can help your sales team win business.

1. Readiness

A tablet doesn’t require a long boot-up time. There’s no scrambling around to find cables and hook up a laptop to a conference room projector. A tablet is as immediate and accessible as a brochure – you simply pull it out and it’s ready. Make sure you preload it with all the material you need, particularly large video files, in case wireless access isn’t optimal (or available) in your meeting location.

2. Intimacy

A tablet’s smaller form doesn’t get in the way of person-to-person conversations in the same way a large screen does. It becomes more of a conversation than a presentation. You can also pass it from person to person, physically engaging them in your demo. You can use a tablet in any setting, whether a café or regular meeting room. It’s also a great way to videoconference in a third person, wherever you are.

3. Interactivity

Products and features can be demonstrated in a much more compelling way on a touchscreen tablet than on a traditional display. Potential buyers can ‘touch’ and ‘swipe’ products and explore them manually, whether rotating 3D images and animations or exploring a website or software demonstration. As the saying goes: show, don’t tell.

4. Information

Tablets are also great for recording client data. You can use them to take photos and record meeting notes and easily share this information with colleagues and clients immediately. Tablets are also great for carrying out interactive and location-based surveys, as well as sending the results back to HQ.

5. Immediacy 

As well as helping you close deals faster, sales staff can also instantly submit orders through a tablet, further speeding up the sales process. The tablet is your till – innovative software can handle payment and invoicing straight away with no need for delays that might see intentions cool off.

To fully reap the benefits of tablets in sales, Forrester says the entire sales process itself must be reengineered, from training sales reps to developing new customer-facing software and materials. But if this can be achieved, tablets can generate “tangible improvements in sales performance”.

According to Sales Management Association research, 70 per cent of executives in sales organisations using tablets are already seeing a positive return on their investment. More than 90 per cent of sales organisations plan to invest more in tablets in the coming year. Will your company be among them?

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