Is your tablet distracting people from your pitch?
One of the things we love about tablets is the way they allow you to sit with a customer and have a conversation instead of standing up with a laser pointer or hiding behind a laptop. Your content can be beautifully crafted and seamlessly presented using a Sales Enablement Platform for your mobile device. But this marvelous device also poses a significant danger: digital distraction in sales meetings.
How do you keep your audience focused on what you are saying, as well as what they are seeing? We look at the potential for mistakes when using an iPad for sales and how to avoid making them.
The danger: Your audio and visual are out of sync
You’re showing one thing, but talking about something else – which do you think is holding your audience’s attention? Screens grab our focus, so be wary of using unnecessarily complex visuals such as infographics if you don’t actually need your audience to read them. Instead, pick out key points and phrases and display them with plenty of white space so that your prospect’s attention can quickly return to you.
In a one-to-one or small meeting, it will be easy for you to judge when they are ready to move on. Give them time. Hurried = harried and harried prospects do not become clients.
The danger: Annoying (and even embarrassing) notifications
Message alerts can be annoying at the best of time, but mid-meeting is the worst. An influx of notifications can make your prospect feel as though you don’t have time to meet their needs and that doesn’t make for a great start to a customer relationship. Not only that, but pop-up notifications could reveal personal and embarrassing information that you’d rather not share with a prospective client!
To avoid all this, simply turn all notifications off. If in doubt, put your tablet on flight mode. Your Sales Enablement app should be able to run offline and you can continue uninterrupted.
The danger: Your tablet is feeling sleepy
You pause the presentation while you discuss a particularly crucial point. You turn back to your tablet to find it has gone to sleep. It’s annoying and disruptive – and if you are with a particularly chatty customer it could happen a lot. The alternative is that you are anticipating the tablet is about to fall asleep, so you keep touching it, once again leaving the customer feeling that they haven’t got your full attention – or that you’ve got a weird twitch.
Think about your settings before you go into the meeting. If it’s battery life you’re worried about, make sure you charge up at every opportunity and get yourself a couple of power bars for ‘just in case’ scenarios. Avoid asking to plug your charger in while with your customer – you could end up giving your presentation while tethered to a wall or ducking beneath a desk.
The danger: Fidgeting, twiddling and tapping
Your tablet is a tool to help your customer visualize what you are offering. It is not a fidget spinner. Use it only to add value to your presentation and not for a minute longer. Unless you have remarkable self-control, it’s probably best to put your tablet down or away as soon as you’re finished with it, or else you may well end up doing a kind of demented tapping, swishing, sliding finger-dance that serves no purpose other than to distract your audience and make you look nervous.
One last tip
Give your screen a wipe before you enter your meeting. Smudgy fingerprints can obscure your visuals, and also they look gross. A nice, clean case that doubles as a stand is a good idea to keep your tablet looking tidy.
Who is the salesperson? You are!
Finally, don’t forget that your tablet is just a weapon in your arsenal – don’t let it do all the talking. You’re still the salesperson and it’s you the customer wants to build a relationship with, not your iPad! That being said, a sleek, customer-focused pitch presented on the latest mobile device will go a long way to making a great impression.
Good luck with your next meeting! We’d love to hear from you with your experiences – good and bad – of using tablets to pitch to prospects. Please comment below!