As an independent manufacturers’ rep, you need a competitive advantage. Okay, okay — you’ve been in the field for 1,000 years, you know your stuff, your persuasive powers can coax a hungry dog off a meat truck, and you’re good-lookin’ on top of that! However, to get that extra boost, you need technology. Not just a bunch of gadgets and contraptions but the tools that will help you leverage your ability to increase productivity and profitability.
In an economy that is going through struggles, you want to be able to turn on a dime, change course and operate from anywhere there is business potential. This article is designed to give you a competitive advantage by both introducing you to the available tools and by providing you with the necessary specifics. So, roll up your sleeves, get your pen out and get ready to move to the next level of profits and productivity as a rep.
Starting Out
Here are some tools that I have found to be enormously beneficial:
Smartphone for voice communication — You want a mobile phone that has good features for connecting with people. A removable SIM card provides you with the ability to use various carriers, depending upon what is best for your region and needs. In my international travels, I usually have a SIM card for each country, which provides a local number for contacts to reach me when I’m there. I’m also using Apple’s iPhone and have found the ability to access the internet very beneficial. The new 2.0 software is fabulous. Contacts can be accessed much easier than before. GPS built into the new 3G phone can save your neck. Also, as a road warrior, consider having two cell phones. Things break, and if your cell phone doesn’t work in a particular area or is lost or stolen, have a plan in place so you can at least make essential calls to prospects and important contacts. A $10 phone from Wal-Mart can be a lifesaver in a tight situation — and can increase your bottom line.
Web-based e-mail access — This is vital today. The Blackberry devices have become addictive (often called “Crackberries”) because they provide good email access. However, be considerate of others. Don’t check email when you’re in an important meeting, at a business luncheon or when it would be what society used to call in more cordial times — rude! Have access always, but use your head about when to access!
Sheet-fed scanner — In the October issue of Agency Sales, I told you about the NetReceipts sheet-fed scanner that I use. I take it on the road, as it only weighs a few ounces and connects to my USB port. With that I can quickly scan business cards, important receipts, handwritten notes, to-do lists, magazine articles and more. Scans are converted to a PDF and can then be emailed to an assistant, to clients or to a computer for online storage. Organization is imperative for success. Using a tool like this can get you organized, save a lot of grief when trying to locate important information, and help connect with people. Relationship marketing shines with the right tools.
Audio and video — We live in a media world. People love video and audio which makes it important to gain the ability to leverage these technologies. I show clients how they can use the two in their business and explore the specifics of what works best for them. For audio, you can capture quick thoughts and use them later. Video opens a world of possibilities to capture important pictures, scenes of important events, quick messages to others and more. See my blog for examples of how you could use this medium to connect with others.
A resourceful, flexible mindset — This is the most important. Have the ability to adapt as things go wrong (they will), situations change (count on it), and people don’t do what they said they would (welcome to reality). The flexible and adaptable person survives while others whine and complain.
BONUS: Get your voicemail messages transcribed and read them. You can read faster than you can listen. For $40/month you can get your voicemail messages transcribed and sent immediately to your email. Collect both email messages and phone messages in one place quickly, easily — and quietly! Check out www.phonetag.com. I use it regularly and it is a real productivity booster!
For further information, see the videos I’ve put together for you on my blog/website at TerryBrock.com. Got questions? Leave a message in the “Reply” box and I’ll be able to get back to you with direct and specific answers to your case.
Strength in Relationships
With all the tools you acquire, remember to be results-focused, not technology-enamored. After all, that is the real strength of a good rep. Use technology to strengthen and build relationships. Think about it. The technology we use today might seem really nifty and groovy for now. However, what about the technology you were using just five years ago? Today it seems antiquated and even laughable. What do you think the latest gizmo or gadget you get from today’s slick magazine or hot website will look like in five years? Compare that with the satisfaction of a quality, value-for-value business relationship. As we all know, but must be reminded of from time to time: Technology is nice, but relationships are what matter most.
Think of technologies that can enhance your personal relationships. Phones are one of the most important. They provide a good connection with others. Just be safe and courteous when using them. And please — no more calls interrupting business meetings, okay? If it rings, let it go to voice mail — turn off your sound and catch it later. Most of us are not doctors on call or waiting for the “baby is coming” call from a spouse. Concentrate on the person you are with now. This is basic courtesy. Voice mail is a beautiful thing!
Technology to the Rescue
Here’s a trick I share with my coaching clients: You can slice through mountains of email fast and be even more personal with a couple of key technologies. And yes, you can have both — warm, personal communication and the ability to process email faster.
Think audio and video. Often I’ll send a quick audio message or video message to someone. They know it is me doing it and it not a mass email. They see my facial expressions (on video, of course) and hear the inflection in my voice. This eliminates any misconceptions that can arise from mere text on a screen.
Of course, this should only be used in high value-for-value situations. You can’t do this for just anyone who sends you an email or you’d go nuts. However, when the communication represents high value in business (read serious business possibilities) video is worth it. Invest a few moments of time to learn how to create video (it’s easy). It will pay off in hours of time savings, increased personal contacts and increased business profits.
Leverage technology and focus on building quality, value-for-value, profitable relationships in business. This is what relationship marketing is all about and you can use it to build your business as a rep.
