Ask any independent manufacturers’ representative or manufacturer who has several years’ experience under their belt what they feel is the greatest change in how they conduct business and chances are they’ll point to technology.

The constant change and the accompanying growth of the tools that they use to perform their jobs have transformed all of their interactions between themselves and their customers. While some might bemoan the fact the technology to some extent has impersonalized business (i.e., high tech means less high touch), the majority will maintain that today select technologies provide such an enormous leap that we wouldn’t think of competing in business without them. Here are some tools that can give you the advantage in a hotly-competitive market.

A (regularly-used) CRM

The Contact Relationship Management (CRM) tool you use will greatly affect how you connect and ultimately succeed.

You want the tool that gives you immediate access to important contact information, but even more, gives you access to important facts. You’re scheduled to meet with Mary at 1 p.m. You spoke with her last year, but her company wasn’t ready to move forward. Now they are, and she called to set up the meeting.

By the way, what are her three kids’ names? You know she told you about them last year.

You need a CRM that allows you to first enter that information quickly and then has the ability to recall it quickly. Both salesforce.com and SugarCRM are popular CRMs. I’m using nimble.com and love it!

Video Creation Tool and Knowledge of How to Use It

We live in a world of video. You want to have the ability to create quick videos for communication with prospects and customers. It makes the connection more human, more real, and helps in the buying process.

Usually a quick video shot on your smartphone and uploaded to YouTube (get the app) can be saved as an unlisted video so only your customer sees it. I use a tool called Eyejot which lets me send a video e-mail. Find a tool that is easy to use and helps you stand out.

Evernote

Yes, we’ve heard a lot about this brilliant tool. If you don’t have it, what are you waiting for? Get it. Use it.

Store all kinds of information there, but don’t forget you can also make quick audio notes. Take audio notes after a meeting so you’ll remember Mary’s kids’ names better next time (see No. 1 above).

Fast Access to the Internet

Have the ability to get to the Internet fast when you’re on the road. That means having LTE speed on the road. I use not one, but two carriers in the United States, so if I’m in an area where one is weak, I can try the other.

Yes, Wi-Fi is preferred, but it is not always available. Prepare in advance for the most likely adverse scenarios.

Backup Batteries for Your Smartphone and Tablet

This has become an essential tool for salespeople on the go. Yes, your battery can and will go dead at the most inconvenient time. Carry extras (yes, plural).

Added bonus: One of the coolest things you can do for someone sitting next to you at a conference is hand them a battery charger if you see their phone has died. You’ll have a friend for life!

Backup Storage for Your Data

Your data is your life and your business today. Most of us have had some of those “Oh whoops!” kinds of experiences when we lose something critical.

Make sure you are backed up, preferably in The Cloud, but also with external hard drives, USB drives and possibly SD cards (I use all three).

Sometimes you can’t get access to the Internet. Some items you do NOT want in the Cloud (for safety). Remember, hackers broke into the U.S. Government’s personnel records and created a lot of havoc. Keep essential files and programs on an external hard drive and/or USB flash drive.

Client-Connection Tools

Think through what tools you need uniquely in your work to connect with clients. Some of these could include an extra phone, keyboards for typing, whatever it takes to connect in whatever condition exists. Do the hard work. Think it through in advance and be prepared.

External Webcam

Much of our communication today is with video. Thankfully, most laptops, smart phones and tablets have a video camera built in for using video conferencing on tools like Skype, Zoom, Blab, and others.

For my laptop, I prefer an external video camera. I use a Logitech C920, which provides vivid color and resolution. It also gives me the ability to point it at objects and surroundings, which would not be easily done with the built-in webcam.

This can be a great tool to enhance your communication.

Learning Fast

One of the most important skills you can acquire in a fast-changing world is the ability to learn how to learn fast. This means reading fast. It also means memorizing well.

Another critical skill is learning how to read people fast. Find out what they like and don’t like. Match their style and be seen as a resource.

YouTube for Learning

Learning to learn important skills rapidly is critical (see above). YouTube is one of the best ways to learn something new very fast. Make it your practice to regularly use YouTube to learn about new books, important authors, essential how-to skills and more. Bonus — Use the “gear” button to adjust the speed so you can watch and learn faster.

These are some tools which can help you to gain an advantage. What tools have helped you and are your “must have” tools today?

MANA welcomes your comments on this article. Write to us at [email protected].