3 Ways Tech Supports Your Sales Process

 

From marketing to client collaboration, event technology plays a role in so many aspects of business that many industry pros are quick to adopt the latest solutions. Yet, there’s one area that we often overlook as a potentially tech-driven process: sales.

 

The common notion is that sales is a people-first practice and using tech to sell will turn off prospective clients. After all, they’re selecting you because of your offerings, your brand reputation, and—most importantly—your personality! So where does tech fit in?

 

When you think about your ideal client’s average day, they spend a vast majority of it interacting with technology in some way, shape, or form. From the smartphones that connect them to loved ones to the cloud-sharing software they use in the office, the average consumer is no stranger to digital solutions. In fact, today’s event market—Generations Y and Z—prefer it.

 

From automating invoices to demonstrating flawless floorplans, consider implementing more tech into your sales process for these three reasons.

 

It makes their life easier.

In the age of food ordering apps and same-day deliveries, the average event client is already using tech for almost everything they do. They order their groceries in advance, they book appointments with healthcare providers, they plan their upcoming trip — why wouldn’t they want to do the same when planning an event?

 

Event tech allows for seamless collaboration and instinctive navigation of the sales process, whether you’re going back and forth on a proposal, sharing Pinterest boards, or sending an invoice for their deposit before getting started. When you simplify their life before they even sign on the dotted line, you provide a glimpse of the easy road ahead.

 

It shows them you’re an expert.

Have you ever been turned off by a brand’s confusing website or overly complicated form? While it certainly doesn’t make your life any easier, it also makes that company seem dated and out of touch with the times. In some cases, it may be so bad you look elsewhere for someone who offers a more modern approach to meet your needs.

 

In the same way, your clients view your use of cutting-edge tech as a sign that you’re on-trend and caught up with the industry. Who do you think they’ll pick: the company that asks them to print, sign, scan, and send back their contract, or the one that lets them do that with the touch of a button? Will they fall in love with old-school floorplan printouts or virtual reality software that immerses them in the venue so that they can get a real feel for the event layout? The answer is simple: Demonstrate your tech prowess and they’ll respect you as a knowledgeable expert.

 

 

It promises a top-notch experience.

Event planning is hard work, especially for the average client who has plenty of other responsibilities to keep up with in life. They want to book someone who will do the heavy lifting for them and let them enjoy the planning process. They want it to be easy — so it’s up to you to show them how you’ll enhance the experience with tech.

 

If your sales process is bogged down with bulky processes and unnecessary tasks, they will look elsewhere to find the path of least resistance. They don’t want to worry about reconnecting their printer or searching for their checkbook; they want to know that you’ll make life simple for them not just during the sales process but all the way through to their event date.

 

While event tech started out as a way to stay organized and streamlined in the backend, it’s clear that it’s evolving to become more of a sales tool that has the dual effect of attracting and converting new clients. When you focus on a client-first approach, there’s no other way than to start embracing tech in every corner of your business.

 

Nora Sheils is the co-founder of Rock Paper Coin, the first software platform to bring together wedding planners, couples, and vendors into one system for managing and paying contracts and invoices. She is also the founder and lead wedding planner of award-winning firm Bridal Bliss. In addition to recognition by Portland Business Journal in its 40 Under 40 series, she also earned a spot in The BizBash 500 for 2021.