New sales tools and learning to master technology

 

BY TERRY L. BROCK
Technology/marketing specialist

Have you ever been frustrated with technology? Okay, a show of hands for all that have had problems? Yes, I see that hand... and that one... and lots all over agreeing. Technology is great when it works, but very frustrating when it does not. The trick is learning how to master it and make these tools serve you -- not the other way around.

Recently I had a chance to gain a whole new admiration for a technology -- and the company that produces it --and we can all learn from it. This week as I share my experiences, think about how you can benefit from this and apply the principles -- and the technology -- in your own situation. 

I worked last year with the DocuPen from Planon Systems (www.planon.com) and it worked fine for a while. This is the world’s smallest portable scanner. Measuring about 9 inches long and weighing 2 ounces, it is the ultimate portable scanner for on-the-go salespeople, executives and mobile professionals. I can say that today with confidence after some excellent tutelage from their sterling tech support. 

However, like with many technologies, it was a challenge at first. This is not the problem so much with the technology as it is the way we have to embrace learning in the digital environment where we live. Even though many companies will tout “easy to learn and use” in their ads, the truth is sometimes a bit different. I found that the DocuPen worked okay, but I had trouble with the scans. My scans didn’t always come in well on my initial attempts.   

This year, Andrea from their pr agency contacted me and asked about doing another review. So, being the open-minded guy that I am, I said yes. I had a few more challenges. However, I really wanted to make this one work.

Eventually I had to swap the older unit I had with a newer one. I was impressed with the speed and good attitude demonstrated by everyone I dealt with at Planon in Toronto -- and I’m difficult to impress. They were genuinely helpful. Sammy, in the technical support department, was outstanding every time I spoke with him for help. He not only told me how to make the DocuPen work properly, but he gave me the necessary-but-often-not-said “inside scoop” on how to tweak it. 

For instance, Sammy encouraged me to practice with it a few times. He said it was normal that the first few scans might not turn out just right. He told me tricks he had learned to make great scans (he was right!). We like to think technology always works perfectly the first time. As with many things in life, you have to practice and perfect your own skills interfacing with the technology. 

Well, after following Sammy’s advice, getting a replacement scanner and tweaking a bit more, I am now a fan of the DocuPen (again) and using it regularly. I’ve learned the way to do it. Yes, it took me about 10 minutes of practice -- but it was well worth that time investment (thank you, Sammy!). 

This is a key in learning to optimize technology or anything. You’ve got to practice. A couple of days ago, I was speaking with one of the head training personnel at Disney World here in Orlando. He is an accomplished pianist and has done very well, however today he trains and writes books rather than playing the piano for a living. The reason? He told me that it takes continual practice to maintain the skills of being a top-notch pianist and he’d rather write and speak. 

I guess you can’t just sit down once a week at the piano and be the best. Playing the piano -- like optimizing technology -- requires practice and “fine tuning.” With the DocuPen I had to devote a few minutes (probably about 30 minutes total over a few weeks) to get my skill level updated. 

That is the difference between those that succeed and the rest of the pack. Those that succeed are willing to pay the price for success. You have to be willing to try, experiment, have a few setbacks and then (here’s the important part) get the help you need. Planon Systems not only produces a good product with the DocuPen, but they excel even more in the “can-do,” “make it work” attitude their people demonstrate consistently. 

My conclulsions? First, if you’re a mobile professional and can use tools to scan copies of client information, proposals, business cards and more, check out the DocuPen rc800 color scanner. 

Second, learn the necessary skills for learning technology. Here are some pointers I’ve learned that might help you in your work:

• Select good products from great companies. Don’t judge by the price or even just the one product. If you’re going to use a technology regularly, make sure it is backed by a superb company with great people as well as technology. Planon Systems is a shining example of both. 
• Have patience. It takes a while to learn both the art and science of a good tool. This takes a wee bit of practice in most cases. You don’t learn a tool like Final Cut on the Mac (touted as easy) without some patience and work. However, that patience can pay rich dividends in the long run.
• Choose a product based on support. The price of the product is not the only price of the product. Factor in learning and support. Planon does an excellent job in support and this is a model for other companies.
• Get the right tools. To use the DocuPen effectively you really want to add a Micro sd card. The memory fills fast and you want that expansion. I’ve ordered that as of this writing and my experience should be even more positive. I ordered a 2gb card for about $40. 
• Have the right attitude. Stay with a new technology to make it work right for you. Master the art and science of it. As you learn the nuances of that technology, you can optimize it for business profitability.   

These principles can serve you even more than technologies you use now and into the future. For me, I’m going to leverage my DocuPen to get ahead of the competition and positively affect my bottom line! 

The DocuPen is available at www.planon.com; retail price $299.99.

Terry Brock is a marketing coach and regular columnist for Business Journals who helps businesses market more effectively leveraging technology. He shows busy professionals how to squeeze more out of their days using the right rules and tools. Brock can be reached at 407/363-0505, by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.