Your customers may have opted-in to your mobile messaging program because of your interesting offers, information, discounts, and coupons. You may also have integrated text messaging within your CRM to keep records of your conversations and understand your sales pipeline. But how do you finally make that sale?
Use SMS Texting to Shorten Time-to-Revenue
Text messaging is the missing channel in your Sales communications stack. Use it to drive relevant conversations with your prospects to increase urgency and build trust that speeds purchase decisions.
1. One-to-One conversations:
It shouldn’t be surprising that 76% of consumers expect a salesperson to focus on their individual needs instead of their solutions. Instead of sending an email to “check-in” with prospects, imagine establishing an active 1:1 conversation. SMS texting has the potential to be much more personal, enabling your sales team to establish your position of a trusted advisor.
Follow-up to a mortgage inquiry:
2. Personalized and Relevant interactions:
Buyers do their homework; 82% of buyers view at least 5 pieces of content from the winning vendor. The salesperson can share relevant content over specific intervals of time to engage the lead and drive him towards closure.
Continuous, helpful follow-up:
3. Marketing and Sales alignment:
Companies become 67% better at closing deals when marketing and sales are in sync. After the monthly newsletter has been sent by marketing, salespeople receive notifications about the content viewed by their leads. A salesperson can use this opportunity to touch base.
Text to engage based on activity:
4. Smooth integration of SMS texting in your overall Sales strategy
Sending three or more purposeful text messages after contact has been made with a prospect can increase conversion rates by 3X. You can intelligently weave SMS into your sales process to drive faster decisions by prospects.
Text after a meeting:
Staying in touch by providing relevant industry information can also be a strategic play to strengthen prospect relationships:
5. Clear messaging conveying a sense of urgency
Let’s accept it. You are using multiple communication channels to shorten your sales cycle. Texting shows that you have an important piece of information that you want the person to receive right away. For the receiver to give your message its due, ensure that your message is clear and conveys a sense of urgency.
Text to convert:
By texting prospects during your sales process, you’re 40% more likely to convert them into clients. But the content, timing, and the number of texts should be dictated by actions taken by the prospect. In fact, a timely and relevant text message can make an undecided customer decide to buy now vs. later – or never. SMS texting helps Sales sell more when it’s strategically applied to your sales process.