The technology industry is never set, constantly advancing at a pace few other markets, if any, can replicate. For sales professionals, tech advancements have ushered in new opportunities to reach prospects and engage current customers whenever, wherever they are located. Thanks to the rise in popularity of smartphones during the “mobile revolution,” text messages now provide the answer to the ultimate question that reps ask themselves every day: “How can I improve sales?”
Not only is text messaging an easy way for people to communicate with one another quickly and directly, the open rate for texts is far greater than email. Business2Community and Lunar compiled numerous stats that position texting as a preferred communication method over more seasoned channels such as email or phone calls:
- SMS (short message service) open rates are 98% compared to 20% for email
- 94% of people cite voicemail as the least convenient way to communicate with a business or salesperson
- Despite citing text messaging as a preferred communication method, only 60% of people have ever received a text message from a business or salesperson
- SMS response rates are 45% versus email with just 6%
- The average SMS response takes only 90 seconds, while email replies take 90 minutes
- Nearly 50% of all email is spam, while text messages don’t have any spam filters
Let’s dive deeper into how sales teams can utilize text messages for both reaching new prospects and working with current customers.
Utilizing Text Messaging for Sales
Sales teams shouldn’t take advantage of the fact that texts aren’t subject to varying degrees of spam filters like emails are. When sending introductory messages, they should always ask recipients if texting is an appropriate communication channel to establish trust right off the bat.
The introduction: Sales teams can utilize A/B testing to see how different introductions fare against one another when first connecting with prospects. Does ending an introductory text message with “Is this a good number to reach you at?” versus “Hope to hear from you soon” elicit more responses? Use A/B testing and diligently track outcomes to find out.
Once a prospect becomes a customer, texting can also serve effective purposes. Below are some examples of how sales reps can use texts in their sales arsenal:
The confirmation: Reps with established customers can use text messages to confirm times for upcoming meetings with a message such as “Hey, Gill. Does 2pm on Thursday still work for our conference call? Looking forward to speaking with your team.”
The check-in: Maybe customers have been quiet for some time, or there is a new addition to a company’s product or service lineup. A sales rep can use texts to keep customers in the loop with a message such as “Hi, Bob. Hope all is well with you. Did you hear about our new Salesforce integration? I think your group will love it! Let me know if you want more info.”
These simple, yet personalized text messages can support the sales process from converting prospects to maintaining strong customer relationships.
Unified Sales Efficiency
Technology has ushered in a new era of what’s possible from an efficiency standpoint. Sales teams that are ready to use text messaging to improve their sales results should make sure they utilize tools that empower both the reps and managers to maximize sales outcomes. Some functions that will benefit reps include:
- Native mobile messaging apps opposed to external apps to avoid disrupting the workflow
- Efficient and easy-to-use dashboards
- CRM integration to easily record customer interactions and visualize those interactions on their phones and on their computers
For sales managers, these leaders should be able to easily:
- Reassign numbers from departed sales reps to new employees to ensure prospect and customer communication isn’t stopped
- Track sales activity to determine conversion rates
- Visualize sales conversations that occur via text messaging to provide training to reps
- Simplify the transition of prospects between sales reps, or from sales to account management teams
What if there was a way to perform all of these functions through a single platform? With Uplink, a solution designed with sales teams in mind, companies can leverage their employees’ native messaging apps and Salesforce to text personalized messages to prospects and customers and then visualize those interactions on their phones and in the CRM. Uplink empowers sales reps to utilize text messaging to generate more opportunities and close deals at a higher rate than cold-calling or sending templated emails, while allowing sales managers to accurately track and report on sales rep performance. Request a trial today and learn how you can improve sales performance with Uplink.
President at Lunar
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