Are your sales tactics dated? A barrage of repeated call attempts and e-mails may feel like the way to go in sales, but if they annoy or overwhelm the consumer they’re ultimately counterproductive. To maximize ROI, it is important to mold sales efforts to today’s savvy on-the-go consumers.
And if you need convincing on consumer behavior, take a look at these statistics:
The United States has more than 300 million wireless subscribers and a recent study by Pew Internet showed that at least half of Americans ages 18 to 29 send at least 40 text messages a day and half of those ages 30 to 49 send at least 10 per day. That exceeds the number of calls they’re making by factors of eight and two respectively.
This doesn’t mean throw out all the tried and true best practices. What it does mean, is looking for a good mix of old and new sales tactics that will ensure a positive initial brand experience, and give you a leg up on the competition.
By adding automated text messaging into the sales funnel, a savvy sales manager can open up a range of options for reaching the consumer. Here are a few tips for using text messaging for sales success:
- Let prospective customers guide your practices: give your customers the option to receive text messages with appointment and deadline reminders.
- Send friendly reminders: text messaging can be a nice alternative to phone or e-mail to provide a quick reminder of an application deadline, appointment, etc. Triocci University of Beauty Culture found that using texts in their recruitment was an effective way to remind prospective students of important deadlines and appointments.
- Stay in touch with a busy customer that wants to respond on their time: a mortgage broker, for example, could use text messaging to communicate with a client who is often in meetings but wants updates and red flag notifications to keep the process moving forward and ensure he can lock in the quoted interest rate.
- Appeal to the younger consumer: texting could allow younger potential consumers to absorb and respond to marketing information in a fashion they’re most comfortable with. You might consider running a promotion or contest via text messaging.
The new automated text messaging service offered by Velocify are tailored to send texts with a timing and frequency balanced towards giving potential customers important, actionable information in a convenient, immediate package that ensures regulatory compliance. More importantly, the prospect’s replies go directly to the email box sales rep, eliminating the need to hand out cell phones to the sales force.
We’d like to hear from you. How do you plan to use text messaging to improve the consumer experience?