Did you know that text message campaigns frequently achieve 70% better open rates than emails? You might find yourself behind the curve if you aren’t texting your B2C prospects. Don’t worry; there’s still hope.
First, let’s talk about why texting is so effective. A text message is your opportunity to get your message delivered right into the palm of your buyer’s hand, where they are far more likely to read the entirety of your brief yet compelling message. Text messages allow every consumer to easily communicate with your sales team, without pressure and without the feeling that they will make an emotional decision.
I fancy myself a natural salesperson. I love negotiating a good deal, and I also know when the deck is stacked. When I buy a new car, I prefer to do it by text. I never negotiate face to face; outnumbered, outgunned, and vulnerable to an emotional decision. I have all the control when I communicate via text, and it gives me a level of comfort to know I can walk away at any time.
Ok, you now know you have to include texting as part of your omnichannel communication process to ensure you get maximum ROI from your leads. One pitfall you should avoid is providing your salespeople with another piece of software to manage. You have two options here, and I will review them with you.
- Use a texting solution that you control and does not require manual sales intervention. Complexity is the killer of all good things in the world of B2C sales. Far too often, we see that management takes the easy way out by throwing more software at the problem. Salespeople hate complexity and don't want to manage another piece of software, no matter how cool or how significant the perceived impact is on their wallet. You can control the process of sending text messages and nurturing leads; just ensure your solution can send text replies to a designated team within your company.
- Use an all-in-one sales engagement solution that fits your broader sales lead follow-up process or an integration. This option is, in my opinion, the best way to go. ClickPoint is an excellent all-in-one sales engagement solution that allows salespeople to send and schedule text messages with a button push. Your salespeople will need to follow up and have conversations with prospects as they move through the buyer journey. They might have questions, might want to negotiate, or send a picture to illustrate a problem. You need your salespeople to interact via text with a solution integrated into their leading sales software, not some other application that resides outside of it.