Daniel Kimm of Shape CRM Software and Daniel Cross of Verse.io sat down to talk about the lead habits that are crippling your sales and marketing teams the most. While many understand the effectiveness and even the...
Texting is the
Texting consumers sounds invasive, but it’s only because it used to be invasive. Before carriers started implementing single plans with unlimited text and call across the board, texts used to cost money or counted toward a monthly text limit.
Text messaging wasn’t the strongest means of communication in its early days. People would send texts to remind someone of an event or to let someone know they’d call them back later. It wasn’t a place where complete conversations occurred until younger generations picked up on it more.
As the once-popular instant messaging shifted to text, more and more people adapted to having conversations (at least short ones) via SMS. Before long, unlimited text messaging plans became available at cheaper rates. Now, practically everyone has a cell phone and unlimited text use.
What’s even more ironic is the twist this has put on phone conversations. In fact, people tend to hate picking up the phone from unknown numbers now. And on the flip side, there’s a source of comfort some people find when they realize they don’t have to worry about speaking with someone on a phone call.
Texting is a necessity to your sales funnel
All in all, 2-way text communication is no longer the future, it’s the present. 6 trillion text messages are sent each year. With that in mind, salespeople have still refrained from leveraging 2-way text messaging in their sales funnel. Only 6% of those surveyed take advantage of text/SMS to follow up with leads. Why is that?
Again, the stigma with text messaging is still rampant. People think they’re still invading people’s space when they send a text. However, it could also be argued that persistent phone calls from a salesperson is actually more annoying and more likely to result in a permanently lost customer. Yet somehow, calling is the primary communication method salespeople use with their leads.
When surveyed, almost 9 in 10 consumers said they’d prefer to communicate with a salesperson via text message. With that being noted, text is a necessity to maximizing your chance at connecting with the lead along with converting them into appointments.
Talk to a Verse Lead Conversion Specialist to see how we can help
When developing our cadence at Verse, we decided to test how consumers responded to an initial first text offering their preferred form of communication on behalf of a business:
“Hey, this is Alex Parker from Shine Solar. I saw you filled out an inquiry on our website. I just had a few questions to ask before I set you up with our team. Do you have a few minutes to hop on a phone call or would you prefer to text?”
Well over the majority of people quickly responded with responses like: “Text would be great.” This was a major component to the qualification process that Verse felt like sales teams were missing. When text was at least offered, people were more than happy to choose that option rather than hopping on the phone. Sometimes, people are busy with work, handling kids at home or just simply don’t have the energy to invest in a full conversation.
That’s why making the consumers comfortable can be the difference between closed deals and lost leads. If salespeople would let consumers communicate with them on their terms and on their own time, their conversations would easily turn into more opportunities and more revenue for their business.
We recommend joining the innovative 6% of sales teams who utilize text with their leads. No one ever wants to be the last to catch up with the times. In fact, most regret not thinking about those ideas before the go-getters do. Get ahead by using Verse as we handle your speed-to-lead and lead qualification with 2 way SMS conversations and AI-driven nurturing. Your revenue will increase 10-20% within 6 months. Your competition will be the ones who regret waiting.