4 Ways to Utilize Text Messaging to Close a Sale
Are you using text messaging in your marketing strategy? If not, you should. Text messaging is the fastest way to connect and follow-up with prospective clients. Did you know that 90% of text messages are opened by the receiver within 3 minutes? If you’re not capitalizing on that kind of engagement, you’re definitely missing out.
We strongly recommend all of our Telomere clients use SMS in conjunction with their email marketing campaigns. When working together, this strategy can increase your sales conversions anywhere from 50-100%. Yep.
So where do you start?
Create rapport.
The initial part of a sales conversation is generally not the sale itself. Instead you want to build a relationship with the prospective client. When you’re using SMS you want to make sure that you’re giving the client an opportunity to feel like you’re wanting to get to know them. Personalize your texts so that the recipient doesn’t feel they’re getting spammed. They’ll feel like you truly care to get to know them. If you’re using an automated text messaging system, be sure to use personalization as much as possible.
In this case, the personalization will help the client (Maria) feel they are being listened to and that their opinion matters.
2. Encourage dialogue.
When you send follow-up text messages you want to demonstrate that you’re interested in hearing back from the client by encouraging them to reply as opposed to taking a direct action. Take for instance, this sales pitch:
In this example, the first text is asking them to ‘reply yes’ if they’d like to learn more. This is a lower commitment request, and also makes it easier for the client to learn more while not having to put in too much effort. The second example is asking them to take the next steps without having any more contact with the business. Why make the sale harder by putting the ball in their court?
3. Follow up consistently.
Studio owners often ask us, “how much follow up is too much follow up?” To be honest, we’re often more concerned about what’s too little in terms of engagement with prospects. If you’re texting, sending regular texts at intervals greater than 5-7 days is within reason. (And if you’re replying to a text, reply as quickly as possible.)
4. Keep it open.
An open-ended question will elicit a greater response rate than a closed statement. Take for instance:
The first message will encourage them to either say ‘Yes’ or ‘No’, whereas the second message is likely to elicit no reply at all. Keep the conversation going by keeping your messages engaging and open-ended.
Ultimately, using text messaging in your marketing campaigns will shorten the sales process. It creates a more immediate interaction between the business and the customer helping to create rapport and therefore build relationships. It also gives the prospect the ability to find the information they need quickly with very little effort.
Putting some extra time into your text messaging campaigns will help facilitate a better relationship with your current and prospective clients. And while you’re relationship-building you’ll also be closing more sales. Considering the small amount of effort it takes to build out a text campaign, we consider it a must-have for any studio—big or small.
I mean, who is tempted to reply when they receive this kind of text?
Telomere Consulting provides business consulting and marketing services to studio owners in the boutique fitness and yoga space. The Telomere team helps you navigate business strategy from conception to implementation. We provide end-to-end marketing support and would love to hear from you. Click here to book your free intro call. We want you to treat your business the way you treat your body – making the right choices now to optimize its potential for a long and healthy life. Visit us here to learn more.
