Forced to Text? How to Sell Over Text & Email

Summary

In this video, Adam Benson, the Roof Strategist, explores effective strategies for selling via text messages. He highlights the importance of engaging customers in conversation, emphasizing the need for open-ended questions and concise communication. Benson shares three key rules: aim for replies, end texts with open-ended questions, and keep messages brief. He also offers bonus tips for re-engaging leads and maintaining a personable approach. By mastering these techniques, sales professionals can enhance their effectiveness in text communication, ultimately driving better sales outcomes.

Takeaways

• 😀 The primary goal of a text message in sales is to elicit a response from the customer.
• 😀 Always end your texts with open-ended questions to encourage further dialogue.
• 😀 Keep text messages short and to the point to respect the recipient's time.
• 😀 Use the 'slap formula' for engaging texts: say hi, break the ice, state your purpose, and ask a question.
• 😀 Avoid making statements that do not invite a response; always aim for a question at the end.
• 😀 Body language and tonality are absent in text, so clarity and conciseness are even more critical.
• 😀 Providing value in your messages is essential to maintain customer interest.
• 😀 Be cautious of overwhelming customers with too much information in one text.
• 😀 Use humor or playful elements to re-engage leads who have gone cold.
• 😀 Follow up with options to give customers an easy way to express their interest or disinterest.

Q & A

What is the main issue salespeople face when using text messaging to communicate with customers?

Salespeople often struggle with text messaging because they lose control over the conversation dynamics, relying solely on words without the benefits of body language or tone.

What is the primary goal of a text message in sales communication?

The primary goal of a text message is to elicit a reply from the recipient, engaging them in a conversation.

What are the three key rules for effective text messaging outlined in the video?

The three key rules are: 1) Aim to get a reply, 2) End each message with an open-ended question, and 3) Keep messages short.

What type of questions should be used at the end of a text message?

Open-ended questions, specifically starting with 'what' or 'how,' should be used to encourage further dialogue.

Why is it important to keep text messages short?

Keeping messages short shows respect for the customer’s time and prevents overwhelming them with information.

What should salespeople avoid when sending text messages?

Salespeople should avoid sending long, convoluted messages that include excessive detail or statements that do not prompt a response.

How can humor be effectively used in follow-up messages?

Using a playful GIF or light-hearted question can break the ice and re-engage customers without appearing desperate.

What is a good way to give customers an 'out' when following up?

Salespeople can ask customers if they are still interested in discussing a project and allow them to reply with 'yes' or 'no,' providing a respectful way to decline.

How can salespeople re-engage a lead that has gone cold?

Salespeople can send a light-hearted message, such as a GIF with a question about whether the lead is 'icing' them, to re-establish communication.

What is the significance of the 'Pitch Pro Movement' mentioned in the video?

The Pitch Pro Movement is a resource for ongoing sales and leadership mentoring, providing support and community for sales professionals.