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Why Salespeople Should Prospect with Texting

November 08, 2017
By Paula Bernier - Executive Editor, TMC

A new VanillaSoft blog suggests that salespeople should consider using text communications for their prospecting. But it notes that individuals who do that need to follow specific guidelines for success.

Josiane Feigon, president of TeleSmart Communications, blogs that text prospecting is a good way to go because it’s a quick way to get responses. Text messages, she notes, are typically read within 5 seconds of being received. Texts, she says, also can be used to build trust, confirm meetings, motivate employees, strengthen your brand, and solve problems.

For best results, she advises salespeople to identify themselves in their texts. She suggests that individuals take the time to use proper grammar and spelling, and to spell out words rather than employing common text abbreviations such as LOL and OMG. That ties into another one of her suggestions, which is to watch your tone. And, she says, be careful using links. (Obviously salespeople don’t want to direct prospects to an incorrect, or possibly even an inappropriate or damaging website.)

photo courtesy of Pixabay

Feigon adds that “the better the prospect knows you, the more effective your prospecting text message will be. The less they know you, the more likely you will cause offense and be perceived as too pushy.”

But text messages that offer appointment reminders are generally well received, she says. So are texts to current customers and partners. And following a deal or a meeting, it is appropriate to send prospects thank you notes via text or to use texting to provide follow up information, she says.

A Forbes article, published earlier this year says that 68 percent millennials text a lot on a daily basis. Meanwhile, 47 percent of Gen Xers do so. Texts are “instant and mobile, which means they can be read and exchanged at almost any time,” the story notes. “They can also be thought out, rather than used as reactions, like in phone calls or in person conversations.”

Edited by Mandi Nowitz

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