You're used to having sales calls with your leads and clients. Incorporating text messaging into those calls is should be simple! Why? Because text messaging is another opportunity that empowers your clients to connect with customers and drive more revenue. When introducing text messaging to new clients, emphasize the advantages of using text messages and the potential missed opportunity of not using it. Understand their current perception of text messaging and address any misconceptions they may have. Furthermore, evaluate their current email strategy and identify areas where text messages can complement and amplify their overall approach.
Understand their business goals.
Use these questions to better understand what outcomes and major objectives your client is focused on. These don't have to relate to text messaging at all.
- What is your team focused on this year?
- What are your company goals for this year?
- In what ways do you communicate with your subscribers today?
- How do you engage with mobile customers?
Gauge their sentiment toward text messaging.
Use these questions to get a sense of how they currently view text message marketing. This will help direct the rest of the conversation since you will need to sell the client on different points based on their hesitations or preconceived notions about the channel.
- Have you considered implementing text messaging as a new channel? Why or why not?
- Are you aware of any competitors in your industry who use text messages?
- Have you asked customers if they'd be interested in receiving texts from your brand?
- Have customers given you feedback that they want to text you?
Evaluate potential use cases.
Use these questions to assess where text messaging might be a good fit for this brand. While there are text message best practices that apply to every account, you have the best chance of selling them on text messaging when you can make specific recommendations for implementation that are tailored to their goals.
- Do you have a VIP program? If yes, how do you manage that today?
- How do you currently notify your customers about shipping and fulfillment updates?
- How do you currently handle customer inquiries or questions?
- How do you see text messages fitting into your long-term marketing strategy?
- What could it mean for your business if you do not invest in text messaging?