Written By: Jeff Shore
When sending a follow-up message to a prospect, use texting wisely and don’t abuse it. Here are five examples of appropriate follow-up texts that can advance a sale!
In a society that cherishes and rewards speed, texting is an awesome tool.
We can send and receive information in the blink of an eye or confirm an appointment with a single tap. We can stay visible with a single emoticon and make someone smile with a well-picked GIF.
So, the question is asked: to text or not to text as a means of following-up with a prospect?
And the answer is . . . it depends.
That is a pretty compelling argument based on customer preferences. Let’s go on the assumption that texting, when done right, enhances the buying experience.
Suppose you are selling pleasure boats, a truly discretionary purchase.
You are working with a prospect who is torn between buying something new—at considerably more cost—or going with the cheaper but riskier route and buying used.
His last comment to the sales rep: “I need to spend some time doing comparison shopping and seeing what I can find.”
What would a bad follow-up text look like? Something like this:
“I hope you buy from us. We would love your business.”
What a colossal waste of time and energy! Of course you would love this person’s business. You get paid when you get his business. It’s your job to get his business.
In each case your objective is to sustain that Emotional Altitude. Keep your customer emotionally engaged.
Is there a place for texting? You bet. Is there an abuse of texting? Most definitely.
The reality is that texting is here to stay; it is part of the fabric of the business world.
Your task is to maximize effectiveness and minimize annoyance. Find the sweet spot and advance the sale!
For tips on engaging with prospects virtually in a way that helps you connect faster and more personally than ever before, check out Jeb Blount’s Virtual Selling, now available on Amazon!
Jeff Shore, founder and president of Shore Consulting, Inc., is a highly sought-after sales…
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