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While text messaging has quickly become one of the most widely used forms of personal communication, marketers and sales professionals are still trying to figure out how to effectively integrate text messaging into their sales process. Relative to email messages, text messages typically have a higher open and response rate. With some sources citing a 97% open rate for their text messages, this communication channel can be an effective way to supplement email and phone outreach. But texting should be used with caution. For the same reasons that text messages can be a more effective way to communicate for business purposes, they have the potential to be detrimental to the sales process, if used inappropriately. Learn how to boost lead conversion and revenue with proven-to-convert text messaging strategies. This new Velocify study, “Text Messaging for Better Sales Conversion,” analyzed the text messaging practices of more than 3.5 million prospect interactions in order to identify the methods and actions that drive best-in-class sales performance. What you will learn: - Texting practices that result in the highest win rates - When not to use texting with a prospect - Best practices for text message timing and number of texts to send - Worthy opportunities for sending purposeful text messages
Citation preview
TEXT MESSAGINGfor better sales
conversion
SALES OPTIMIZATION STUDY
SALES OPTIMIZATION STUDY
01
Executive summary
Text messaging has quickly become one of the most widely used forms of
personal communication Naturally marketers see the value of text
messaging for advertising purposes but its use in the sales process has
been questioned and is not commonly practiced This study reveals the
positive and negative impact text messaging can have in the sales process
It is important to understand when text messaging can actually hurt sales
efforts and when it can help turn more prospects into sales
Study Methodology This data reflects results aggregated across almost 35 million
lead records from more than 400 companies from a wide
variety of industries The organizations represented in this
study were randomly selected Velocify customers The lead
records analyzed were all generated in the first half of 2012
Milestone call and text data for those leads was collected
through the end of the third quarter in order to allow enough
time for contact and conversion
It is important to note that while these results and
recommendations are widely applicable and should work for
most industries they may not reflect the optimal strategy for
some businesses
02
SALES OPTIMIZATION STUDY
BACKGROUND
Most organizations today use phone calls and emails when communicating
with prospective customers But what about texting Is it an effective mode
of communication in business Texting has become a popular method of
personal communication globally According to Portio Research 78 trillion
text messages were sent worldwide in 2011 or over 1000 texts for every
living person on Earth Portio predicted that number would increase 23 in
2012 to 96 trillion messages So there is no question that text messaging is
huge and growing The question is whether it can also be an effective form
of communication between salespeople and prospective buyers
Some progressive Velocify customers asked themselves that question and
believed the answer to be ldquoyesrdquo They asked for texting functionality in their
sales software and almost two years ago Velocify introduced text
messaging into its product to meet customer demand Broadly very few
Velocify clients have taken advantage of texting in their sales efforts In fact
only 21 of all sales prospects touched by businesses that use Velocify
were sent text messages during the nine month period looked at in this
study
So does texting make a difference in improving sales Velocify set out to
find the answer and whether there might be right and wrong ways to use
text messaging when selling
Summary FindingsVelocify found that text messages make a difference in closing deals
Relative to email messages text messages typically have a higher open and
response rate Thatrsquos not to suggest that email messaging is not an
important part of the selling process (read our recent Ultimate Contact
Strategy research to see just how impactful it can be) but our research
suggests that texting can be an effective way to supplement email and
phone communication channels Our research also suggests that texting
should be used with caution For the same reasons that text messages can
be a more effective way to communicate they have the potential to be
interpreted as intrusive or in violation of onersquos personal domain when used
for business purposes
03
SALES OPTIMIZATION STUDY
Texting at the Right Point in the Sales Process The easiest and fastest way to measure the impact of text messaging on
sales is to compare the conversion rates of prospects that were sent text
messages to those that werenrsquot The research found that prospects who are
sent text messages convert at a rate 40 higher than those who are not
sent any text messages However this metric does not tell the whole story
because it dilutes the full potential of text messaging which the research
found can actually improve conversion by more than 100 when used
properly Driving down the average conversion gain is the often
inappropriate use of texting before a relationship with a prospect is
developed In fact the research showed that sending text messages to a
prospect prior to making contact on the phone decreased the likelihood of
ever contacting that lead by 39 So how can texting help increase
conversion when it also has the potential to significantly lower contact
rates Figure 1 offers an explanation
RESULTS
120
100
80
60
40
20
0
-20
con
vers
ion
rel
ativ
e to
ave
rag
e co
nve
rsio
no
f co
nta
cted
lead
s
SMS only before contact
SMS only after contact
SMS before amp after contact
1126
196
-48
Figure 1 Texting Contacted Prospects
04
SALES OPTIMIZATION STUDY
Texting before the sales rep has spoken to a prospect on the phone not only
hurts the representativersquos chances of contacting that prospect but more
importantly it hurts his chances of converting that prospect even if he is
successful in making initial contact As figure 1 shows contacted prospects
who were sent text messages only before phone contact was made tended
to convert at a below average rate Prospects that were sent text messages
only after initial contact had been made enjoyed the highest conversion
rates converting at more than twice the rate of the average contacted lead
The message now becomes much clearer itrsquos not in a salespersonrsquos best
interest to text prior to establishing contact with a prospect However texting
after contact has been made can help significantly improve conversion
RESULTS
This data suggests that texting in business is an earned privilege Much
like sending flowers to someone before meeting them sending a text prior
to making contact with a prospective customer can be perceived as forcing
an early personal relationship where one does not yet exist Using the same
example sending flowers after a good first or second date is much more
likely to be well received But very few prospects are sent text messages
after contact is made today In fact the research found that less than 1 of
contacted prospects are sent text messages after contact is made This is
clearly an incredible growth opportunity for sales organizations not
currently taking advantage of this effective form of communication
05
SALES OPTIMIZATION STUDY
How many text messages should be sentVelocify research showed that most organizations that use texting to
communicate with sales prospects after theyrsquove made contact do so
responsibly Very few prospects are sent more than three text messages
after contact has been made Figure 2 shows that as long as text messaging
is used responsibly salespeople may want to send as many text messages
as the interaction with prospects might require But how many text
messages are too many Velocify looks forward to uncovering the answer
in future research when use of texting in business is much more prevalent
As for now with the limited number of texts being sent by salespeople
using Velocify research suggests that more texts after contact has been
established equates to greater engagement and thus a higher rate of
conversion
RESULTSn
um
ber
of
text
mes
sag
es s
ent
afte
r co
nta
ct is
est
ablis
hed
performance relative to average conversion rate
328
74
89
Figure 2 Number of Texts After Contact
-10
0
1
2
3+
0
40 90 140 190 240 290 340 390
Do you have the tools to implement an effective text messaging sales strategy
The easiest way to implement text messaging in your sales process is to have an automated system that does this for you That way you dont have to rely on your staff to keep track of all communications and all the text messages that need to be sent at the appropriate times There are a number of software solutions out there like those offered by Velocify that can automatically send text messages according to a set of business rules that you define
Get a Demo Today
06
SALES OPTIMIZATION STUDY
Takeaways and RecommendationsTexting in the sales process can lead to conversion gains of more than 100
Sending text messages before establishing contact with a prospect can adversely affect both contact and conversion rates
The content timing and number of texts should be dictated by actions taken by a prospect and by the prospectrsquos status in the sales process
Identify worthy opportunities to send text messages after making contact with a lead Text messages are best used when therersquos something timely and important that can be said in a few words Examples
bull Follow-up on a commitment made bull Reminder of appointment bull Acknowledgement of receipt or approval of document bull Request for missing informationSending three or more purposeful text messages after contact has been made with a prospect can increase conversion rates by 328
Itrsquos strongly recommended that all businesses implementing a text message program take a permission-based approach and offer the ability to opt out It is also strongly recommended that businesses follow current Federal Communication Commission (FCC) regulations as well as the guidelines put forth by the Mobile Marketing Association
conclusions
Call (888) 843-1777Email salesvelocifycomVisit our website wwwvelocifycomVisit our blog velocifycomblog
LIKE THIS STUDY WHY NOT SHARE
07
SALES OPTIMIZATION STUDY
WPLM0213
About VelocifyVelocify is a market leading provider of cloud-based intelligent sales
automation solutions that drive more effective and efficient sales
processes and improved conversion rates With unmatched expertise
drawn from a dedication to helping more than 10000 clients automate
and improve their lead response and selling processes Velocify has
become the platform of choice for organizations focused on improving
customer acquisition practices and business performance Velocify is a
privately held company recently recognized as one of the fastest growing
companies in North America by Deloitte Please visit wwwvelocifycom for
more information
CONTACT US AND SHARE
SALES OPTIMIZATION STUDY
01
Executive summary
Text messaging has quickly become one of the most widely used forms of
personal communication Naturally marketers see the value of text
messaging for advertising purposes but its use in the sales process has
been questioned and is not commonly practiced This study reveals the
positive and negative impact text messaging can have in the sales process
It is important to understand when text messaging can actually hurt sales
efforts and when it can help turn more prospects into sales
Study Methodology This data reflects results aggregated across almost 35 million
lead records from more than 400 companies from a wide
variety of industries The organizations represented in this
study were randomly selected Velocify customers The lead
records analyzed were all generated in the first half of 2012
Milestone call and text data for those leads was collected
through the end of the third quarter in order to allow enough
time for contact and conversion
It is important to note that while these results and
recommendations are widely applicable and should work for
most industries they may not reflect the optimal strategy for
some businesses
02
SALES OPTIMIZATION STUDY
BACKGROUND
Most organizations today use phone calls and emails when communicating
with prospective customers But what about texting Is it an effective mode
of communication in business Texting has become a popular method of
personal communication globally According to Portio Research 78 trillion
text messages were sent worldwide in 2011 or over 1000 texts for every
living person on Earth Portio predicted that number would increase 23 in
2012 to 96 trillion messages So there is no question that text messaging is
huge and growing The question is whether it can also be an effective form
of communication between salespeople and prospective buyers
Some progressive Velocify customers asked themselves that question and
believed the answer to be ldquoyesrdquo They asked for texting functionality in their
sales software and almost two years ago Velocify introduced text
messaging into its product to meet customer demand Broadly very few
Velocify clients have taken advantage of texting in their sales efforts In fact
only 21 of all sales prospects touched by businesses that use Velocify
were sent text messages during the nine month period looked at in this
study
So does texting make a difference in improving sales Velocify set out to
find the answer and whether there might be right and wrong ways to use
text messaging when selling
Summary FindingsVelocify found that text messages make a difference in closing deals
Relative to email messages text messages typically have a higher open and
response rate Thatrsquos not to suggest that email messaging is not an
important part of the selling process (read our recent Ultimate Contact
Strategy research to see just how impactful it can be) but our research
suggests that texting can be an effective way to supplement email and
phone communication channels Our research also suggests that texting
should be used with caution For the same reasons that text messages can
be a more effective way to communicate they have the potential to be
interpreted as intrusive or in violation of onersquos personal domain when used
for business purposes
03
SALES OPTIMIZATION STUDY
Texting at the Right Point in the Sales Process The easiest and fastest way to measure the impact of text messaging on
sales is to compare the conversion rates of prospects that were sent text
messages to those that werenrsquot The research found that prospects who are
sent text messages convert at a rate 40 higher than those who are not
sent any text messages However this metric does not tell the whole story
because it dilutes the full potential of text messaging which the research
found can actually improve conversion by more than 100 when used
properly Driving down the average conversion gain is the often
inappropriate use of texting before a relationship with a prospect is
developed In fact the research showed that sending text messages to a
prospect prior to making contact on the phone decreased the likelihood of
ever contacting that lead by 39 So how can texting help increase
conversion when it also has the potential to significantly lower contact
rates Figure 1 offers an explanation
RESULTS
120
100
80
60
40
20
0
-20
con
vers
ion
rel
ativ
e to
ave
rag
e co
nve
rsio
no
f co
nta
cted
lead
s
SMS only before contact
SMS only after contact
SMS before amp after contact
1126
196
-48
Figure 1 Texting Contacted Prospects
04
SALES OPTIMIZATION STUDY
Texting before the sales rep has spoken to a prospect on the phone not only
hurts the representativersquos chances of contacting that prospect but more
importantly it hurts his chances of converting that prospect even if he is
successful in making initial contact As figure 1 shows contacted prospects
who were sent text messages only before phone contact was made tended
to convert at a below average rate Prospects that were sent text messages
only after initial contact had been made enjoyed the highest conversion
rates converting at more than twice the rate of the average contacted lead
The message now becomes much clearer itrsquos not in a salespersonrsquos best
interest to text prior to establishing contact with a prospect However texting
after contact has been made can help significantly improve conversion
RESULTS
This data suggests that texting in business is an earned privilege Much
like sending flowers to someone before meeting them sending a text prior
to making contact with a prospective customer can be perceived as forcing
an early personal relationship where one does not yet exist Using the same
example sending flowers after a good first or second date is much more
likely to be well received But very few prospects are sent text messages
after contact is made today In fact the research found that less than 1 of
contacted prospects are sent text messages after contact is made This is
clearly an incredible growth opportunity for sales organizations not
currently taking advantage of this effective form of communication
05
SALES OPTIMIZATION STUDY
How many text messages should be sentVelocify research showed that most organizations that use texting to
communicate with sales prospects after theyrsquove made contact do so
responsibly Very few prospects are sent more than three text messages
after contact has been made Figure 2 shows that as long as text messaging
is used responsibly salespeople may want to send as many text messages
as the interaction with prospects might require But how many text
messages are too many Velocify looks forward to uncovering the answer
in future research when use of texting in business is much more prevalent
As for now with the limited number of texts being sent by salespeople
using Velocify research suggests that more texts after contact has been
established equates to greater engagement and thus a higher rate of
conversion
RESULTSn
um
ber
of
text
mes
sag
es s
ent
afte
r co
nta
ct is
est
ablis
hed
performance relative to average conversion rate
328
74
89
Figure 2 Number of Texts After Contact
-10
0
1
2
3+
0
40 90 140 190 240 290 340 390
Do you have the tools to implement an effective text messaging sales strategy
The easiest way to implement text messaging in your sales process is to have an automated system that does this for you That way you dont have to rely on your staff to keep track of all communications and all the text messages that need to be sent at the appropriate times There are a number of software solutions out there like those offered by Velocify that can automatically send text messages according to a set of business rules that you define
Get a Demo Today
06
SALES OPTIMIZATION STUDY
Takeaways and RecommendationsTexting in the sales process can lead to conversion gains of more than 100
Sending text messages before establishing contact with a prospect can adversely affect both contact and conversion rates
The content timing and number of texts should be dictated by actions taken by a prospect and by the prospectrsquos status in the sales process
Identify worthy opportunities to send text messages after making contact with a lead Text messages are best used when therersquos something timely and important that can be said in a few words Examples
bull Follow-up on a commitment made bull Reminder of appointment bull Acknowledgement of receipt or approval of document bull Request for missing informationSending three or more purposeful text messages after contact has been made with a prospect can increase conversion rates by 328
Itrsquos strongly recommended that all businesses implementing a text message program take a permission-based approach and offer the ability to opt out It is also strongly recommended that businesses follow current Federal Communication Commission (FCC) regulations as well as the guidelines put forth by the Mobile Marketing Association
conclusions
Call (888) 843-1777Email salesvelocifycomVisit our website wwwvelocifycomVisit our blog velocifycomblog
LIKE THIS STUDY WHY NOT SHARE
07
SALES OPTIMIZATION STUDY
WPLM0213
About VelocifyVelocify is a market leading provider of cloud-based intelligent sales
automation solutions that drive more effective and efficient sales
processes and improved conversion rates With unmatched expertise
drawn from a dedication to helping more than 10000 clients automate
and improve their lead response and selling processes Velocify has
become the platform of choice for organizations focused on improving
customer acquisition practices and business performance Velocify is a
privately held company recently recognized as one of the fastest growing
companies in North America by Deloitte Please visit wwwvelocifycom for
more information
CONTACT US AND SHARE
02
SALES OPTIMIZATION STUDY
BACKGROUND
Most organizations today use phone calls and emails when communicating
with prospective customers But what about texting Is it an effective mode
of communication in business Texting has become a popular method of
personal communication globally According to Portio Research 78 trillion
text messages were sent worldwide in 2011 or over 1000 texts for every
living person on Earth Portio predicted that number would increase 23 in
2012 to 96 trillion messages So there is no question that text messaging is
huge and growing The question is whether it can also be an effective form
of communication between salespeople and prospective buyers
Some progressive Velocify customers asked themselves that question and
believed the answer to be ldquoyesrdquo They asked for texting functionality in their
sales software and almost two years ago Velocify introduced text
messaging into its product to meet customer demand Broadly very few
Velocify clients have taken advantage of texting in their sales efforts In fact
only 21 of all sales prospects touched by businesses that use Velocify
were sent text messages during the nine month period looked at in this
study
So does texting make a difference in improving sales Velocify set out to
find the answer and whether there might be right and wrong ways to use
text messaging when selling
Summary FindingsVelocify found that text messages make a difference in closing deals
Relative to email messages text messages typically have a higher open and
response rate Thatrsquos not to suggest that email messaging is not an
important part of the selling process (read our recent Ultimate Contact
Strategy research to see just how impactful it can be) but our research
suggests that texting can be an effective way to supplement email and
phone communication channels Our research also suggests that texting
should be used with caution For the same reasons that text messages can
be a more effective way to communicate they have the potential to be
interpreted as intrusive or in violation of onersquos personal domain when used
for business purposes
03
SALES OPTIMIZATION STUDY
Texting at the Right Point in the Sales Process The easiest and fastest way to measure the impact of text messaging on
sales is to compare the conversion rates of prospects that were sent text
messages to those that werenrsquot The research found that prospects who are
sent text messages convert at a rate 40 higher than those who are not
sent any text messages However this metric does not tell the whole story
because it dilutes the full potential of text messaging which the research
found can actually improve conversion by more than 100 when used
properly Driving down the average conversion gain is the often
inappropriate use of texting before a relationship with a prospect is
developed In fact the research showed that sending text messages to a
prospect prior to making contact on the phone decreased the likelihood of
ever contacting that lead by 39 So how can texting help increase
conversion when it also has the potential to significantly lower contact
rates Figure 1 offers an explanation
RESULTS
120
100
80
60
40
20
0
-20
con
vers
ion
rel
ativ
e to
ave
rag
e co
nve
rsio
no
f co
nta
cted
lead
s
SMS only before contact
SMS only after contact
SMS before amp after contact
1126
196
-48
Figure 1 Texting Contacted Prospects
04
SALES OPTIMIZATION STUDY
Texting before the sales rep has spoken to a prospect on the phone not only
hurts the representativersquos chances of contacting that prospect but more
importantly it hurts his chances of converting that prospect even if he is
successful in making initial contact As figure 1 shows contacted prospects
who were sent text messages only before phone contact was made tended
to convert at a below average rate Prospects that were sent text messages
only after initial contact had been made enjoyed the highest conversion
rates converting at more than twice the rate of the average contacted lead
The message now becomes much clearer itrsquos not in a salespersonrsquos best
interest to text prior to establishing contact with a prospect However texting
after contact has been made can help significantly improve conversion
RESULTS
This data suggests that texting in business is an earned privilege Much
like sending flowers to someone before meeting them sending a text prior
to making contact with a prospective customer can be perceived as forcing
an early personal relationship where one does not yet exist Using the same
example sending flowers after a good first or second date is much more
likely to be well received But very few prospects are sent text messages
after contact is made today In fact the research found that less than 1 of
contacted prospects are sent text messages after contact is made This is
clearly an incredible growth opportunity for sales organizations not
currently taking advantage of this effective form of communication
05
SALES OPTIMIZATION STUDY
How many text messages should be sentVelocify research showed that most organizations that use texting to
communicate with sales prospects after theyrsquove made contact do so
responsibly Very few prospects are sent more than three text messages
after contact has been made Figure 2 shows that as long as text messaging
is used responsibly salespeople may want to send as many text messages
as the interaction with prospects might require But how many text
messages are too many Velocify looks forward to uncovering the answer
in future research when use of texting in business is much more prevalent
As for now with the limited number of texts being sent by salespeople
using Velocify research suggests that more texts after contact has been
established equates to greater engagement and thus a higher rate of
conversion
RESULTSn
um
ber
of
text
mes
sag
es s
ent
afte
r co
nta
ct is
est
ablis
hed
performance relative to average conversion rate
328
74
89
Figure 2 Number of Texts After Contact
-10
0
1
2
3+
0
40 90 140 190 240 290 340 390
Do you have the tools to implement an effective text messaging sales strategy
The easiest way to implement text messaging in your sales process is to have an automated system that does this for you That way you dont have to rely on your staff to keep track of all communications and all the text messages that need to be sent at the appropriate times There are a number of software solutions out there like those offered by Velocify that can automatically send text messages according to a set of business rules that you define
Get a Demo Today
06
SALES OPTIMIZATION STUDY
Takeaways and RecommendationsTexting in the sales process can lead to conversion gains of more than 100
Sending text messages before establishing contact with a prospect can adversely affect both contact and conversion rates
The content timing and number of texts should be dictated by actions taken by a prospect and by the prospectrsquos status in the sales process
Identify worthy opportunities to send text messages after making contact with a lead Text messages are best used when therersquos something timely and important that can be said in a few words Examples
bull Follow-up on a commitment made bull Reminder of appointment bull Acknowledgement of receipt or approval of document bull Request for missing informationSending three or more purposeful text messages after contact has been made with a prospect can increase conversion rates by 328
Itrsquos strongly recommended that all businesses implementing a text message program take a permission-based approach and offer the ability to opt out It is also strongly recommended that businesses follow current Federal Communication Commission (FCC) regulations as well as the guidelines put forth by the Mobile Marketing Association
conclusions
Call (888) 843-1777Email salesvelocifycomVisit our website wwwvelocifycomVisit our blog velocifycomblog
LIKE THIS STUDY WHY NOT SHARE
07
SALES OPTIMIZATION STUDY
WPLM0213
About VelocifyVelocify is a market leading provider of cloud-based intelligent sales
automation solutions that drive more effective and efficient sales
processes and improved conversion rates With unmatched expertise
drawn from a dedication to helping more than 10000 clients automate
and improve their lead response and selling processes Velocify has
become the platform of choice for organizations focused on improving
customer acquisition practices and business performance Velocify is a
privately held company recently recognized as one of the fastest growing
companies in North America by Deloitte Please visit wwwvelocifycom for
more information
CONTACT US AND SHARE
03
SALES OPTIMIZATION STUDY
Texting at the Right Point in the Sales Process The easiest and fastest way to measure the impact of text messaging on
sales is to compare the conversion rates of prospects that were sent text
messages to those that werenrsquot The research found that prospects who are
sent text messages convert at a rate 40 higher than those who are not
sent any text messages However this metric does not tell the whole story
because it dilutes the full potential of text messaging which the research
found can actually improve conversion by more than 100 when used
properly Driving down the average conversion gain is the often
inappropriate use of texting before a relationship with a prospect is
developed In fact the research showed that sending text messages to a
prospect prior to making contact on the phone decreased the likelihood of
ever contacting that lead by 39 So how can texting help increase
conversion when it also has the potential to significantly lower contact
rates Figure 1 offers an explanation
RESULTS
120
100
80
60
40
20
0
-20
con
vers
ion
rel
ativ
e to
ave
rag
e co
nve
rsio
no
f co
nta
cted
lead
s
SMS only before contact
SMS only after contact
SMS before amp after contact
1126
196
-48
Figure 1 Texting Contacted Prospects
04
SALES OPTIMIZATION STUDY
Texting before the sales rep has spoken to a prospect on the phone not only
hurts the representativersquos chances of contacting that prospect but more
importantly it hurts his chances of converting that prospect even if he is
successful in making initial contact As figure 1 shows contacted prospects
who were sent text messages only before phone contact was made tended
to convert at a below average rate Prospects that were sent text messages
only after initial contact had been made enjoyed the highest conversion
rates converting at more than twice the rate of the average contacted lead
The message now becomes much clearer itrsquos not in a salespersonrsquos best
interest to text prior to establishing contact with a prospect However texting
after contact has been made can help significantly improve conversion
RESULTS
This data suggests that texting in business is an earned privilege Much
like sending flowers to someone before meeting them sending a text prior
to making contact with a prospective customer can be perceived as forcing
an early personal relationship where one does not yet exist Using the same
example sending flowers after a good first or second date is much more
likely to be well received But very few prospects are sent text messages
after contact is made today In fact the research found that less than 1 of
contacted prospects are sent text messages after contact is made This is
clearly an incredible growth opportunity for sales organizations not
currently taking advantage of this effective form of communication
05
SALES OPTIMIZATION STUDY
How many text messages should be sentVelocify research showed that most organizations that use texting to
communicate with sales prospects after theyrsquove made contact do so
responsibly Very few prospects are sent more than three text messages
after contact has been made Figure 2 shows that as long as text messaging
is used responsibly salespeople may want to send as many text messages
as the interaction with prospects might require But how many text
messages are too many Velocify looks forward to uncovering the answer
in future research when use of texting in business is much more prevalent
As for now with the limited number of texts being sent by salespeople
using Velocify research suggests that more texts after contact has been
established equates to greater engagement and thus a higher rate of
conversion
RESULTSn
um
ber
of
text
mes
sag
es s
ent
afte
r co
nta
ct is
est
ablis
hed
performance relative to average conversion rate
328
74
89
Figure 2 Number of Texts After Contact
-10
0
1
2
3+
0
40 90 140 190 240 290 340 390
Do you have the tools to implement an effective text messaging sales strategy
The easiest way to implement text messaging in your sales process is to have an automated system that does this for you That way you dont have to rely on your staff to keep track of all communications and all the text messages that need to be sent at the appropriate times There are a number of software solutions out there like those offered by Velocify that can automatically send text messages according to a set of business rules that you define
Get a Demo Today
06
SALES OPTIMIZATION STUDY
Takeaways and RecommendationsTexting in the sales process can lead to conversion gains of more than 100
Sending text messages before establishing contact with a prospect can adversely affect both contact and conversion rates
The content timing and number of texts should be dictated by actions taken by a prospect and by the prospectrsquos status in the sales process
Identify worthy opportunities to send text messages after making contact with a lead Text messages are best used when therersquos something timely and important that can be said in a few words Examples
bull Follow-up on a commitment made bull Reminder of appointment bull Acknowledgement of receipt or approval of document bull Request for missing informationSending three or more purposeful text messages after contact has been made with a prospect can increase conversion rates by 328
Itrsquos strongly recommended that all businesses implementing a text message program take a permission-based approach and offer the ability to opt out It is also strongly recommended that businesses follow current Federal Communication Commission (FCC) regulations as well as the guidelines put forth by the Mobile Marketing Association
conclusions
Call (888) 843-1777Email salesvelocifycomVisit our website wwwvelocifycomVisit our blog velocifycomblog
LIKE THIS STUDY WHY NOT SHARE
07
SALES OPTIMIZATION STUDY
WPLM0213
About VelocifyVelocify is a market leading provider of cloud-based intelligent sales
automation solutions that drive more effective and efficient sales
processes and improved conversion rates With unmatched expertise
drawn from a dedication to helping more than 10000 clients automate
and improve their lead response and selling processes Velocify has
become the platform of choice for organizations focused on improving
customer acquisition practices and business performance Velocify is a
privately held company recently recognized as one of the fastest growing
companies in North America by Deloitte Please visit wwwvelocifycom for
more information
CONTACT US AND SHARE
04
SALES OPTIMIZATION STUDY
Texting before the sales rep has spoken to a prospect on the phone not only
hurts the representativersquos chances of contacting that prospect but more
importantly it hurts his chances of converting that prospect even if he is
successful in making initial contact As figure 1 shows contacted prospects
who were sent text messages only before phone contact was made tended
to convert at a below average rate Prospects that were sent text messages
only after initial contact had been made enjoyed the highest conversion
rates converting at more than twice the rate of the average contacted lead
The message now becomes much clearer itrsquos not in a salespersonrsquos best
interest to text prior to establishing contact with a prospect However texting
after contact has been made can help significantly improve conversion
RESULTS
This data suggests that texting in business is an earned privilege Much
like sending flowers to someone before meeting them sending a text prior
to making contact with a prospective customer can be perceived as forcing
an early personal relationship where one does not yet exist Using the same
example sending flowers after a good first or second date is much more
likely to be well received But very few prospects are sent text messages
after contact is made today In fact the research found that less than 1 of
contacted prospects are sent text messages after contact is made This is
clearly an incredible growth opportunity for sales organizations not
currently taking advantage of this effective form of communication
05
SALES OPTIMIZATION STUDY
How many text messages should be sentVelocify research showed that most organizations that use texting to
communicate with sales prospects after theyrsquove made contact do so
responsibly Very few prospects are sent more than three text messages
after contact has been made Figure 2 shows that as long as text messaging
is used responsibly salespeople may want to send as many text messages
as the interaction with prospects might require But how many text
messages are too many Velocify looks forward to uncovering the answer
in future research when use of texting in business is much more prevalent
As for now with the limited number of texts being sent by salespeople
using Velocify research suggests that more texts after contact has been
established equates to greater engagement and thus a higher rate of
conversion
RESULTSn
um
ber
of
text
mes
sag
es s
ent
afte
r co
nta
ct is
est
ablis
hed
performance relative to average conversion rate
328
74
89
Figure 2 Number of Texts After Contact
-10
0
1
2
3+
0
40 90 140 190 240 290 340 390
Do you have the tools to implement an effective text messaging sales strategy
The easiest way to implement text messaging in your sales process is to have an automated system that does this for you That way you dont have to rely on your staff to keep track of all communications and all the text messages that need to be sent at the appropriate times There are a number of software solutions out there like those offered by Velocify that can automatically send text messages according to a set of business rules that you define
Get a Demo Today
06
SALES OPTIMIZATION STUDY
Takeaways and RecommendationsTexting in the sales process can lead to conversion gains of more than 100
Sending text messages before establishing contact with a prospect can adversely affect both contact and conversion rates
The content timing and number of texts should be dictated by actions taken by a prospect and by the prospectrsquos status in the sales process
Identify worthy opportunities to send text messages after making contact with a lead Text messages are best used when therersquos something timely and important that can be said in a few words Examples
bull Follow-up on a commitment made bull Reminder of appointment bull Acknowledgement of receipt or approval of document bull Request for missing informationSending three or more purposeful text messages after contact has been made with a prospect can increase conversion rates by 328
Itrsquos strongly recommended that all businesses implementing a text message program take a permission-based approach and offer the ability to opt out It is also strongly recommended that businesses follow current Federal Communication Commission (FCC) regulations as well as the guidelines put forth by the Mobile Marketing Association
conclusions
Call (888) 843-1777Email salesvelocifycomVisit our website wwwvelocifycomVisit our blog velocifycomblog
LIKE THIS STUDY WHY NOT SHARE
07
SALES OPTIMIZATION STUDY
WPLM0213
About VelocifyVelocify is a market leading provider of cloud-based intelligent sales
automation solutions that drive more effective and efficient sales
processes and improved conversion rates With unmatched expertise
drawn from a dedication to helping more than 10000 clients automate
and improve their lead response and selling processes Velocify has
become the platform of choice for organizations focused on improving
customer acquisition practices and business performance Velocify is a
privately held company recently recognized as one of the fastest growing
companies in North America by Deloitte Please visit wwwvelocifycom for
more information
CONTACT US AND SHARE
05
SALES OPTIMIZATION STUDY
How many text messages should be sentVelocify research showed that most organizations that use texting to
communicate with sales prospects after theyrsquove made contact do so
responsibly Very few prospects are sent more than three text messages
after contact has been made Figure 2 shows that as long as text messaging
is used responsibly salespeople may want to send as many text messages
as the interaction with prospects might require But how many text
messages are too many Velocify looks forward to uncovering the answer
in future research when use of texting in business is much more prevalent
As for now with the limited number of texts being sent by salespeople
using Velocify research suggests that more texts after contact has been
established equates to greater engagement and thus a higher rate of
conversion
RESULTSn
um
ber
of
text
mes
sag
es s
ent
afte
r co
nta
ct is
est
ablis
hed
performance relative to average conversion rate
328
74
89
Figure 2 Number of Texts After Contact
-10
0
1
2
3+
0
40 90 140 190 240 290 340 390
Do you have the tools to implement an effective text messaging sales strategy
The easiest way to implement text messaging in your sales process is to have an automated system that does this for you That way you dont have to rely on your staff to keep track of all communications and all the text messages that need to be sent at the appropriate times There are a number of software solutions out there like those offered by Velocify that can automatically send text messages according to a set of business rules that you define
Get a Demo Today
06
SALES OPTIMIZATION STUDY
Takeaways and RecommendationsTexting in the sales process can lead to conversion gains of more than 100
Sending text messages before establishing contact with a prospect can adversely affect both contact and conversion rates
The content timing and number of texts should be dictated by actions taken by a prospect and by the prospectrsquos status in the sales process
Identify worthy opportunities to send text messages after making contact with a lead Text messages are best used when therersquos something timely and important that can be said in a few words Examples
bull Follow-up on a commitment made bull Reminder of appointment bull Acknowledgement of receipt or approval of document bull Request for missing informationSending three or more purposeful text messages after contact has been made with a prospect can increase conversion rates by 328
Itrsquos strongly recommended that all businesses implementing a text message program take a permission-based approach and offer the ability to opt out It is also strongly recommended that businesses follow current Federal Communication Commission (FCC) regulations as well as the guidelines put forth by the Mobile Marketing Association
conclusions
Call (888) 843-1777Email salesvelocifycomVisit our website wwwvelocifycomVisit our blog velocifycomblog
LIKE THIS STUDY WHY NOT SHARE
07
SALES OPTIMIZATION STUDY
WPLM0213
About VelocifyVelocify is a market leading provider of cloud-based intelligent sales
automation solutions that drive more effective and efficient sales
processes and improved conversion rates With unmatched expertise
drawn from a dedication to helping more than 10000 clients automate
and improve their lead response and selling processes Velocify has
become the platform of choice for organizations focused on improving
customer acquisition practices and business performance Velocify is a
privately held company recently recognized as one of the fastest growing
companies in North America by Deloitte Please visit wwwvelocifycom for
more information
CONTACT US AND SHARE
Do you have the tools to implement an effective text messaging sales strategy
The easiest way to implement text messaging in your sales process is to have an automated system that does this for you That way you dont have to rely on your staff to keep track of all communications and all the text messages that need to be sent at the appropriate times There are a number of software solutions out there like those offered by Velocify that can automatically send text messages according to a set of business rules that you define
Get a Demo Today
06
SALES OPTIMIZATION STUDY
Takeaways and RecommendationsTexting in the sales process can lead to conversion gains of more than 100
Sending text messages before establishing contact with a prospect can adversely affect both contact and conversion rates
The content timing and number of texts should be dictated by actions taken by a prospect and by the prospectrsquos status in the sales process
Identify worthy opportunities to send text messages after making contact with a lead Text messages are best used when therersquos something timely and important that can be said in a few words Examples
bull Follow-up on a commitment made bull Reminder of appointment bull Acknowledgement of receipt or approval of document bull Request for missing informationSending three or more purposeful text messages after contact has been made with a prospect can increase conversion rates by 328
Itrsquos strongly recommended that all businesses implementing a text message program take a permission-based approach and offer the ability to opt out It is also strongly recommended that businesses follow current Federal Communication Commission (FCC) regulations as well as the guidelines put forth by the Mobile Marketing Association
conclusions
Call (888) 843-1777Email salesvelocifycomVisit our website wwwvelocifycomVisit our blog velocifycomblog
LIKE THIS STUDY WHY NOT SHARE
07
SALES OPTIMIZATION STUDY
WPLM0213
About VelocifyVelocify is a market leading provider of cloud-based intelligent sales
automation solutions that drive more effective and efficient sales
processes and improved conversion rates With unmatched expertise
drawn from a dedication to helping more than 10000 clients automate
and improve their lead response and selling processes Velocify has
become the platform of choice for organizations focused on improving
customer acquisition practices and business performance Velocify is a
privately held company recently recognized as one of the fastest growing
companies in North America by Deloitte Please visit wwwvelocifycom for
more information
CONTACT US AND SHARE
Call (888) 843-1777Email salesvelocifycomVisit our website wwwvelocifycomVisit our blog velocifycomblog
LIKE THIS STUDY WHY NOT SHARE
07
SALES OPTIMIZATION STUDY
WPLM0213
About VelocifyVelocify is a market leading provider of cloud-based intelligent sales
automation solutions that drive more effective and efficient sales
processes and improved conversion rates With unmatched expertise
drawn from a dedication to helping more than 10000 clients automate
and improve their lead response and selling processes Velocify has
become the platform of choice for organizations focused on improving
customer acquisition practices and business performance Velocify is a
privately held company recently recognized as one of the fastest growing
companies in North America by Deloitte Please visit wwwvelocifycom for
more information
CONTACT US AND SHARE