Virtual Selling

25Blending Text Messaging into Account Management and Down-Pipeline Communication

I love text messaging. As a virtual communication tool, it's fast, efficient, less formal than email, and allows for arm's-length, nonintrusive synchronous communication that still feels personal.

Text messaging is extremely versatile. You can attach videos, images, voice messages, and links to articles and resources. And, when the person you are texting is not available, texting shifts from synchronous to asynchronous communication.

I primarily use text for account management, customer service, nurturing relationships, and advancing pipeline opportunities. Secondarily, I prospect with text, present offers with text, negotiate with text, and close deals with text.

There are two reasons why text messaging is such a powerful virtual sales tool:

1. It's mobile. Text messaging is integrated into the mobile and wearable devices that are attached to us 24/7. These are the primary communications devices in our lives and businesses. Everyone has a mobile phone, and for Apple users, text is integrated across all devices and desktops.
2. It's a priority. One of the key reasons why text messages work so well is that most people feel compelled to read and/or respond to them immediately.

Blending Text into Account Management Activity

It's for these reasons that text messaging is the perfect virtual communication channel to blend into account management and down-pipeline activity. Text messages are an easy way ...