Entry By Jason Brick
By now, most business owners at least understand the concept of using SMS marketing to reach potential customers and drive sales. But your customer base is not the only place SMS can generate revenue. Text message broadcasts are also an inexpensive, simple way to communicate with your sales team. Applied well, you can motivate, inform, reward and hector your sales force via text to help them all make more and larger sales.
- Periodic Motivation
Salespeople out in the field often feel apart from the team back in the office. A few daily messages can help them feel included, motivated and excited about your product. This can be anything from an appropriate quote to telling the team about the amazing sale a colleague just made.
- Low-Profile Q & A
Traditionally, a sales representative who needed a "lifeline" during a sale had to call in. This left customers idling awkwardly as the rep phoned support. Using text back and forth allows your rep to maintain momentum and rapport while getting the answers.
- Performance Reporting
Have your team text in every few hours with sales numbers for the day. Compile them and broadcast the results to spur friendly competition in the field. This also gives you a chance to give extra attention to any member of your sales force who's having a rough morning – providing an opportunity to keep it from turning into a rough day. Compiling those reports at the end of each day also keeps your finger on the pulse of your sales team as a whole.
- Flash Sales
This is similar to the mini coupons and events you already run with your SMS advertising. A "one-hour only" coupon texted to all your representatives gives them a tool for putting buying pressure on potential clients who are still on the fence.
- Running Contests
Your sales force likes feeling involved and listened to as much as your customer base does. The occasional contest can help them feel that way. Sales reps often treat their numbers as a competition, but you can create other contests to build camaraderie. Gather the most hilarious objections, strangest situations or most brilliant lines to save a sale. Give a small, but meaningful prize to the winners.
Experts from Brian Tracy to Zig Ziglar will tell you that communication between your front line and the back office is vital to top performance from your sales team. SMS is one of the fastest, easiest and least expensive ways to keep that communication strong.