Statistics show that SMS/Texting for B2B outreach is on the rise and it isn’t slowing down anytime soon. More and more sales and marketing divisions are utilizing SMS to reach out to potential clients to boost pipelines, strengthen communications and move the bottom line. Over the Next 5-10 years SMS texting is predicted to grow continuously with no signs of slowing down.
Below is a collection of statistics from various studies that add evidence to SMS/Texting as a viable and consistent outreach tactic.
Time is always a key factor in sales. Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity. However, there is nothing worse than reaching out and getting “ghosted”. Never hearing back and having to deal with the anxiety of “do I reach out again?”, “am I bugging them?”, “did they get my message?”, “I was sent to voicemail again, did I lose the deal?” This uncertainty is nothing new to any seasoned sales person. One way to alleviate this anxiety is to reach out via multiple channels to find the best way your prospect or customer prefers to communicate.
So what outreach methods are the best communication channels to get in touch with your prospect or customer, and get that response in order to alleviate some of the uncertainty of the common sales process? One company, Text Us, is using text messaging to avoid the voice mailbox and cluttered email inbox to help customers reach out via mobile phone text message and they are having greater success with staggeringly higher response rates than traditional methods. In fact, According to their website, textus customers are seeing a 40% response rate to text messages. The data makes complete sense when you think about how often the average person checks their cell phone every day. According to a 2015 study by Deloitte, the average american checks their cell phone 46 times a day. That is an average of 3 times an hour (assuming 8 hours of sleep a night we all get…right). So why wouldn’t it make sense to reach out directly via text to take advantage of one of these attentive moments.
The data doesn’t stop with text messaging. In fact, there are still many benefits to reaching out via phone call or email. Let’s look at the benefit of picking up the phone and reaching out first.
The benefits of the phone call include:
Phone calls are still a great way to reach out because they are the closest thing to an in-person meeting, but they are still incredibly time consuming. If you know your audience and know that conveying trust is a major point of the business relationship (and you can’t get together for a face-face-to-face), phone calls are still a powerful communication channel.
Email is still a popular tool to reach out as well. Email can include an incredible amount of information that is consumable when the recipient is ready to read it. According to a Return Path study last year, analyzing 27 Billion emails sent by Americans between May 2016 and April 2017, 55% were opened via a mobile device.
The benefits of an email include:
Email is still a popular method to reach out because its a quick and easy way to send important documents, contracts, and additional information to advance the B2B relationship. There are downsides to email, including spam traps, and inbox overload, as the average American receives 121 emails a day (40 of which are B2B emails).
Email, phone calls and text messages are still viewed as 3 separate communication channels in the sales/marketing world, but email marketers and sales professionals alike need to make sure they are using each one effectively, as the majority of Americans continue to utilize their mobile cell phones more and more.
At Lead411, we are committed to this data and have been adding more and more mobile phone numbers and verified emails to our platform. As this trend continues, the need for accurate phone numbers and verified email addresses will be at the forefront of the B2B relationship for marketing and sales professionals alike, as they look for the most successful ways to improve communication and maintain revenue streams without worrying if the message was received or not.
In the past year we have made a ton of improvements. We have been working really hard with you to figure out what you need and how we can step up our game. Because of this we have seen a HUGE increase in customer satisfaction and that is reflected in our ratings inside G2Crowd. Last Friday we were notified that we were in the Top 3 of all Sales Intelligence platforms in terms of customer satisfaction in their Best of 2015 User Choice Lists.
In addition, G2Crowd also asks specific questions to any user that is being surveyed across all of the 13,000+ products they track. One of those questions is “How easy is the solution to setup?” – For that particular question we were ranked in the Top 10 of all the 13,000+ products. We are very proud of this as one of our goals is to make it really really easy for people to consume our intel and data. We know that all the intel can be information overload so we want to make it simple to use so they get a quick ROI.
Finally we would like to say thank you to all of our loyal customers AND we want them to know that we are making a commitment to be on top of more of these User Choice lists next year. Our goal is to make you succeed so we are working our *ss off to try and get better leads and better deliverability for you. Here is to a prosperous 2016!