Hey, there.
Dan Martell here-- a serial entrepreneur, investor,
and creator of SAS Academy.
In this video, I want to share with you the four
ways to incorporate SMS text messaging, essentially,
into your sales and marketing funnels.
And be sure to stay at the end, where
I'm going to tell you how to get access to the four chat scripts
templates.
You essentially copy, paste, change some words,
and you can send them out to get results in your business.
They helped me reduce my sales no-shows by 30% alone.
That's just one of the chat scripts
I'm going to share with you.
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So maybe you are frustrated that you're spending all this time
and money generating leads and getting your appointments
for your sales demos, but people are dropping off in there.
Or they're downloading a lead.
You don't hear from them.
There is no-shows going on in your sales process.
Or even worse, customers are loving your product,
but you're not getting a feedback loop
where they're leaving reviews on different review sites
or providing testimonials.
What I want to show you today is how I worked with Chris
at Sales Message.
He's one of my coaching clients in SAS Academy.
And we designed the SMS Advantage training,
which showed--
I mean, this guy sends a million messages a week
through sales message and text message--
probably even more, almost probably getting close
to a day.
And the best practices that he believes are required to make
SMS effective in your business-- that's what we're going to talk
about today--
is kind of where you should put them,
the right messages to send, and the hot principles
you need to do this right.
Well, let's get started.
Number 1, three funnels.
So at the end of the day, when I look
at the landscape of operations, I
say, where can we use SMS in the best possible way?
There's really three places.
Number one is on marketing to really warm up
new opportunities.
I'm going to talk to you about how to do that in a second.
The second is around sales process, and for me,
reducing no-shows.
I think that is such low hanging fruit for so many of you.
And then the third one is around, you know,
customer success.
And creating those case studies, or even more importantly,
reviews on review sites so that you can have your customers go
in and kind of share your gospel of how great your product
is, so that other people coming across that
will feel more confident and excited about signing up
for your solution.
So those are the three areas.
If you're sitting down with your team and saying,
hey, I want to do SMS.
Where should I think of the opportunities?
Go look at your marketing lead gen process.
And say, hey, could we do a text message here?
Number 2, in our sales funnel, is there an appropriate way
for us to ask a question?
The answer is yes.
I'm going to show you how, to make sure
that we reduce our no-shows.
And then finally, we're getting customers
that love our product.
How do we prompt them at the right time using text messages
to get some reviews and/or case studies created
for your marketing and sales team?
Number 2, get the digits.
Most of you have lead gen forms for webinars,
for e-books, for your trial sign-ups that don't
prompt for a phone number.
So we'll give you a few tips to do this right.
Number 1, on your sign-up process,
or any process regardless--
Chris shared this in the training that we did.
Essentially, you want to always add any high friction questions
to sign-up on the second step of the sign-up.
So somebody is registering for a webinar.
You would ask them for their name and email
on the registration page.
And on the thank you page, essentially,
after they're registered, you might do something
like, you know, click here to be notified via text message
when we go live.
So they click it.
They add their cell number.
They hit Save.
Now they're going to get notified when they go live.
So that's a really smart way of doing it.
On your trial process-- this is what I've always done--
is in the form when they're signing up,
you might have a checkbox this says click here
for free phone support.
When they click it, it asks them for their cell number.
They enter it.
Now all of a sudden, you have the ability to text message
them.
So just think about it.
Getting the number has to make sense
for the stage of where they're at.
So why you're asking for that phone number
has to make sense for the reason that they're
giving you their contact info and you're asking for it.
If you do that, you will get the digits.
Number 3, short and sweet.
So one thing that's totally different about SMS
from email or other different formats, is that it's short.
What I mean by that.
When you're chatting with somebody,
think about how you chat with a friend.
You might send two or three words
and hit Send, two or three more words, and hit Send.
You don't send a whole paragraph worth of text.
You don't sit there and go, all right.
Friday night, I'm thinking we should do this,
and then do that.
And maybe invite this person, et cetera, et cetera,
and then hit Send.
The person is going to see that and go, like, what
are you doing?
What you do instead is you send a little bit.
You ask the question, et cetera.
So to me, the right way to do text messaging
is a chat sequence.
It's short and sweet.
And at the end of the day, this is
the kicker, is you've got to end with a question.
So every time, sometimes the chat is just a question,
is to initiate it.
Because that, to me, is how you're
going to get people engaged is, hey, nice to meet you.
Saw you signed up for a demo.
do.
You have any questions before?
Do you have any questions?
So these would be just examples.
Do you have any questions before we jump on our call?
Or, is there anything specific you
want to review before we get on our call?
Or, hey, John.
I noticed you just got past your 30 day trial
and you guys added 15 different reports.
It looks like you guys are doing well.
We'd love a review, link to the review.
These are, like, short quick examples--
I'm going to give you some more templates at the end--
that you can use to keep the conversation short and sweet.
Just boom, boom, boom, question mark.
That'll get things engaged.
Number 4, catch the drop-off.
So the way I think about this is,
it's kind of like a trapeze artist, right?
They're swinging.
They're with their partners.
And they're doing all their tricks and stuff.
But if something happens and they miss the catch,
there is a net underneath them to catch the person so they
don't fall to their death.
To me, it's the same thing when we think about SMS,
is what is the right place, when you look at a funnel?
Where is the right place to introduce this?
To me, it would be where you're expecting a reply for them.
And typically, there's a high drop-off rate, right?
So that may be if you send out a proposal,
and they didn't get back to yet.
Or that might be that they filled out
an application for a demo, but they didn't book their call.
Whatever it is, there's a spot in your funnel
where they didn't complete a step.
And that's a perfect opportunity for you
to prompt them with a question.
So for the proposal one, it's simple.
It's like, did you get a chance to review the proposal
with your team, question mark?
Or for the sales funnel is, can you
please let me know if anything comes up before I call
next Tuesday to schedule our call?
That, to me, is like these beautiful places
where you have the opportunity to prompt the person
but also set the expectation that you're waiting
and you're paying attention.
And I also have learned that over the years, especially
in a sales capacity, is that if you can go omni channel--
and omni channel for me is Facebook, LinkedIn, chat,
in-app messages and email.
Those are five different channels.
And if you have partners involved,
having the partner get involved, you're
going to increase your conversion rate.
Because they know or they feel like oh, man, I did
commit to that.
And I can't hide.
Some people ignore emails.
But if you send a text message, they know.
They're like, oh, he's really waiting on that.
I gotta get back to him.
So catch the drop-off will help you increase the movement
through your funnel.
Number 5, automate the flow.
So this is a no-brainer.
The easiest way to automate your SMS messaging
is to using Zapier.
Zapier, or Zapier-- whatever way you want to pronounce it--
is just the glue of the internet.
If you don't know about this, I don't
know what you're doing with your software business.
Because to me, it is the tool that connects
all your different systems.
And one of the coolest part is at any stage or event that
happens in another tool-- and that could be your CRM tool
through HubSpot or Pipedrive, or it could be in your email
marketing tool like Active Campaign, or HubSpot,
or whatever you're using--
you can trigger the SMS notification.
You can trigger an event in whatever tool.
I highly recommend you check out Sales Message in our comments,
what we use at our companies.
It's awesome.
Chris is the founder.
Yes, I'm biased because I coach him.
But he's not paying me to say this.
He doesn't even know that I'm saying this.
But it is just a really clean, simple tool.
It kind of allows you to create a chat conversation in SMS
on the web.
So you can have multiple text message conversations going on
at once in the app.
But all the triggering of when those messages get sent
are done through automation.
So five key strategies that you need
to incorporate SMS into your marketing and sales funnel.
Number 1, the three funnels-- lead gen,
no-shows, and reviews.
Number 2, get the digits.
Number 3, short and sweet.
4, catch the drop-off.
And number 5, automate the flow.
As I mentioned at the beginning, I
want to share with you an exclusive resource, which
is the four SMS chat scripts that you can copy and paste.
They're essentially templates right into your business.
Just change a few words, and it'll work for you.
As I mentioned at the beginning, it actually
reduced our no-shows for our sales process by over 30%.
Also talks about how to get reviews from the customers
and how they warm up new clients via your marketing funnels.
Just click the link below and download.
Those are the top ones that Chris has identified, again,
sending over a million messages a month from salesmessage.com.
And if you like this video, be sure to softly tap
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If there's anybody that you care about
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As per usual, I want to challenge
you to live a bigger life and a bigger business,
and I'll see you next Monday.
Click the link Download--
clink.
Click the link below.