Using text messages for sales.

1) Can I use text messaging for legal plan sales?

WARNING! It is VERY important that you do not solicit by text message. Text messaging should never be the first way you reach out to a lead. Not only is it off-putting to the lead, but it's also against the law. 

ALSO, a lead may have asked that there be NO texting at all when communicating with them. It's very important that you read their record closely when you receive it. 

(See more on TCPA laws below...)

BUT, text messaging can be very powerful when you are having difficulty connecting with the lead or need to send a quick follow-up!

Your texts should be short and efficient so that people will read them and respond. Here are some examples:

"Hi George, I'm glad we connected. Let me know if it is okay to text with you. If not, you can just send me a quick response like "No Txt".

"Hi John, I've called you a few times about your request for legal help, but I don't want to be a pest. Is there a good time to talk?" 

Resist calling right after a lead responds to your text. If you are texting, stay in that medium until it's agreed a call is appropriate. 

Be sure to make quick responses to texts from a lead!  

2) Here are your best reasons for using text in sales...

1. Appointment reminders

2. Urgent & important notifications

3. When you are having trouble connecting through other channels of communication, though NOT for your first contact.

3) Here are some encouraging statistics about the proper use of text messages in sales!

Texting gets a 5X greater response rate over phone calls.  

Consumers are just as comfortable texting with businesses with whom they have a relationship as they are with colleagues

Texting is the second most preferred method of communication for most types of messages.  While email is still the most widely preferred, its popularity is waning.

From a research study on the impact of texting on sales conversions... 

Texting before first contact with a lead = ONLY 4.8%!

Texting before & after first contact = 19.6%

Texting AFTER first contact = 112.6%

Typical communication preferences of leads for message content and time sensitivity...

IMPORTANT & URGENT = 52% live phone call,  8% voicemail, 14% email, 21% text, 5% direct mail

INFORMATIONAL ONLY = 11% live phone call, 9% voicemail, 45% email, 16% text, 19% direct mail

If used AFTER your first, live contact, texting can more than double conversion rates!

1. Understand your buyers’ communication preferences. (Be sure to ask them!)

2. Always use multiple communication channels.

3. Keep your texts short and crystal clear.

4. Experiment with different uses of text to measure results.

5. Know the laws regarding technology to stay compliant and to standardize your process.

4) IMPORTANT! What does TCPA stand for?

TCPA stands for Telephone Consumer Protection Act. It prohibits sales calls from being made using automatic telephone dialing systems, artificial or prerecorded voices, or text messaging when the called party could be charged for the call without permission. 

The person seeking legal help is asked (because we are required by law to ask) if they would accept those types of calls. If they respond yes, then all of those types of communication are fair game. If they respond no, that means that they only want to be contacted using a live human on the phone.  

WARNING!

If the record for your lead reads "TCPA: Yes", you may contact them by text. However, If the lead reads "TCPA: No", you may not. 

That being said, it's generally recommended NOT to use text for initial contact as consumers are way more sensitive to marketing message via text. Even with permission, there can be a $1500 fine per text message if the text is the initial contact method used, and the lead disputes they gave permission. We ask for TCPA permission, but that doesn't mean they can't "dispute" or "forget" the fact they agreed to it. We recommend using text more casually for follow up communication once you have already established a sales conversation.