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Texting Prospects (at the Right Time) Boosts Conversion

by Lenna Garibian  |  
March 1, 2013

Though email messaging is an important part of the selling process, texting can be an effective way to supplement email and phone channels, according to a study by Leads360.

On average, sales prospects who receive SMS text messages during the sales process convert at a rate 40% higher than those who do not receive such messages, Leads360 found.

But timing is everything. Text messages sent after contact via telephone has been made improve conversions 112.6% over average conversion levels, whereas those sent prior to phone contact convert at roughly 4.8% below the average rate:

Importantly, sending text messages to a prospect before making contact on the phone decreases the likelihood of ever contacting that lead 39%, according to the report.

Below, other findings from Leads360.

For the same reasons that text messages can be a more effective way to communicate with sales prospects, they also have the potential to be interpreted as intrusive or in violation of one's personal domain when used for business purposes, Leads360 notes.

How many text messages should be sent?

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Lenna Garibian is a MarketingProfs research writer and a marketing consultant in the tech industry, where she develops engaging content that builds thought leadership and revenue opportunities for clients. She's held marketing and research positions at eRPortal Software, GAP Inc., Stanford University, and the IMF. Reach Lenna via Twitter @LennaAnahid and LinkedIn.

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  • by andy Sun Mar 3, 2013 via web

    would you say texting provides better marketing strategy than emailing in this day in age?

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