Habits of Top Sellers: Build a Texting Basis with Clients/Customers (current & prospective)

Welcome to this week’s edition of "Habits of Top Sellers", where we dive into the habits that help sales professionals build trust, strengthen relationships, and drive consistent results. This week’s focus is on establishing a texting basis with clients—a small step that can significantly impact communication and deal progression.

Why a Texting Basis Matters

As sales professionals, we know that strong client relationships are at the heart of successful selling. Texting offers a quick, personal, and convenient communication method that many clients appreciate. In fact, a study by Zipwhip found that 76% of consumers have received texts from a business, and 83% of millennials open texts within 90 seconds. The right text at the right time can keep deals on track, address last-minute questions, and strengthen your rapport with clients.

By establishing a texting basis, top sellers can:

• Enhance client responsiveness: Texts are typically seen and responded to faster than emails.
• Build rapport: Texting feels more personal and can strengthen your client relationship.
• Cut through the noise: Inboxes are crowded, but texts tend to get priority attention.
• Provide quick updates and reminders: Perfect for reminders, check-ins, and last-minute updates.

How to Build a Texting Basis with Clients

Here’s how you can introduce and maintain a professional texting basis with clients without overstepping boundaries:

1. Ask for Permission First Establishing a texting basis starts with a simple request. At the end of a meeting or email, say something like, “Would you be comfortable if I text you for quick updates or reminders?” This makes clients feel respected and in control of the communication style.
2. Keep Texts Purposeful and Concise Texts should add value, not clutter. Use them for: a) Appointment reminders or meeting confirmations. b) Quick updates (e.g., “Just emailed you the revised proposal”). c) Urgent questions when email or calls aren’t immediately responsive.
3. Use a Professional Tone Even though texting is casual, keep a professional tone. Avoid slang and emojis unless you’re certain they’re appropriate for that client. A friendly, clear tone shows that you respect both their time and the relationship.
4. Text During Business Hours It’s important to stick to business hours unless the client initiates outside of those times. This keeps the relationship professional and respects their work-life boundaries.
5. Be Mindful of Frequency Limit the number of texts to prevent overwhelming the client. Texting should complement your other communication methods, not replace them.
6. Always Acknowledge Replies If a client responds to a text, acknowledge it, even with a simple “Thanks for the confirmation!” This keeps the exchange respectful and confirms that you received their response.

The Impact of Building a Texting Basis

Top sellers who develop a texting basis report:

• Faster response times: Clients respond to texts quicker than emails, leading to faster decision-making.
• Improved engagement: Clients appreciate the flexibility of texting, and it can lead to more consistent communication.
• Enhanced trust: Texting adds a personal touch that can make clients feel valued and supported.

When used strategically, texting can be a powerful tool for client communication, reinforcing relationships and making the sales process smoother.

Habit Challenge:

This week, I challenge you to ask three clients if they’d be open to texting for quick updates or reminders. Note how it changes the pace and tone of your communication. Share your experience in the comments—did texting improve your client interactions?

Bonus Content:

• Sample Texts to Try: “Hi [Client], just a quick reminder about tomorrow’s meeting at 10 AM. Looking forward to it!” “Sent over the proposal—feel free to text with any quick questions.” “We’re confirmed for [event]. Let me know if anything changes!”
• Tool of the Week: HubSpot SMS or TextUs allow for professional SMS communication and tracking right from your CRM.

Let’s Keep the Conversation Going:

• Do you currently use texting with clients? What’s worked best for you? Let’s hear your insights in the comments!