There are still some of us sales professionals out there that don’t fully appreciate the value of email and text messaging.  In today’s market you have to “touch” your customers and prospects as often as possible.  One way to do that is via email or text.

Many of your customers today are so busy trying to do the job of two people that they rarely have time for a phone conversation.  While number one I prefer face to face, number two phone conversation and three electronic communication sometimes you can’t have your first pick.  If you have a customer you know actively uses email or text then make sure you take advantage of this.  I feel email is the more impersonal way to touch base but it also doesn’t clutter the mind or frustrate a client as phone can do at the wrong time.  Text in my book is a tad more personal and you need to make sure your customer is inclined to allow you to text them.  The benefit of both means is that you aren’t bugging a contact and they can respond when they have time.  It’s much easier for a busy general manager to shoot you a quick reply while they are simultaneously replying to three other people than to pick up the phone and devote their energy to an actual call. 

You can get by emailing someone a lot more than you calling them as well, especially when it comes to prospects.  Another benefit to email is that there are a lot fewer gate keepers screening their bosses mail than phone calls.  I have found the people are much more likely to give their email address over their direct/mobile number as well.

So mix it up a bit and don’t forget to make that occasional visit or phone call, there is no substitute for face to face.  In the meantime burn up their email and if they don’t mind send a regular text.  Letting your client feel like they are in control of when they get back to you never hurts either. 

So if you are scared of texting ask your twelve year old I’m sure they are practically an expert.