Dan Martell - Use SMS in Your Marketing & Sales Funnel

00:00:00.000 Hey there.

00:00:00.500 Dan Martell here, serial entrepreneur, investor,

00:00:02.120 and creator of SaaS Academy.

00:00:03.800 In this video, I want to share with you

00:00:05.940 the four ways to incorporate SMS, text messaging,

00:00:09.760 essentially, into your sales and marketing funnels.

00:00:12.600 And be sure to stay to the end.

00:00:13.720 We're going to tell you how to get access to the four chat

00:00:17.040 scripts templates.

00:00:18.000 You essentially copy, paste, change some words,

00:00:20.240 and you can send them out to get results in your business.

00:00:22.620 They help me reduce my sales no-shows by 30% alone.

00:00:27.360 That's just one of the chat scripts

00:00:28.920 I'm going to share with you.

00:00:30.000 So maybe you are frustrated that you're

00:00:44.320 spending all this time and money generating leads

00:00:46.460 and getting your appointments for your sales demos,

00:00:48.780 but people are dropping off in there,

00:00:50.680 or they're downloading a lead magnet,

00:00:52.120 you don't hear from them.

00:00:53.240 There's no shows going on in your sales process,

00:00:55.600 or even worse, customers are loving your product,

00:00:58.020 but you're not getting a feedback loop

00:00:59.680 where they're leaving reviews on different review sites

00:01:02.000 or providing testimonials.

00:01:03.820 What I want to show you today is how I worked with Chris

00:01:06.780 at SalesMessage.

00:01:07.660 He's one of my coaching clients in SAS Academy.

00:01:09.720 And we designed the SMS Advantage training, which

00:01:13.580 showed, I mean, this guy sends a million messages a week

00:01:17.020 through sales message and text messages, probably even more,

00:01:19.660 probably getting close to a day.

00:01:21.240 And the best practices that he believes

00:01:24.160 are required to make SMS effective in your business,

00:01:27.400 that's what we're going to talk about today,

00:01:28.980 is where you should put them, the right messages to send,

00:01:32.340 and the hot principles you need to do this right.

00:01:35.160 Let's get started.

00:01:36.240 Number one, three funnels.

00:01:38.260 So at the end of the day, when I look

00:01:40.380 at the landscape of operations, I

00:01:42.660 say, where can we use SMS in the best possible way?

00:01:45.400 There's really three places.

00:01:46.560 Number one is on marketing to really warm up new opportunities.

00:01:50.880 I'm going to talk to you about how to do that in a second.

00:01:53.400 The second is around sales process.

00:01:56.240 And for me, reducing no-shows, I think

00:01:58.100 That is such low-hanging fruit for so many of you.

00:02:00.620 And then the third one is around customer success

00:02:03.620 and creating those case studies, or even more importantly,

00:02:06.420 reviews on a review site so that you

00:02:08.780 can have your customers go in and share

00:02:11.660 your gospel of how great your product is

00:02:13.580 so that other people coming across that

00:02:15.200 will feel more confident and excited about signing up

00:02:18.020 for your solution.

00:02:19.500 So those are the three areas.

00:02:21.620 If you're sitting down with your team and you say, hey,

00:02:23.760 I want to do SMS.

00:02:24.720 Where should I think of the opportunities?

00:02:26.680 go look at your marketing lead gen process and say,

00:02:29.340 hey, could we do a text message here?

00:02:31.080 Number two, in our sales funnel, is there

00:02:33.760 an appropriate way for us to ask a question?

00:02:35.640 The answer is yes.

00:02:36.380 I'm going to show you how to make sure

00:02:38.300 that we reduce our no-shows.

00:02:39.380 And then finally, we're getting customers that

00:02:41.520 love our product.

00:02:42.300 How do we prompt them at the right time using text messages

00:02:45.380 to get some reviews and or case studies created

00:02:48.400 for your marketing and sales team?

00:02:50.280 Number two, get the digits.

00:02:52.300 Most of you have lead gen forms for webinars, for ebooks,

00:02:56.380 for your trial sign-ups that don't prompt for a phone number.

00:03:00.220 So I'm going to give you a few tips to do this right.

00:03:02.140 Number one, on your sign-up process, or any process,

00:03:06.320 regardless, Chris shared this in the training that we did.

00:03:09.040 Essentially, you want to always add any high-friction questions

00:03:13.040 to a sign-up on the second step of the sign-up.

00:03:16.300 So if somebody is registering for a webinar,

00:03:18.100 you would ask them for their name and email

00:03:20.680 on the registration page.

00:03:21.620 And on the thank you page, essentially,

00:03:23.500 after they're registered, you might do something like click

00:03:26.320 here to be notified via text message when we go live.

00:03:29.260 So they click it, they add their cell number, they hit Save.

00:03:31.600 Now they're going to get notified when they go live.

00:03:33.460 So that's a really smart way of doing it.

00:03:35.140 On your trial process, this is what I've always done,

00:03:37.600 is in the form when they're signing up,

00:03:39.580 you might have a checkbox that says,

00:03:40.820 click here for free phone support.

00:03:42.460 When they click it, it asks them for their cell number.

00:03:45.520 They enter it.

00:03:46.540 Now all of a sudden, you have the ability to text message them.

00:03:49.380 So just think about it.

00:03:51.820 Getting the number has to make sense

00:03:54.160 for the stage of where they're at.

00:03:55.860 So why you're asking for that phone number

00:03:58.240 has to make sense for the reason that they're giving you

00:04:02.020 their contact info and you're asking for it.

00:04:04.480 If you do that, you will get the digits.

00:04:06.760 Number three, short and sweet.

00:04:09.060 So one thing that's totally different about SMS

00:04:12.540 is from email or other different formats

00:04:15.420 is that it's short.

00:04:17.460 What I mean by that, it's when you're chatting with somebody,

00:04:20.100 think about how you chat with a friend.

00:04:21.800 You might send two or three words and hit send,

00:04:23.800 two or three more words and hit send.

00:04:25.320 You don't send a whole paragraph worth of text.

00:04:28.340 You don't sit there and go, all right, Friday night,

00:04:31.060 I'm thinking we should do this, and then do that,

00:04:33.160 and maybe invite this person, et cetera, et cetera, et cetera,

00:04:35.420 and then hit Send.

00:04:36.320 The person is going to see that and go, what are you doing?

00:04:38.940 What you do instead is you send a little bit.

00:04:40.740 You ask the question, et cetera.

00:04:42.200 So to me, the right way to do text messaging

00:04:45.000 is a chat sequence.

00:04:46.740 It's short and sweet.

00:04:48.720 And at the end of the day, this is the kicker,

00:04:50.700 is you've got to end with a question.

00:04:52.740 So every time, sometimes the chat is just a question,

00:04:55.860 is to initiate it.

00:04:57.060 Because that, to me, is how you're

00:04:59.000 going to get people engaged is, hey, nice to meet you.

00:05:01.980 Saw you sign up for a demo.

00:05:03.700 Do you have any questions before?

00:05:05.240 Do you have any questions?

00:05:06.240 So these would be just examples.

00:05:07.620 Do you have any questions before we jump on our call?

00:05:11.660 Or is there anything specific you want to review

00:05:13.240 before we get on our call?

00:05:14.420 Or hey, John, I noticed you just got past your 30-day trial

00:05:18.900 and you guys added 15 different reports.

00:05:21.620 It looks like you guys are doing well.

00:05:23.960 Would love a review, link to the review.

00:05:26.020 These are like short, quick examples.

00:05:27.980 I'm going to give you some more templates at the end,

00:05:29.920 but that you can use to keep the conversation short and sweet.

00:05:34.520 Just boom, boom, boom, question mark.

00:05:36.980 That'll get things engaged.

00:05:38.480 Number four, catch the drop off.

00:05:40.640 So the way I think about this is it's

00:05:42.320 kind of like a trapeze artist, right?

00:05:44.480 They're swinging, they're with their partners,

00:05:46.340 and they're doing all their tricks and stuff.

00:05:48.200 But if something happens and they miss the catch,

00:05:51.020 there is a net underneath them to catch the person

00:05:54.280 so they don't fall to their death.

00:05:56.300 To me, it's the same thing when we think about SMS,

00:05:58.820 is what is the right place?

00:06:00.440 When you look at a funnel, where is the right place

00:06:02.660 to introduce this?

00:06:03.460 To me, it would be where you're expecting a reply for them.

00:06:07.760 And typically, there's a high drop-off rate.

00:06:10.580 So that may be if you send out a proposal

00:06:12.700 and they didn't get back to you yet.

00:06:13.880 Or that might be that they filled out an application

00:06:16.940 for a demo, but they didn't book their call.

00:06:19.100 Whatever it is, there's a spot in your funnel

00:06:21.800 where they didn't complete a step,

00:06:23.180 and that's a perfect opportunity for you

00:06:25.360 to prompt them with a question.

00:06:27.480 So for the proposal one, it's simple.

00:06:29.100 It's like, did you get a chance to review the proposal

00:06:31.100 with your team?

00:06:31.700 Question mark.

00:06:32.560 Or for the sales funnel is, can you please

00:06:35.860 let me know if anything comes up before I call next Tuesday

00:06:40.320 to schedule our call?

00:06:41.360 That to me is like these beautiful places

00:06:43.940 where you have the opportunity to prompt the person,

00:06:47.100 but also set the expectation that you're waiting

00:06:49.900 and you're paying attention.

00:06:51.240 And I also have learned that over the years,

00:06:53.220 especially in a sales capacity, is

00:06:54.960 that if you can go omni-channel, OK?

00:06:56.720 And omni-channel for me is Facebook, LinkedIn, chat,

00:06:59.780 in-app messages, and email.

00:07:01.560 Those are five different channels.

00:07:02.900 And if you have partners involved,

00:07:04.020 having the partner get involved, you're

00:07:06.860 going to increase your conversion rate

00:07:08.600 because they're knowing, they know or they feel like,

00:07:11.580 oh, man, I did commit to that and I can't hide.

00:07:13.900 Some people ignore emails.

00:07:15.180 But if you send a text message, they know they're like,

00:07:17.720 oh, he's really waiting on that.

00:07:18.720 I got to get back to him.

00:07:19.600 So catch the drop-off will help you increase the movement

00:07:23.640 through your funnel.

00:07:24.520 Number five, automate the flow.

00:07:26.860 So this is a no-brainer.

00:07:28.120 The easiest way to automate your SMS messaging

00:07:32.020 is to using Zapier.

00:07:33.200 Zapier, or Zapier, whatever way you want to pronounce it,

00:07:36.660 it's the glue of the internet.

00:07:38.160 If you don't know about this, I don't

00:07:39.780 know what you're doing with your software business.

00:07:41.960 Because to me, it is the tool that

00:07:44.100 connects all your different systems.

00:07:46.200 And one of the coolest part is at any stage or event

00:07:48.660 that happens in another tool, and that could be your CRM

00:07:51.040 tool through HubSpot or Pipedrive,

00:07:53.280 or it could be in your email marketing tool

00:07:55.560 like ActiveCampaign or HubSpot or whatever you're using,

00:07:59.200 you can trigger the SMS notification.

00:08:01.480 You can trigger an event in whatever tool.

00:08:04.180 I highly recommend you check out salesmessage.com.

00:08:06.500 It's what we use at our companies.

00:08:08.440 It's awesome.

00:08:09.120 Chris is the founder.

00:08:10.340 Yes, I'm biased because I coach him,

00:08:11.640 but he's not paying me to say this.

00:08:12.960 He doesn't even know I'm saying this.

00:08:14.640 But it is just a really clean, simple tool.

00:08:16.800 It kind of allows you to create a chat conversation in SMS

00:08:21.240 on the web, so you can have multiple text message

00:08:23.620 conversations going on at once in the app.

00:08:25.960 But all the triggering of when those messages get sent

00:08:28.880 are done through automation.

00:08:30.660 So five key strategies that you need to incorporate SMS

00:08:34.120 into your marketing and sales funnel.

00:08:35.680 Number one, the three funnels, lead gen, no-shows, and reviews.

00:08:39.320 Number two, get the digits.

00:08:41.140 Number three, short and sweet.

00:08:43.180 Four, catch the drop off.

00:08:45.100 And number five, automate the flow.

00:08:48.160 As I mentioned at the beginning, I

00:08:49.500 want to share with you an exclusive resource, which

00:08:51.520 is the four SMS chat scripts that you can copy and paste.

00:08:55.060 They're essentially templates right into your business.

00:08:58.000 Just change a few words, and it'll work for you.

00:09:00.140 As I mentioned at the beginning, it

00:09:01.540 actually reduced our no-shows for our sales process

00:09:04.360 by over 30%.

00:09:06.220 Also talks about how to get reviews from the customers

00:09:08.860 and how to warm up new clients via your marketing funnels.

00:09:11.920 Just click the link below and download that.

00:09:14.100 Those are the top ones that Chris has identified.

00:09:16.980 Again, sending over a million messages a month

00:09:19.720 from salesmessage.com.

00:09:21.580 And if you like this video, be sure

00:09:22.960 to softly tap the like button, subscribe to the channel.

00:09:26.740 If there's anybody that you care about that this video could

00:09:28.960 serve, feel free to share it with them directly.

00:09:31.240 As per usual, I want to challenge you

00:09:32.740 to live a bigger life and a bigger business,

00:09:34.580 and I'll see you next Monday.

00:09:35.760 Click the link, download, click, click, click, click the link below.

Dan Martell - November 04, 2019

Use SMS in Your Marketing & Sales Funnel

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