Beyond Email: Using Texts to Deepen Client Trust

Key Questions to Strengthen Your Sales Relationships

I’m pretty excited to announce that I’ll be working with Sam Marelich on a short series in the coming weeks, on how to better evaluate new sales role opportunities.

This stemmed from questions I’ve received from you the reader, conversations across X, and from my own personal experience. Sam brings a unique perspective from the recruiting lens, he’s shared some great frameworks with me and I’m pumped to start sharing them with all of you.

Stay tuned!

Credit: Sam

Last post we broke down 6 Ground Level Sales Tactics You Need, from the perspective of sales professionals who are in the trenches with customers on a day to day basis. One of them being, getting on a texting basis with your clients during deal cycles.

This post will be short, and fun. The key takeaway?

• The fundamentals of a good relationship

• Texts that have gone well … and bad

• Good relationships don’t grow money

The Fundamentals of a Good Relationship

While writing this I realized that texting, calling, or getting any inside information during a deal cycle though critical, are really just tactics. The reality is that there are core principles that drive that behavior. And those core principles apply to both business and personal relationships.

In order to win deals, specifically large ones, with multiple stakeholders - you need to have some type of “inside track”. Thinking through the mechanics of any relationship built on the foundation of trust, and how close you are with someone, the questions below are a good proxy:

Will they answer my text quickly?
Will they pick up the phone when I call?
Do they share info with me they otherwise wouldn’t share with many other people?

If the answer is YES, then you probably have a pretty good relationship with that person.

Of course there is a difference between a prospect, client, and friend. Generally speaking however, the above would still remain true with each of these questions.

But having this type of relationship gives you LEVERAGE, in all circles.

Texts That Have Gone Well …. And Bad

Last post I mentioned that I wanted to share the good, and the bad of my day to day. Wins and losses, because hey, no one is perfect and we’re all human. Including me.

Here’s some texts that have gone both sideways and well:

-Your boy is messing up my deal and ain’t making any moves towards closing this, and I know you’ve got the money, THAT’S why I’m reaching out.

-Saw “let’s chat Monday” and YES, I DID panic. Luckily that lasted two seconds because client texted right after it’s good news. We did talk Monday and learned we won the business.

Good Relationships Don’t Grow Dollars

Although texting is part of building a good relationship with your client, it won’t win deals. Applying this tactic won’t all of a sudden grow dollars in your account. This applies to anything in life.

It’s just a way to get better and more validated information. Doing so, gets you ahead. True in sales, true in life.

It won’t win every deal, but it’ll certainly tilt the odds in your favor. Asking these questions to yourself and your relationship with your clients, will probably give you insight into where you stand. And if you’re off the mark, then check out my previous post on how to build trust.

As always, thanks for reading and see you all next week. If you have any questions or thoughts, shoot me a DM or email andrew@hackingsales.xyz.

-Andrew K

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