Google recently came out with a report on How People Use Their Devices (download the full report here.)
You need to read it and share with your reps. (But in case you don’t have the time, we have put together 4 Key Takeaways for you below.) It has great data to share with your sales teams on how people are using their mobile devices throughout the day to get information. Your reps can now sell – anywhere, anytime. Your customers want to get info on what they want – anywhere, instantly, in between picking up the kids at soccer and running a meeting – device in hand.
Here are 4 Key Takeaways that sales managers and reps need to better align mobile selling strategy with customer habits to close more sales.
1) Reach customers with the right message for their smartphone.
We spend almost 3 hours a day on smartphones– we spend up to 2 hours a day on a desktop, and about one hour on tablets. We all do it. With desktop representing 19% of all email opens, webmail 26% and mobile 55% and people checking their email on mobile at peak times in the morning and early afternoon, you have to make sure your sales strategy involves reaching them with the right message optimized for the right device – all the time. No one wants to read a busy, lengthy follow-up email on a phone. Keep it simple. Take note of peak open times for sales follow up emails.
2) Connected messages across multiple screens are more relevant for people.
Browsing the web across screens is increasingly becoming the new normal. 50% of people browse on more than one screen in an average day. So if your rep needs to deliver a brochure, or send an email, or a link to a video – make sure it’s optimized on all screens for maximum impact. Keep all devices in mind when following up with a prospect.
3) The time of day your reps phone or email is relevant.
No longer just an office phone from 8-5. Google gives us some great data here on peak mobile times and computer usage times. Browsing on a computer peaks between noon and 4:00 p.m. Mobile browsing is consistent throughout the day, with a peak in the evening. Start here for new prospects and add to CRM data on the customer’s habits for a clearer picture of the best time & format for follow-up.
4) Aligning sales and marketing across all channels is critical.
It’s called “smarketing” and it can get you 36% higher customer retention and 38% higher sales win rates. Why is this so important? Based on Google’s data, with the right multi-channel strategy, you can reach your customer on email (75%), social (75%), messaging (88%) and browsers (83%). With the right content in each format you can drastically increase your company’s visibility.
Of course the most important thing you can do when applying these mobile selling strategies is to have reps consistently track all interactions, downloads, follow-ups and social selling in your CRM so you can build your own data specific to your customer behavior, track trends and adjust accordingly.
The line between our personal lives – hockey games, happy hour and whatever else you do for fun – and our work – buying, selling, meeting, creating, developing – is now invisible. You must adapt to our increasingly mobile world with sales strategy that works with your customer’s daily mobile habits.
How is your sales strategy going mobile?
At Rollio, we can help your reps get their data into your CRM faster – in seconds, not hours.
Rollio is Artificial Intelligence (AI) built into your Sales Team’s core. It powers your sales team’s intelligence, drives sales performance, and of course, makes your team happier now that they can now spend their time closing deals, rather than updating their CRM. Now, you can hand back hours of valuable selling time and improve CRM usage all at once for your company. For more information on what Rollio has to offer, check out our product or contact us.
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