By Seth Kaplan
Part III: The Land of Opportunity – Mobile Consumer
EngagementThe world, in particular, the mobile world, has changed
dramatically since June 29, 2007; the day the first generation iPhone was
released. No one could have predicted the massive change this device would usher
in, or how drastically the landscape would change over the next six years. Six
years ago, the Blackberry was the dominant device and operating system and today
they’re fighting to stay alive. Six years ago, Android wasn’t on a single
consumer’s mobile device, today it’s the most popular operating system in the
world. There is, however, one thing that has remained constant, and often
overlooked during the past six years: text messaging was and is the world’s most
popular form of communication. Furthermore, utilizing text messaging within your
marketing presents the biggest and potentially most profitable opportunity for
business today to engage the Mobile Consumer.
First, let’s quickly
examine the viability of text messaging as a marketing medium. Since 2007, the
volume of text messages sent annually within the U.S. has increased from 362.5
billion to 2.19 trillion. Commercially, text messaging has become a massively
large industry valued in the hundreds of billions of dollars. In addition to
being the most popular form of communication here in the US, it’s estimated that
globally, over 80 percent of all mobile subscribers use this application on
their devices. Text messaging, unlike third-party native applications, is
standard across device types and carriers. Text messaging is relatively
inexpensive compared to other forms of traditional marketing; at an estimated
average price only $0.11 per message globally. And finally, it has a direct and
quantifiable ROI associated with it, because each time a consumer “texts-in” to
a campaign, marketers are able to capture information about that consumer
immediately, which includes their phone number, what they texted in about, the
time and date of their text and potentially even their location.
Sounds
like a marketer’s dream medium if you ask me, but I am certainly a bit biased.
The Real Estate Book, a premier industry publication, began using text message
marketing within their magazines in 2011. I recently caught up with Adam Brown,
senior vice president of The Real Estate Book, who summarized their use of text
messaging by saying, "the incorporation of text message lead generation within
our magazines has added substantial validity to the argument that not only is
print alive, but better than ever. Our advertisers, on average, are receiving
five times as many Leads from text message inquiries as they are from online.
The sheer volume, combined with the fact that these leads are inherently more
valuable since they provide the opportunity to represent both sides of the
transaction, goes a long way towards reaffirming to our advertisers the ROI of
our printed pages.” In addition, the volume of total leads The Real Estate
Book’sadvertisers have received has grown steadily by over 200 percent year over
year.
This powerful medium, especially within the real estate industry,
has often been overlooked in the past six years, but cannot be denied. Marketers
have turned to Apps, QR Codes, and Mobile Websites, due to their cutting edge
technological appeal; however none of those mediums can match the practicality
nor the ROI of text messaging. Text message marketing can be incorporated in all
forms of traditional advertisement such as print, mail, and signage to increase
the tangible ROI of those mediums. Consumers flock to it, firms such as The Real
Estate Book and Patterson Schwartz Real Estate are generating 3-5 times as many
leads via text message as they are online. These leads are always valid as they
have a consumer’s mobile phone number associated with them each time, but
they’re also valuable as they allow a real estate agent the opportunity to
represent both sides of the transaction when a consumer texts-in for information
on their listing.
In today’s market and the way in which consumers are
using their mobile devices to access information, text messaging provides the
perfect consumer engagement tool. Firms, especially within the real estate
industry who are not taking advantage of this medium are missing out on what is
by far, the biggest and most profitable opportunity within the mobile space
today.
Join us again next week as we conclude our Four Part Series: The
Mobile Consumer and the Right Response to Responsive Design.