7 ways to improve your B2B email marketing

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March 23, 2018
March 24, 2018
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7 ways to improve your B2B email marketing

Is your business maximizing the power of e-mail marketing – or are you still underestimating the most powerful medium of today? Many companies miss opportunities that are referred to as the “undisputed king of B2B marketing”. Meanwhile, other companies are making incredible marketing profits thanks to their well-designed, multi-layered email programs, which typically include a variety of email types.

Here are just a few statistics about the power of B2B e-mail marketing today:

E-mail marketing , according to the Direct Marketing Association (DMA), provides $ 40 in revenue per dollar spent.

According to Campaign Monitor, businesses are six times more likely to click one email than a tweet.

According to McKinsey, the email is 40 times more effective at attracting new customers than Facebook or Twitter .

Over 72 percent of people prefer promotional content via email, compared to 17 percent who prefer social media, according to MarketingSherpa.

With these benefits, companies use emails to achieve many goals that cover the entire range of the buyer’s travel, such as:

  • Better lead generation. According to a survey using 87 percent of B2B marketers e-mails to new lead generating s.
  • More effective lead care. According to 73 percent of survey respondents, email is the leading channel for Lead s.
  • Increased engagement of subscribers. A study found that 34 percent of businesses state that e-mail marketing is the top priority for subscriber engagement.
  • Revenue generation. A survey found that 31 percent of B2B marketers refer to email marketing as the channel that has the biggest impact on sales.

Achieving these and other business goals requires a common e-mail goal: to attract and retain buyers’ attention. This means creating e-mails that directly address the vulnerabilities, needs and ideal solutions of those who are interested.

1. Welcome emails

Welcome emails are typically the first email a lead receives from a company, usually after subscribing to a blog or newsletter, or signing up for a free online class or lesson. Rather than just send a bland impersonal email – or, worse yet, not send a welcome email – why not take the opportunity to deliver a more meaningful message?

The first impression counts, and welcome emails are the perfect opportunity to make a good impression. In addition, respondents’ response to your welcome email may add important behavioral profile information that you can use to conduct behavioral email marketing .

Here are some ideas on how to make the most of your welcome emails.

  • Use the right tone. Welcome emails should be as warm and inviting as you would be if someone would greet you in your office.
  • Introduce the company. Start building a strong, informal relationship right from the start.
  • Offer added value. Welcome emails do not just have to provide a welcome message. You can add value, such as links to customer service, social media sites, and relevant whitepapers or eBooks. All these options help you to build and deepen your relationships.

    2. Thank you emails

    Not only should you welcome new contacts in your business, but you should also remember to say thank you at every opportunity. Thanks emails show courtesy and appreciation for your lead s and prospects. A typical reason to send a thank-you email is to download content such as whitepapers, success stories, and ebooks. This can also have the added benefit of giving you insight into behavioral email marketing by incorporating more action into your prospect profiles.

    Here are ideas to make the most of your thank-you e-mails.

    • Send a message every time someone performs an action on your site. Thanks E-mails should not be a “nice to have” aspect of your e-mail program. They should be standard features that are used generously.
    • Consider using plain text. When you use emails in plain text, HTML-based templates become more authentic and serious.
    • Add a link to the content. Even if your system contains an automatic download of your documents, you should also include a link in the e-mail. This will accomplish some goals, including the ability to give your lead s a second opportunity if they forget to download the document for the first time. It also gives them an easy way to share the email and link it with others.

      3. Newsletter emails

      Newsletters are ideal vehicles to reach different marketing goals. This includes engaging with potential customers, sharing company news, building a larger brand awareness, and building relationships with people who are interested in what you sell. Your clicks on your newsletter give you important insights into your behavioral profile.

      Here are some ideas on how to get the most out of your newsletter emails.

      • Think short. Ideally, the content of your newsletter should consist of digestible pieces that contain long blocks of text. The short bites may contain links to more information on your website. To break up your messages and make them more readable, add pictures, headlines, subheadings, and bullets.
      • Think simple. Have you ever opened an overloaded newsletter email, feeling overwhelmed, and just given up? This should not happen with your emails. To avoid this disaster, keep your design as lean and clean as possible. Use basic fonts. Use only a few colors. And keep the layout simple.
      • Think value. It makes no sense, your Lead s, prospects and customers an e-mail newsletter to send when you do not have something interesting and valuable to say. Every tidbit of information in your e-newsletter should have a common value, such as giving your subscribers something unique about your business, business, or industry.

        4. Promotional e-mails

        Promotional e-mails are usually the driving force of companies on their way to new revenue because they provide prospects with direct product and service offerings that lead them to a purchase. Use promotional e-mails, if you a concrete offer for your every time Lead have s, prospects and customers. Promotional emails do not require much explanation; All you have to do is explain the deal and let prospects know how they can redeem the offer.

        Find ideas on how to make the most of your promotional emails.

        • Make your offer crystal clear. People usually give each email just a few seconds before ignoring, deleting, or taking action. So use this time with a clear and direct offer. Add a descriptive headline, a relevant image or graphic, and a button or link. If you need to add some text, make it short and put it to the point.
        • Submit the offer in the subject line. The subject line decides on success or failure. Be sure to tell your customers that you have something new and valuable for them that they should look at.
        • Create a sense of urgency. Your potential customers tend to leave your promotional emails in their inboxes, unless you give them a reason to act quickly, such as: B. a deadline.

          5. Visual emails

          An increasing number of companies are achieving their marketing goals through an educational approach (or inbound marketing), including online courses, lessons and tips. The purpose of educational emails is your Lead to convey s and prospects valuable industry knowledge to your company or product. This method of outreach helps lead to win s and strengthens relationships and trust. For example, the job search site Monster.de sends useful information about life at work.

          Here are some ideas on how to get the most out of your educational emails.

          • Brainstorming. Your educational emails must deliver real value while building your corporate brand. So, before you start an educational email series, dig deep to create something that is both valuable and different from your competitors.
          • Provide content in manageable steps. As with other forms of content marketing, educational tools should be broken up into small, manageable chunks. If you have a lesson that is long and detailed, think about how you could divide it into smaller lessons.
          • Add a (friendly) advertisement. Although your educational emails are free, they can help you sell products or services from companies. For example, you can include links to web pages containing products, services, or memberships.

            6. Testimonial emails

            Properly done, Testimonial emails can be among the most powerful emails in your repertoire, as they bring customer feedback to the value of your business or product.

            Find ideas on how to get the most out of your testimonial emails.

            • Create a simple design. The goal is to be eye-catching and easy to read, so that your emails will stand out from other emails that fill your potential customers’ inbox.
              Represent customer quotes of happy customers prominently. People love to hear what others have to say about a company.
            • Add a picture. No matter what you sell, pictures are strong. The most effective images in testimonial emails are photos of the talking people. If that does not work, look for the most interesting image you can find to tell your client’s story.
            • Offer more information. A testimonial is great, but you should also offer your customers a next step. A good idea is to add a link to more testimonials. You can also link to interesting company news or a demo offer.
            • 7. Poll emails

              Surveys are becoming more and more a part of many companies’ marketing programs. This is not surprising, because they can provide incredible insights. Businesses have the opportunity to gather helpful information to enhance their customer experience, products, and marketing.

              Here are some ideas on how to get the most out of your survey emails.

              • Explain the purpose of the survey. One way to increase participation is to explain to prospects and customers why you want the information and why they are valuable to participation. Examples include: better understanding of the market, developing products that others need, and improving current products to better serve customers’ needs.
              • Ask the right questions. Make sure the questions you ask provide helpful results. Stay tuned and reformulate questions as needed to make sure they are understandable.
              • Offer incentives. Some companies offer a variety of rewards for conducting their surveys. This can significantly increase participation. Typical rewards include gift cards from Amazon or Starbucks, an action discount, or a copy of the finished report.

              According to several studies, e-mail is today the most powerful form of marketing for the entire range of the buyer’s journey – from lead generation to customer care to sales and customer loyalty. If you have not already done so, consider expanding your email repertoire with a wider variety of email types so you can maximize your marketing program and get the many benefits.

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