Building a B2B Marketing List
07/07/2012 16:42
A variety of techniques can be used to build an in-house business-to-business, or B2B, marketing list. Extravision has found that an effective way to build a productive B2B list is to make personal calls to existing customers before launching an email campaign. In-person calls provide a high-touch benefit that helps customers remember your company's products and services.
Since direct human contact is the exception instead of the rule in today's automated marketing environment, the personal touch helps ensure that your email offer will be read and acted upon. This telemarketing tactic, of course, is to verify essential business information that will improve the emailing effort by scrubbing and updating the list. Other techniques include simply asking customers for email addresses along with their permission to send emails and by harvesting data from visitors to the company Website.
To order a custom B2B target lead list with ready contacts and B2B lead database management, marketers must identify the target companies they would like to pursue. Let Extravision know who the decision-makers are by their roles and responsibilities and share any intelligence-gathering questions that can help marketers qualify leads more easily. Or, allow Extravision to help build a list and identify the ideal target decision-makers.
Marketers can relax while Extravision gathers intelligence on decision-makers, builds and readies a complete list for the marketer's campaigns, and then delivers the developed list for quality review. Marketers pay only for what is delivered and accepted. Marketers can build a list of higher-level contacts such as CIOs, CTOs, and some of the top VP-level contacts using ready-lead databases such as Hoovers, Onesource, and ActiveContacts. They can purchase ready-made lists from vendors or use search engines to dig them up. They might build a list of help desk contacts who are responsible for issues. Whatever approach they take, marketers would need to start by identifying the location of similar departments and decision-makers who head them.
After cataloging target departments and other stakeholders, marketers would then need to stay in contact with the key people involved to find out if problems may have developed similar to those your company has solved for others. Uncovering needs within an established account is far less expensive and exhausting than prospecting and qualifying new accounts. This approach can be especially satisfying and rewarding with current clients that require long sales cycles. A closer relationship generally exists between B2B companies than between businesses and consumer markets, or B2C. B2B marketers tend to gather and retain more information about their customer base than do B2C marketers. Their closeness makes building a B2B list less of a chore.
To set up a squeeze page, marketers need to create a simple benefit-laden headline, and then provide a few bullet points about benefits to be included in the report that they are providing to their subscribers for free. Then, marketers need to ask visitors to register to receive the free report. A simple process for marketers to set up their simple follow-up system to make money on autopilot is to write a few follow-up emails and load them into their autoresponder. Extravision recommends that marketers provide quality content in their niche and make sure to solve problems for visitors in their content, followed by recommending their product. This tactic should elicit massive sales.
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Cm_a The Contentlab
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