Use email marketing to generate more sales lead
How to use email marketing to generate sales lead? what here I can share is only base on my experience of B2B market.
I have a post month ago talking about my understanding of B2B eMarketing. As I illustrated in the chart, email marketing, web Ad and Search Engine are 3 major source of online traffic coming from.
The ultimate goal is to generate sales lead by asking lead related questions. But how to get more response & register to turn into lead via email? How to attract customer to make the registration? Some tips as below:
1. Use registration button to catch the eyes. I see some of newsletters and emails still using text link to ask customer to register like ‘click here to reg’, the call to action button must catch customer eyes, they may not say no but we can not give them chance to miss it.
2. Give a reason to ask customer to register. Why a customer will register your form and answer your question, Think on behalf of them and give a reason to them! a White paper download? a coupon? a surprise discount? or a small gift with company logo (if it’s a gift, please consider the deliver fee in the budget)
3. Content consistent between email & landing page. Please keep email content relevant with your landing page content. Think of this, if a customer interest in your topic of eDM and click the button to visit landing page, but the landing page talking about totally different topic, will the customer still interest to register?
4. Landing page layout design. You have to clearly let customer know where to answer your question, and how to answer it. sometimes the landing page is very important.
5. Asking questions minimum. No one like to answer lots questions even in a intensive program. so double think about it before you put the question online.
6. Deliver offer as promised. You need to deliver the offer as you promised to give after client register, you don’t want these customer be your 1 time only customer, right?
Good Luck to generate more leads via email!
Jacob @ XDXY eMarketing
These are really great and informative stuff. Thank you for sharing this with us.
Best Regards,
Peter Allan Mariano
http://www.links2prosperity.org
Jacob, have you ever considered linking the emails to content specifically designed to attract prospects at different points in the sales cycle, and using their readership habits to score them? Designing the content up-front to attract readers with various budget levels or pain points would, it seems to me, allow self-scoring of prospects. Am currently creating templates to make that easier…
Thank you for this very informative article. It really help.
Cheers!
Bryan Regencia
Freelance Web Designer
http://www.bryanregencia.com
One of the best practices that is almost always forgotten in the use of email marketing, it to understand how customers buy your products/services. What incremental thought process do they go through to get more and more committed to you–enough to make them want to find out more–enough to eventually buy? It is not a big bang “Gee I’m going to buy one”. It is a series of small building blocks. the more they believe, the more time they are willing to give you to further explore. Once you understand this, you can accelerate their buying process by giving them what they need when they need it–to move them through more efficiently—faster.