B2B Marketing Dos and Don’ts: Email Marketing

B2B Marketing Dos and Don’ts: Email Marketing

Email marketing remains a primary channel for marketing and lead gen efforts. Though email marketing has changed over the years in many ways – manual to automated, impersonal to personalized, broad email blasts to hyper-targeted campaigns – there remain several tried and true practices that will ensure the best ROI for your email marketing efforts. Find out about some of the B2B Marketing Dos and Don’ts of email marketing:

Dos:

  1. Update and cleanse your email lists regularly

No matter how you got your current email list, there is a high probability that some of the addresses on it are invalid. Sending emails to these invalid addresses will not only affect your engagement rates (no one is sitting on the other side of a broken email address clicking your CTA), but it can also affect your domain authority. Spam complaints and undelivered emails are monitored by ISPs and email security services, and continuously sending to invalid lists will cause you to lost authority points.

To supplement your list-building efforts, you can use anonymous website visitor data to gain insights on who is visiting your website and add new leads to your database. This will allow you to send your emails to contacts and companies who are already interested in your product, without needing them to complete a lengthy form-fill.

  1. Segment your email lists and create relevant content for your audiences

If you have a broad range of products and services, or you have a single product that appeals to a variety of audiences, sending a batch email to your entire list won’t drive the engagement you need. By segmenting your email lists beforehand, you’ll be able to craft more specific emails that are more likely to appeal to your direct audiences.

Once again, if you leverage anonymous website visitor data to aid in this step, you can tailor your content to the interests of your contacts. If you know a certain grouping of people has spent a lot of time on a particular page, you can craft email content that will appeal to those contacts specifically, and segment your audience by customer interests.

  1. Use A/B Testing to find out what works

When you’re excited about getting your email campaigns up and running, it can be tempting to skip this step. But A/B testing is one of the most important ways of making sure your emails are effective.

A/B testing can be used to test things like your Call to Action, email layouts, subject lines, or who the user sees as the sender of the message. Testing these elements will help you craft the best possible email message.

  1. Make your emails mobile-friendly

We all know that keeping your website mobile-friendly is essential, but what about your email blasts? A study from Adestra found that at least 65% of email opens occur on a mobile device, compared to 17% from desktop.

With that high percentage of opens coming from people on mobile devices, making sure your email design is suited for mobile will be integral to getting conversions. It will also give a unified experience for your user between desktop and mobile, should they decide to open your email on both platforms.

Don’ts

  1. Break spam regulations

As mentioned in the first “Do” point, sending spammy emails is going to negatively affect your marketing efforts. In addition to ISPs monitoring open rates, many countries have laws regarding spam mail.

The main elements to include in emails for spam act compliance are:

  • A visible unsubscribe button
  • Accurate “From” and “Subject” information
  • The physical address of your company

These regulations also require that you do not send emails to “harvested” email addresses, such as contacts you gained from bots. You want your emails going to only those who want them.

  1. Send un-personalized emails

In this era where we all have a world of marketing data, it doesn’t make sense to create email campaigns that are not personalized in some way. A study from Campaign Monitor says that emails with personalized subject lines are 26% more likely to be opened. Segmenting your email contacts and using an automation platform to fill dynamic fields with names, relevant article links, or subject lines is an easy way to increase value and conversion likelihood for your email campaigns.

  1. Use too many images (or even just one big image)

Have you ever opened an email and been faced with a lot of blank space with red Xs? Many times, if you are not already on a subscriber’s “safe senders” list, the email you send will show up without images. If your design is entirely reliant on the viewer seeing pictures, there is a chance they will not be able to gain any value from your email. Pictures also add loading time, and given the low average attention span of consumers, those precious seconds can be the difference between conversion and unsubscribing.

Instead, opt for simple layouts with easy-to-read text, and small images that won’t make or break the design. Use colors to your advantage, and include links to web pages that have your fancier imagery hosted outside of emails.

  1. Send without a call to action

Before you hit the send button on your campaign, reread your email at least twice. Put yourself in your customer’s shoes, and think about what you would click on if you opened your email. Make sure that your CTA is compelling and relevant to the rest of the content throughout the email, and that it is clear what you want the user to do.

If you liked these tips, check out our blog about amplifying email campaigns with data, or find out how anonymous web visitor data can help you gain actionable information to inform your email strategies.

 

 

Why Should I Integrate VisitorTrack with my CRM?

Why Should I Integrate VisitorTrack with my CRM?

VisitorTrack Software IntegrationIf you’re a marketer who is already using a CRM, you may be wondering what the benefit of using a program like VisitorTrack is. You already act on the B2B leads that come in through form fills on your website, and your CRM keeps your leads and contact information organized, so do you really need to gain insight about your anonymous visitors?

Yes, you do.  There’s a popular statistic from Forrester Research that states win rates can be upwards of 74% when you are first to the deal.  It’s not just being first, in and of itself, that increases win rates – It’s what being first affords you the ability to do.  When you’re first in the door, you have the opportunity to shape the buyer’s vision towards a solution.  And to do that successfully, you must be the first one to really understand the buyer’s needs and challenges, and then define how you can take the buyers vision and turn that into a clear path to value.

What better way to begin to understand your buyers’ needs, than to have the ability to actually see the exact buyer journey — what they are looking at on your website, for how long, how frequently and, most importantly, in real-time.  Better yet, once you have the insight on your prospective buyers, you can integrate the most valuable sales leads into your CRM for immediate follow-up by your sales and marketing teams.

Luckily for you, integrating VisitorTrack with an existing CRM is easy, and it’s an effective way to make your B2B website leads more actionable and to gain leads without needing a form fill.

To find out how easy this process is, here are the 3 simple steps to VisitorTrack and CRM integration:

 

1. Start your free trial of VisitorTrack

We offer a no-hassle demo trial of the program so you can get an understanding of its powerful capabilities before purchasing.

 

2. Use Zapier to set up the automated task of creating saved VisitorTrack contacts in your CRM of choice

Zapier is an automation application that allows users to manage and automate tasks between multiple web apps. In Zapier, a task is called a “zap,” and is simple to create. You’ll simply create a “zap” that adds your saved VisitorTrack contacts to your preferred CRM. You have the option to select from a pre-built zap, or you can create your own from scratch.

 

3. Enjoy the benefits of having actionable information about your website visitors automatically added to your CRM

Synchronizing contacts between VisitorTrack and a CRM application allows you to get your best B2B website prospects to your sales team quickly and easily. They will be able to follow up faster and get in touch with leads earlier in their buyer’s journey. This gives your sales team the chance to provide valuable information to your leads and shape their vision for a solution that ultimately drives the buyer towards your product.

To find out more about how VisitorTrack integrates with CRM programs, check out our guides, or simply begin your free trial today to start gaining actionable leads immediately!

Data-Driven Emails: Taking Email Marketing to the Next Level

Data-Driven Emails: Taking Email Marketing to the Next Level

It may be surprising to some, but even in the social media, instant communication age, a somewhat slower communication method is still paramount in marketing: emails. Emails serve as the primary channel for lead generation for 89% of marketers, and for one in five companies, email marketing’s ROI is greater than 70-to-1. Email marketing isn’t leaving the marketing mix for a while, so adapting and using other marketing technology to augment emails is essential. Emails are a great way to employ data-driven marketing tactics, which is a way to add value to your marketing messages by utilizing unique customer data.

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Supplementing B2B Sales Lead Scores with VisitorTrack

Supplementing B2B Sales Lead Scores with VisitorTrack

Today’s business to business sales process is more than just picking up a phone and calling dozens of numbers every day in the hopes of finding someone who is interested in your product. The modern sales process involves taking in information from a variety of places – website visits, social media follows, emails, and yes, some phone calls – and turning that data into information that can be used by a sales team to find people who are interested in purchasing. The wide range of data collected nowadays means that more often than not, a lead is not going to be someone who converts.

How can sales people work efficiently if they’re constantly being flooded by leads that, more than likely, are not worth the effort? Marketers and sales people have developed lead scoring systems that analyze and rank leads as they come in, so that the amount of time wasted pursuing bad leads is minimized.

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Amplifying Your CRM with VisitorTrack

Amplifying Your CRM with VisitorTrack

 

When it comes to business to business sales, even if a marketer doesn’t use a specific CRM program, customer relationship management is essential to growing a company’s customer base. Whether one uses social media as a primary management tool, or uses a dedicated CRM tool, keeping up with prospects is something that takes a lot of energy for a marketing department. CRM programs are designed to take on some of the heavy research and streamline the information, and many programs do that well. VisitorTrack, though, is a way to make those powerful CRM programs even better, by letting users leverage web visitor tracking data.

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