Any best practices for lead nurturing

Lead Liaison

Data Strategies for B2B Lead Nurturing Campaigns in 2013 Part 2

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Data Strategies for B2B Lead Nurturing Campaigns in 2013 Part 2Yesterday we posted Part 1 of Data Strategies for B2B Lead Nurturing Campaigns in 2013. Today, we’ll continue sharing our thoughts on how companies can improve their B2B lead nurturing strategies for 2013 with Part 2 of  Data Strategies for B2B Lead Nurturing Campaigns in 2013.

Expand

Although your business has needs in one particular niche, you may find marketing to be too far outside your comfort zone and pass those responsibilities onto somebody else.  If you’re already established as an aggressive search marketing professional, perhaps you find data management issues to be well outside your personal boundaries – or cares.  If you’ve set yourself into marketing standards which historically work, perhaps you should expand and cross-implement various stratagems to test marketability, viability and usability.  Since marketing revolves around catering to specific niche markets, you’ll need to encompass all possible avenues within that niche such as adopting automation tactics, find new and easier ways to nurture collected data through content management systems, or even make new strides towards the future of viral marketing via mobile platforms.

Expanding your capacity can only offer improvements; treat setbacks as learning experiences instead of flawed skill.  If you’re a freelance marketing pro paying homage to only single clients, having the ability to expand channels will increase your own marketability and retain clientele who need digitally astute marketing pros to assist in keeping tabs on data integration and lead scoring.

Look Closely At Display Ads…Again

When the mobile web began growing, the playing field for mobile display ads once again leveled.  If you aren’t targeting your PPC ads to mobile channels, you’re missing out on what will pan out to be immeasurable amounts of traffic in 2013, the year when video marketing meets mobile browser and slams head first into the golden opportunity for display ads to once again prove useful.   The costs should begin tailing off once more companies come onboard with mobile display advertising and in-video marketing.  If you’ve decided to use social media marketing campaigns solely, you’ll miss out on those accessing websites via mobile or tablet-based devices.

Video Efforts Are Mandatory

Of all your marketing efforts planned for 2013, it’s definitely suggested you work on video integration of any and all marketing campaigns while tracking the analytics behind those who watch your videos.  Since pictorial evidence is becoming nearly mandatory to build business-B2B customer trust, you’ll definitely find exponential benefit in implementing emails, SMM and SEM using viral videos such as tutorials, testimonials or even something quirky going on around the office.  The B2B customer leads you’ll receive could come in the form of commentary, emailing, etc.  Making these videos available across mobile and internet-based platforms will more than amicably pull weight for your business while also allowing other marketing angles to naturally run their course.

Always Plan Towards Future

The marketing trends you’ll follow today will more than likely be moot next year, and we’ve seen this on many different platforms such as FFA linking and other unethical marketing practices which used to work.  Today’s sociological composition requires the businesses of our internet schema actually make concerted efforts in building relationships not links to their landing pages; keep this in mind.

Google has gotten smarter, our future is looking technologically brighter and marketing efforts need to be adjusted to match the growing expanse of internet marketing.  Digitally speaking, having your mind on today but your plans prepared for tomorrow will keep you ahead of the digital marketing learning curve.

 

Lead Liaison

Data Strategies for B2B Lead Nurturing Campaigns in 2013 Part 1

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Data Strategies for B2B Lead Nurturing Campaigns in 2013 Part 1Data strategies for B2B lead nurturing campaigns, Part 1.

Businesses have enjoyed immeasurable success in digitally targeted marketing campaigns up through 2012, especially with social media giants Pinterest and Facebook offering exciting platforms for targeting audiences, and YouTube innovating In-Video marketing campaigns to draw attention to niche video watchers.  Investments in mobile applications have grown well over 140% since 2011 while over 60 hours of video being uploaded every minute is a major contributing factor in how $1.8 billion in revenues have been generated since the same time period.   With staggering figures being reported, it comes as an even bigger surprise the inefficiencies which accompany growing branding efforts throughout marketing campaigns around the world.  As B2B spending trends head upward, tracking needs to grow equivocally, which it’s not.   As we sneak our way towards 2013, incremental strategic changes need to be implemented into what we’ll dub as B2B lead nurturing strategies for 2013, highlighted below.

Putting Data Out There

Your business, inherently, wants to place viable bits of useful data across the internet, whether locally or globally, so the word about your initiatives is clearly searchable.  You’ll use PPC advertisements, social media marketing advertisements, email marketing, video marketing and perhaps a slew of other data bits out there.  One problem, however, is tracking all of this data from each source as it flows inward and outward.  To upgrade your current methodology of segmenting data, perhaps find some method to put data across the wire with an excellent way of collecting feedback, tracking the results of polls and nurturing the data collected simply by integrating better means of putting that data across the wire.  Tracking numerous information sources can be painstaking, time consuming and even financially wasteful; attempt to make 2013 the year which you put information across the world in an easier, more streamlined method.

Finding That Singular Data Source

An extension of above stated need, aggressive marketers will want easier methods of storing and retrieving data, preferably within one location.  This is done with a 4000 pound, highly potent yet rarely tested marketing automation plan which can seamlessly integrate numerous inbound data reception points into one place.  While many companies have vied for this automatic marketing tool for decades, it’s finally taking off, and only the patience and well-planned business strategists are guiding business along for the ride.  By specifying tasks, outcomes and placement of data collected from piloted campaigns, you’ll have that singular place where all data can collaborate with your analytics tools to better pitch your marketing plans in appropriate places.  The three main areas which comprise of marketing automation include (but aren’t limited to):

  • Workflow automation, which simplifies the marketing schema altogether;
  • Marketing automation, which simply moves B2B customer leads from one campaign to another;
  • Intelligence, which is advanced behavioral study to interpret specific actions, habits and purchase demographics to allow measurements for future marketing campaigns to be taken more accurately.

Heading into the next year, it may benefit your business to simplify your data sourcing methods and vie for marketing automation processes to streamline data sets.  It also gives your marketing interpretations an easier path for leveraging campaigns throughout all digital points of entrance and exit.

In order to effectively prepare marketing automation tasks, you must prepare to deliver a message to specific groups across numerous platforms in which B2B customer leads collected can be segmented into where the response came from.

Lead Liaison

5 Tips to Revitalize Your Lead Nurturing Campaign, Part 2

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5 Tips to Revitalize Your Lead Nurturing Campaign Part 2In our last post we shared Part 1 of our 5 Tips to Revitalize Your Lead Nurturing Campaign series. We talked about monitoring your list and testing inactive subscribers. Today, we’ll finish up the series with the final 3 tips.

Use Clear and Informative Subject Lines & Sender Info

Your ability to attract interest is severely limited by the inbox clutter that often fills a contact’s email program. The time it takes to generate an open is just under two seconds, so use the space you have to get a response wisely.

Avoid being cute or mysterious with the subject line. Simply writing “You are going to love this…” will typically not get the response you want. It IS important to catch a prospect’s eye, but not by writing phrases that will get quickly dumped into the spam folder. Make sure the sender information contains your company’s name, not a personal email address; most B2B prospects will recognize if a message is coming from a familiar source, so don’t try to fool them with a vague department like “Sales” or yourname@hotmail.com.

Segment Your Database

Dividing your database into segments is an effective way to deliver the most relevant messages to the appropriate prospects. Leads may open a message or respond to an offer for different reasons, so avoid repeating the same offer to the entire database. Organize contact information by defined categories, such as demographics, past purchase behavior, age or other similar commonalities. Then create varying messages for each segment. (This doesn’t mean you have to promote different products; simply create a unique offer or marketing copy that targets specific segments.)

Automated email drip programs allow you to leverage the strength of email marketing by delivering multiple versions of the same offer at the same time. Once a round has been sent, analyze the results. Review each email blast for unique open rates then follow up with another message specifically for each market segment.

Test, Test, Test

Fine-tuning each campaign is a critical step in improving the results of your lead nurturing campaign. Avoid creating different messages simply for the sake of diversity. Analyze as many variables as possible. For example, messages may appear differently through different devices or browsers. Before a message is sent view it through alternate hardware, such PDAs, cellphones or tablets.

Review results each time a message is sent, not just for general response rates, but for details that provide a deeper level of understanding. Should the landing page capture a high percentage of respondents or fewer, more qualified prospects? Hone your messages and delivery channels to yield the results you need.

Lead Liaison

5 Tips to Revitalize Your Lead Nurturing Campaigns, Part 1

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5 Tips to Revitalize your Lead Nurturing Campaign If you’re doing lead nurturing, you’ll want to consider 5 tips to revitalize your lead nurturing campaigns. Today, we’ll give you a couple tips and in our next post we’ll follow up with the final 3 tips. As with most marketing activities, lead nurturing can go stale if your campaign is not well managed. Even when using marketing automation software, creating an effective lead nurturing campaign is not a ‘set-it-and-forget-it’ proposition; it’s important to review results and make changes when necessary. This includes frequent updating, list refinement, and message tweaking. In fact, there are multiple areas that should be examined if response rates fall off.

Monitor Your List

Is your list “clean”? Your database should have properly formatted, current email addresses. Checking for invalid addresses is important, even if you purchased a list from a reputable email list broker. Most email list companies will claim to deliver up-to-date, verified contact information, but often a list will contain anywhere from a few to a substantial percentage of unclean recipients.

A clean list helps ensure that messages are delivered to intended recipients, and if your campaign involves frequent email blasts, then the list should be reviewed regularly. Blacklists (third-party monitoring services used by ISPs) decide whether an email should be allowed, filtered or blocked; therefore, it’s imperative to regularly review delivery reports to see who is blocking your messages and designate that record as inactive.

Test Inactive Subscribers

Just because a contact has not opened a message for a while doesn’t mean you should avoid him altogether. You can achieve results by reconnecting with inactive subscribers. The key is using tools that generate reports about recipient activity. Once you are able to monitor who opens your messages and what they do after viewing a message, then you can segment your markets into active and inactive subscribers.

After a contact has remained inactive for a specific period, try sending a new message. Look for unique opens, not multiple opens from the same recipient; this will reveal a contact’s interest in your message. Using email distribution software – such as our Send and Track tool – can reveal unique opens. Once you have generated unique opens, follow up with an offer that has not been seen by that segment.

Lead Liaison

Turn Inbound Marketing Into Lead Nurturing

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Turn Inbound Marketing Into Lead NurturingInbound marketing is essential to the lead nurturing process. World class organizations know how to turn inbound marketing into lead nurturing. Channels such as PPC, SEO and SMM provide ways to get exposure, but it’s what you do with the leads that come as a result of inbound marketing that makes the difference between creating sales and wasting time. Prospects are directed to your website because of a desire to respond to your marketing message; they are already interested, so now is the time to convert them to qualified leads in order to move them through to sales engagement. Here is the process to turn inbound marketing interest into sales-ready leads.

Attract

First, get your leads’ attention by being where they are. Learn the most relevant search terms related to your company or product, and include them in your site’s meta data and online content. Look for underused phrases and terms that have little competition to attract niche segments. Find out what your customers’ interests are and deploy creatives through channels that address those interests. Often, you’ll find more success by segmenting your markets and delivering targeted messages through specific channels, rather than relying on channels that attract a broad audience.

Engage

The next step is to build interest by providing free information. Use thought leadership vehicles – such as a company blog or a how-to video – to establish a relationship of trust. Podcasts, videos, newsletters, blogs or white papers all provide a way to increase your lead’s interest in learning more. At this stage, the objective should be to collect minimal contact information like an email address in order to establish an informal connection. Most prospects will not provide much information without first getting something valuable in return, so make sure the content you provide is worthy of their commitment.

Convert

Build the relationship to a point of being able to gather contact information through the use of forms. This converts a marketing lead into a sales lead by establishing the prospect’s identity and giving you permission to contact her in the future. Be careful not to request detailed information too early in the sales cycle; often it’s more effective to build trust first, then elevate the engagement. Providing premium content such as detailed industry research, for example, can allow you to establish a formal connection with your prospects, and provide a gateway to your lead nurturing process.

Nurture

Once a sales lead has given permission to continue a relationship, maintain a connection through email drip campaigns, outbound calls, direct mailers or other channels. At this point the relationship has been established but your prospect is not sales-ready. Be sure to continue providing value to each prospect, but also use the nurturing stage to learn more about him. Find out more about his budget, authority, needs, and timing (BANT). Once you’ve nurtured the lead to the point of imminent purchase, move him into your CRM for a sales call. It can take weeks, months, even years to take an inbound marketing response to a sales-ready prospect, but it is important to recognize the process and maintain a consistent approach. Some techniques can – and should be – tweaked along the way, but following this framework can generate demand for years to come. Interested in understanding how Lead Liaison can help you turn inbound marketing into lead nurturing? Give us a howdy today!

Lead Liaison

How Lead Nurturing Can Build Trust with Potential Prospects

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How Lead Nurturing Can Build Trust with Potential ProspectsLead nurturing is the process of building strong relationships with qualified prospects regardless of when they will be ready to purchase. It is a strategy of supplying free, useful information with the goal being to earn their business and their trust for whenever they are ready to buy. It is an opportunity to get to know the lead first, understand their needs, and then make a real connection. It’s important to understand how lead nurturing can build trust with potential prospects.

It is NOT an Opportunity for a Sales Pitch

The real purpose of lead nurturing is to establish a mutually beneficial relationship, where the lead will eventual rely on the information provided and in return grant the company their business when the need arises. It should not be used to coerce a prospect to buy through obvious sales gimmicks or calls to action.

Effective lead nurturing starts with branding the business as an expert in their field. The fastest way to build a solid reputation is by providing quality content at no charge with no obligation to make a purchase. Trust is created if content is relevant, useful and directly related to a lead’s specific needs.

What they Need to Know, Not What they Need to Buy

The more a company can personalize the content to the reader the easier it will be to build a trusting relationship. Communication should have the appearance of a one-on-one conversation rather than a mass emailing from a company eager to promote their services. It should come across as a sincere offering of advice or guidance that provides a real solution to a leads specific concern.

Lead nurturing information should also qualify the need for purchase through clever content that guides the lead to a pre-determined conclusion. The content should suggest that a purchase is beneficial without actually requesting their business. Focus on how the lead will have an improved experience or how they will save money or make money by utilizing the product or service.

Lead nurturing requires a delicate balance of understanding each lead and nurturing them in the right direction without overpowering or offending them. It is not a race to the finish line approach; rather, each lead will convert on their time schedule. The end result should be a sense of trust and loyalty that benefits both parties for years to follow. Once a prospect truly trusts in a company through effective lead nurturing, they will be customer for life…or at least as long as the trust is still there.

Lead Liaison

Best Practices For B2B Lead Nurturing Initiatives Part 2

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Best Practices for B2B Lead Nurturing Initiatives Part 2Yesterday we posted Part 1 of our Best Practices For B2B Lead Nurturing Initiatives series. Today’s post is a continuation with Part 2 of Best Practices For B2B Lead Nurturing Initiatives. In this post we’ll discuss lead nurturing initiatives around keeping the door open and avoiding over-campaigning.

Open Doors Before Closing Sales

Perhaps your drip campaigns introduced one particular facet of your company due to higher price value.  In order to correctly nurture your leads, you’ll need to widely open doors which provide insider views of what other products or services are offered by your company.  Not every gathered lead will find fruition in your first offered product or service; make sure all potential possibilities are ‘dripped’ through campaigns before making your pitch to purchase one particular product or another.  B2B leads should never be closed on their first point of contact, either, since both businesses have equal mindsets and know how to pitch each other whereas customers simply need features, benefits and it’s a done deal.

Avoid Overly Serious Campaigning

While your imminent goal is complete product pragmatism, offering somewhat enlightening or playful candor in your sales emails or landing pages will brighten the mood of whatever business representative will make the initial point of contact with your company.  B2B leads hinge on common knowledge that two people will pitch each other unless the lead has needs so severe they’re willing to cut to the immediate chase.  Although rare in form, these leads close quickly, return often and will even bring other businesses under their arms; therefore, it helps to break the ice with some spirited conversation.

In Conclusion

To avoid cantankerous lead nurturing mistakes, make sure you spend the bulk of your effort speaking directly to businesses through landing page creative that clearly outline what you’re offering, how it will benefit the business and how they can reach out to you.  Make every lead received count, slowly dripping campaigns to them which speak fact, not dollar sign.  Finally, keep in mind you’re not trading nuclear warheads or something excessively clandestine; liven otherwise stagnant conversation while keeping your lead completely cared for in all respects of the marketing process.

Lead Liaison

Best Practices For B2B Lead Nurturing Initiatives Part 1

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Best Practices For B2B Lead Nurturing Initiatives Part 1B2B sales representatives eager to close their commission-based sales all too often rush the entire process which, of course, causes buyer apprehension while heading for the door.  Once could really find benefit in nurturing leads perhaps slightly slower, especially when testing new markets or catering to finicky buyers.  With 2012 nearly in the books, 2013 presents new challenges among what could be our most challenging financial year post-911 yet; therefore, we introduce some lead nurturing best practices to consider when scripting your drip campaigns or initial post-lead capture phone calls. Here’s part 1 of our Best Practices for B2B Lead Nurturing Initiatives.

Landing Page Semantics

Lead nurturing initiatives should begin with an assessment of your landing pages. Your landing pages need perfected before any discussion of nurturing potential B2B interaction commences.  Succinctly purporting your message means becoming the buyer of your own products, perhaps better described as buyer empathy. If your landing pages lack fervor, insightful information or really zero mitigating reasons for potential business customers to request further information, your sales team will lead long, boring and commission-less lives.  Content needs to clearly pronounce your business goals, product usefulness and even the key benefits of buying into these products or services.

Perhaps one powerful, high profile buyer who willfully wrote an honest testimonial about using your services should appear on your landing page.  If you have access to top-ranking spokespersons, this would definitely be the time to employ their services.

Nurturing Through Pre-Sales Preparation

According to recent Marketing Sherpa studies, 27% of captured leads are actually ready for salespeople, leaving 73% which must be nurtured before sales pitches are introduced.  Insightful presales preparation, such as having live demos of products or services in action or informational welcome emails in place, have been known to make the entire sales funnel naturally populate with larger pre-prepped lead volumes; therefore, making a concerted effort in preparing your presales sales campaigns would provide immeasurable quality in both lead captures and less time in continuously polling leads before being shipped off to sales departments.

Tomorrow we’ll finish up with Part 2 of  Best Practices For B2B Lead Nurturing Initiatives. In the meantime, if you think Lead Liaison can help you with your lead nurturing initiatives please let us know!

Lead Liaison

Understanding the Secrets to Successful B2B Lead Nurturing

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Understanding the Secrets to Successful B2B Lead NurturingThe new marketing advantage that businesses use is B2B lead nurturing. B2B lead nurturing is trending because of how effectively it can build relationships, create interest and convert leads into revenue. It is considered to be the most crucial stage in a company’s marketing automation strategy and it has the ability to convert endless solid stream of leads into sales.

These are the secrets to successful B2B lead nurturing that every company needs to consider.

Qualify and Segment Leads First!

If a business has successfully marketed their website, there should be an abundance of potential buyers perusing their website each day. Each buyer has a unique personality, purchasing history, and specific need for their business. Get to know what matters to their business by mapping out a buyer profile (IT, finance, sales, marketing, etc.) and creating content tracks for each buyer profile. Group similar buyers together, so content can be created specifically for each group of potential leads. Use a marketing content map to map content to each buyer persona.

For example, consider a company that sells nails and screws. They might break down their B2B leads into three segments. They will need to create different content directed at companies that need nails and screws, companies that only need nails, and companies that only need screws. There is no point in sending material talking about the necessity of a quality screw, to a business that only purchases nails. That is why qualifying and segmenting is the first step in B2B lead nurturing.

The Right Frequency!

Most buyers are so busy with planning, strategizing, budgeting and their daily paperwork that they don’t have time to read everything that is sent their way. If they feel a potential supplier is bombarding them with new information daily it can quickly become a turn off. B2B lead nurturing articles, tutorials, emails etc. should be sent just often enough to keep them interested without becoming intrusive.

Send Relevant and Beneficial Content!

Think about what that specific lead segments need when creating B2B lead nurturing content. Most buyers are looking for new products and services that will improve efficiency, cut costs, and make them look more valuable to management. All content should start with a title or introduction that specifically addresses how this information will benefit the buyer and ultimately the buyer’s business. It should never reference requests to make a purchase or be created as a way to entice the buyer to commit to a purchase.

For example, the introduction should look like this: “Improve the strength and integrity of any structure by using stainless steel nails.”  Instead of, “Buy stainless steel nails because they are stronger.”  The first one is an example of successful B2B lead nurturing because it focuses on what the lead needs and not on what is being sold.

Remember to keep all B2B lead nurturing efforts straight to the point. The buyer’s time is valuable and it should always be treated that way. B2B lead nurturing is a great way to grow a company, but it has to be directed at the right people, at the right time and with the right information.

Interested in having Lead Liaison help your company with a successful B2B lead nurturing plan? Contact us by filling out the short form on this page.

Lead Liaison

How to Get Your Lead Nurturing Prospects to “Talk” to You

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How to Get Your Lead Nurturing Prospects to "Talk" to YouHave you ever wondered how to get your lead nurturing prospects to talk to you? B2B leads can tell you a lot about themselves through their responses – or lack thereof – to your marketing messages. They can reveal personality, interest, motivation, determination, and authority through their actions following a marketing contact. Successful lead nurturing starts with getting the information you need to make progressively more effective impressions.

But how do you get them to “talk” to you?

Direct response marketers have been doing this for years. DR companies care primarily about – what else – a response, so DR messages are often designed to initiate a specific instant reaction. Often, this means a one-off sale, but non-DR marketing can employ similar strategies in order to nurture leads towards a sales engagement.

In order to uncover vital information about your prospect during the lead nurturing process, response mechanisms should be included in each message that is sent. Here are a few ideas that can be used to provide insight into critical characteristics of your leads:

Act now! One of the mainstays of direct marketing reveals how motivated your lead is, what messages resonate enough to stimulate a response, and what buying authority the lead has.

Want to learn more? Providing teaser content, such as a brief product description, can be effective at collecting email addresses or other contact information, and may even lead to a customer-facing engagement with a sales agent.

Give us suggestions. By requesting opinions, thoughts or recommendations, a lead exposes his interest level, motivation, and buying indicators. This is an enhanced lead nurturing engagement; after all, he is interested enough to take the time to share his thoughts, so this lead may be worth pursuing.

Refer a friend. If a lead is impressed enough to share a message, product or company with friends, relatives or associates then the marketing impression has been effective. Although it’s difficult to determine lead qualities such as motivation, authority or determination, a lead that refers your information may likely be a good candidate for a brand ambassador.

Like us. Through social media, customers can express their support for your company. Social media “plugs” are good indicators of a lead’s personality. For example, sharing support for your product indicates she enjoys social networking and may possibly be influential.

Get prices instantly. If prices are not listed publicly, a lead can indicate motivation, determination, and personality by requesting pricing. A website widget that collects an email address and instantly delivers a price quote may reveal that the lead needs your solution and is ready to buy or is a price-driven decision maker.

A creative way to further conversations with your prospects is by using marketing automation techniques such as those found in Lead Liaison to reactive to link clicks in an email. For example, if a prospect clicks any link or a specific link as described above then add the prospect into a different nurturing “track” or send them another piece of content that’s relevant to the message they’re responding to.

There are many ways to generate valuable information about your leads. For more ideas to create a successful lead nurturing contact a Lead Liaison representative today.