Welcome to the latest issue of our B2B Newsletter. In
this issue we deal with the topic of where and how to make the best use
of email marketing for business development. In this issue we have a
new case study and an announcement about our new offshore facility
for English and French language projects
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Telemarketing is often
an ideal way of identifying and profiling possible sales prospects.
Using the telephone you can readily identify prospects with a possible
need for your company’s service.
The problem is that
not many will be ready to consider a switch immediately. This leaves
you with a marketing challenge – “How to remain on their radar screen
until they are ready to buy”. This is where email marketing comes in.
The key message is that while email can
compliment telemarketing to drive better results it can never replace
it.
Useful Tips:
- Always ask
for an email address during the phone call to send future information
updates (This constitutes full opt-in permission).
- Use phonetic
spellchecking to ensure email address accuracy (Contact us if you need a copy).
- Consider
producing a monthly email newsletter. This takes time and discipline
but will be well worth the effort.
- Use a web based
email marketing software application to manage your subscriber list and
to track click thru’s to your website.
Where is The
Telephone Best used?
- To verify
Decision Maker contact details
- To make initial
contact
- To do the
initial qualification
- To keep in touch
and build a qualification profile
- To schedule
sales force appointments
- To register for
events
- To recruit
magazine subscribers
- To prepare for
circulation list audits
- To provide a
help desk service
- To follow-up
responses to your email campaigns
- Click here for
more information on Sales Lead Generation
Where is Email
Best used?
Useful Tips:
- Include a website link in all emails
- Pay special attention to the subject line to
maximise the "open" rate
- Use a filter such as "Spam Assassin" on
email content
- Be sure to add value in all communication
- If sending reminders, use sparingly, they
should relate to a specific conversation
- Always use an unsubscribe option to avoid
irritation
- Never use brochure speak as it is not relevant
Follow-up
Calling Considerations:
- Use these to
build your qualification information
- Do not call too
frequently
- Always get
agreement from your prospect to make a follow-up call (usually to ask
if the project or need has been fully defined)
- Always obtain
agreement on the next contact date
Useful Tip:
- Suggest a date say two months out. If the
prospect suggests you call sooner, this represents a good buying
signal.
Case Study:
The following is an example of a successful projects we have recently
completed:
Sales Lead Management
Client: Marketing
Service Company
The project involved
an initial cold calling campaign to build a profile of qualified sales
leads, build a newsletter subscription list and send out the first
issue.
- Total emails opened 51%
- Total forwarded 8%
- Total unsubscribes 2%
- Total click thru's 5%
More
Case Studies
New Offshore Service:
Languages covered include English and French. Contact us
for more information on how to save cost on certain projects such as:
- ABC audits
- Subscriber re-registration
- Database cleaning
- Telephone number research
For
further information contact us at :
Telephone: +353 1 8060500
(Mobile): +353 86 2506540
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