Are You a Savvy Marketer? Dealing With Your Sales Leads Database

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A savvy marketer knows how he/she should market their brand. A savvy marketer knows not only that, he/she also knows that marketing to their sales leads database is a massive challenge that looms ahead in the distance. What many marketers do nowadays is try to figure out which of their campaigns can yield them the best performance. It is somewhat true that only ever one approach will work for a company, however, you can always make your campaigns more effective. Sure, one campaign may be better than the rest when it comes to generating sales and revenue, however that does not mean that you should rely on it alone.

Marketing is a challenge and having to deal with a large sales leads database is not making your job any easier. You have plenty of prospects to market to and thus you will need to learn which among your marketing tactics will work best with a particular prospect in the different areas of industries you target. Knowing which approach your prospects and potential customers certainly gives you an advantage, so it is best to start finding out what works and what does not.

So are you a savvy marketer who has to deal with a large contact database? Well then, here are a few words of advice for you:

Always remember to segment your contact lists.

Proper segmentation can help you determine how to approach your prospects. However, depending on which industry they are in, your approach may need to change. For example, we have prospects who do not respond to marketing emails but are more responsive when called by telemarketers, and vice versa. Always remember to segment your lists based on the different parameters and the behavior of your prospects in the sales process as well as when you first engage them. Proper list segmentation offers you the advantage of knowing how to react you prospects as well as when you should react to them.

Create different lists based on lead acquisition.

You can acquire leads through different ways. Some of the leads in your sales leads database may have come directly from the contact form on your website. Others may be followers of your company blog, and others may have just found you through search engines. Depending on how they have come to find your company, you can create different types of lists and find out which method of marketing to employ when you approach them. Followers of your blog and loyal readers may be more responsive when you use emails to communicate with them, thus they can be good leads to add to your mailing list. If you get leads that express an interest in receiving a call from one of your sales representatives, then it is a signal to add that lead to your calling list. Keep creating different types of lists based on lead acquisition to help you segment your large leads database.

There are plenty of other metrics you can use in order to determine the success rates of your campaigns, however numbers can only go so far in helping you find out how you doing in reality. Knowing how to market to your sales leads database is truly a challenge, but through proper segmentation you can at least make it more manageable and easier for you to focus on.

Related Content: From Dashboards to Contact Lists: Making Metrics Count

Buy the Right Business Contact List For the Right Occasion

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Supplementing your campaign’s need with a business contact list is a fine choice to make. Depending on what type of campaign you’re running, you can acquire the right list for the job. As such, you really need to buy the right business list for the right occasion. You can’t always rely on one particular list; you need to have one that is laser-targeted and tailored to your needs. Before you go out and buy one though, you need to make sure that you have the right list provider in mind, as well as to know which list to get for which campaign.

Although it may seem like a no-brainer, knowing who the right provider is as well as which list to get is kind of like common knowledge in today’s world of business. However, we can’t expect everyone to be that savvy and know all the needed details right from the get-go, especially when we’re dealing with start-up companies and ones that haven’t even gone into business yet. So for that, a good and laser-targeted business list is what any company needs to help it succeed in what campaign it plans to launch.

Need some words of advice on which list to get? Well, take a gander at these:

For telemarketing campaigns, get a calling list.

It’s pretty much already in the name. When you plan to make use of B2B telemarketing as part of your marketing plans, then you will need a calling list to help you know who your targets are. A good provider can provide you with a well-tailored calling list that suits your campaigns needs. Also, a well-tailored list will have been scrubbed to make sure that there are no contacts on it that are currently on the DNC list. Based on parameters you provide, a list provider can create a calling list that meets your needed criteria and find you the right targets for your B2B telemarketing campaign.

For mailing campaigns, get a mailing list provider.

You can have two types of mailing campaigns: direct mail and email campaigns. Depending on which type of campaign you want to go with, you can either get a direct mailing list or an email marketing list from your chosen provider. The statistics differ, however, both direct mail and email campaigns have their share of success when properly employed. Although direct mail is costly and it takes time for your mail to reach your prospect, it does have the advantage of being more visible than when you use emails. Your prospects already have inboxes cluttered with emails and yours may just get lost in the multitude of emails they have. Direct mail serves to be of the physical kind and thus will have more chances of being read by your target prospect. Email marketing is relatively cheaper and quicker, but you lose the needed visibility. Nonetheless, when done right, an email marketing campaign can be a formidable match for a direct mailing campaign.

Not just for B2B telemarketing and for email and direct mail marketing, you can find the right list for the right campaign when you work with a good provider. Depending on your criteria and what else you need, you can have a well-tailored list be made for you for the right occasion.

What’s your experience with business lists? Did buying a specific list for your campaign get you the results you wanted to see?

Selling To Your Sales Leads Database – Listen and Learn

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When we start selling, we often forget one important thing: to listen. When we get our prospects on the ropes, we start trying to do everything to make a sale. In the end, we may just lose all that we've worked hard for all because we couldn't stop pushing. As such, when it comes to marketing and selling, it's best to listen and learn before making your big move. If you're planning to engage your salesleads database with your offers, don't be too hasty. Now, people, lend your prospects your ears!

The first step in doing effective marketing is to, of course, learn what your prospects want from you. Aside from that, listening provides you with information and other data that you will need in making improvements to your current line up of products. So does marketing to your sales leads database seem like a challenge? Yes, it is. But if you listen closely, you'll find things to make it less of an obstacle.

Back when we were little kids in school, listening and learning was what we did. We would listen to what our teachers would say and we would apply what we learned to our studies. The same can be said for marketing, although you're going to be making a lot of mistakes. As such, here are a few tips on how you can improve how you sell through listening to your leads database, and in learning from what feedback they give:

Make use of surveys.

Surveys are one of the foremost ways in which you can get feedback from your current customers and clients. You can make use of written surveys, online surveys, and even phone surveys. How you'll know which way to conduct a survey, however, is based on your target market. If you're marketing to consumers, then they will most likely respond to written and online surveys rather than a phone survey. This is due to the fact that most residencies don't like having to deal with calls even if the call wasn't made by a telemarketer, and even if the purpose is a survey. Business people may be more likely to respond to a phone call, as well as written and online surveys. Mix it up and see the best ways in which you can get feedback through this method.

Personal meetings with your business contacts.

You've probably been working hard on building relationships with your clients before you've sold anything to them. Some of your clients may even view you on a personal and social level than just another person their company is doing business with. As such, you can start with these people. Since you've built trusting relationships with them, you can talk more openly and express your opinions in a manner which isn't restricted by business etiquette. You can have talks through the night under a sea of stars, you can have talks as you take long walks on the beach... you get the idea. Meeting people you've built good business relationships and asking them questions about your product is a good way for you to go about listening and learning.

Don't be afraid to make a mistake and learn from it.

We often say that the best teacher is experience. Such is true. Business is not always accurate, it's actually hit or miss. Some people just got lucky by selling a product that caught on quickly. When you're selling a product for the first time, there will of course be flaws. If people react negatively, then use that to your advantage. Their negative reactions can more than be enough to help you spot the errors in your product and to help you fix all the mistakes. As such, don't be afraid to make a mistake. Making a mistake is a learning experience, and you'll definitely benefit from what people have to say about it.

Do Email Marketing Like A Pro – Marketing to Your Contact List

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Let's make this simple: email marketing is not easy. If you think that it's just as simple as composing a message, sending it to a recipient on your contact list, and then raking in the dough, then you're mistaken for imagining that everything would be so easy. In truth, marketing is never easy, unless of course you have some kind of breakthrough product which probably defies the law of physics (slim chance of that happening right now). So how is it that you can effectively market yourself through email marketing?

The answer lies in your contact lists and how you come up with your offers. Marketing is all about precision and proper planning. And speaking of proper planning, it's what can make or break your campaign. More than just using a high-quality contact list, you need to make sure that you've carefully planned every step and every detail in your campaign. Let's get down to the following tips to help you out in how you can do email marketing like a pro! Let's get to these points:

Listen so you can learn.

Marketing has changed. Back then you could sell a product and expect people to buy it. Today, you can't just come up with a product and expect to make a sale. And why is that? The reason behind this is that you're probably selling or doing something that plenty of others already are. As such, you're not the only fish in the pond anymore, and you may be nothing more than just a common guppy. However, you've got an advantage, and that advantage comes from being able to listen to market that is already saturated with the types of products and services you're selling. Listening provides you with valuable feedback and information you can learn from, all of which can help you come up with better offers and better methods of approaching recipients on your contact list.

Add-in some extra effort – try to sound personal.

People don't want to feel like they're being treated the same way that others are being treated. In a sense, we all want to feel special and be given attention. That being said, the way you do email marketing should be in a friendly and personal manner. Why? Well that's because a lot of people don't want to feel like they're being sent a canned message. Aside from that, canned messages look a lot like spam and a lot of these types of emails normally don't even reach the inboxes of their intended recipients, nor are they even read by the people who get them. A little bit of extra effort goes a long way though, and that extra effort can be manifested in the form of sounding personal in your emails. Even with a good mailing list provider on your side, you won't get far with the mailing lists they provide you if you don't know how to conduct yourself in your email campaign.

These are just two of the plentiful tips you can find on how you can do email marketing like a pro. If you're still interested in learning how you can be an awesome email marketer, then keep yourself strapped to your chair our next post comes out that covers a few more email marketing tips!

How to: Effectively Segment Your Contact List

When you've got people interested in your company, then you know that you have something going for you. These leads can come in nearly all shapes and sizes, ranging from small-time firms even to big players in the industry. And when they come at you, they're either just looking around or looking to buy something. As such, it would be best if you knew how to segment your contact list and know exactly at which point in the buying cycle your prospects are at. This allows you to prepare more appropriate marketing offers and use their interest towards your benefit.

When we talk of segmentation, we need to also understand that we're dealing with moving targets. Back then, maybe we could segment our contact lists on demographic-based factors, but today leads move along the buying cycle really fast. So to speak, demographic-based segmentation can no longer catch-up with how things work nowadays. What we need now are dynamic segmentation methods which allow us to follow our leads along the cycle and allow you come up with the best offers to make during appropriate times, all depending on where they are in the buying process. As such, here are some tips to help you with segmentation of your contact list:

Segment by how you acquire your leads.

If you have multiple marketing strategies in place, then you of course have a steady flow of leads coming in. However, not all of the leads you generate will be at the same stage of the buying process. For instance, leads generation through email marketing may not yet be ready to buy and will just be starting along the cycle; leads generated from online marketing may be just looking around; leads generated from a B2B telemarketing campaign may be further along, you get the idea. So depending on how you acquire these leads, you can segment your contact list and find out which part of the process your prospects are on as well as how to best engage them with your marketing offers.

Segment by prospect behavior.

Just like how leads come in, the behavior of your prospects also matters when it comes to segmentation. Are they making phone calls? Are they sending you email queries? Are they contacting you via your websites contact form? All these can be used to help you segment your contact list and create better offers based on how your prospects are behaving and engaging your company. Are they asking for you to give them a call? If so, then segment your list into a calling list and start making follow-up calls. Are they emailing? Create a mailing list and start replying to their queries. Prospect behavior can really help you gauge where they are in the process, assess their interest in your brand, and help you come up with ways to reply to them.

Segment by attraction to your content.

You've probably got a lot of content up in order to bring in more leads for you. And once again, depending on your content, you can segment your list according to how your prospects react and are attracted to your content. Different marketing channels require different types of content, and different content attracts different kinds of prospects. Information you get in assessing how they engage your content is helpful in assessing their interest, readiness for sales, and for how further along the sales cycle they are.

These three tips are not the only ways to segment your list; there's a whole lot of others ways for you to do so. The best way to find out how to segment your list is through constant experimentation and engagement with your prospects.

Marketing & Comedy – Humoring your Sales Leads Database

When you're marketing your brand to customers you have in your sales leads database, I'm guessing that you are very serious about it. But did you know that a little bit of humor goes a long way when it comes to marketing? In the uptight B2B world, you could do well to incorporate a little bit of humor as you do marketing. Not only is it effective when it comes to advertising products and services in certain industries, it also helps you break the ice with your less receptive audience.

Humor can help lift the mood when you are dealing with an otherwise cold audience. After all, you can't expect to bridge the producer-consumer gap if you can't get them to like your marketing offers, right? As such, maybe a touch of comedy may just help you out. Here's why adding humor to your marketing moves helps you connect with potential customers in your leads database:

Humor is easily detectable.

When you're reading a book you can easily discern whether it's going to get serious, when it's going to get depressing, or even when you think it's going to dive into a comedic situation. It's pretty much the same with your marketing offers. Humor is easily detectable by almost anyone (people with a sense of humor, at least) and can help capture the attention of your potential customers. You know just how hard it is to try and capture the attention of your target audience, so perhaps this could work well with your efforts.

Almost everyone has a sense of humor you can appeal to.

It's important to level with your customers. It shows that you care about them and respond to what they have to say. One way of appealing to them is through their sense of humor. Do you know your target audience the way you really think you know them? If you do, then you'll be able to use your zany wits to come up with something comedic in your marketing efforts. As stated in the point above, humor is easily detectable and can help catch the attention of potential customers in your target market, and maybe even draw in more of an audience.

Humor makes you look more human.

Some people don't like talking to answering machines. They like having real conversations with real people. That's why telemarketing is still very much prevalent for B2B uses. Adding a bit of humor into your marketing offers will surely get a few laughs out of some of your contacts in your contact database, and will of course make you look more like a living, breathing entity in their eyes. They'll know that whoever comes up with the marketing offers they're receiving is indeed human, and probably has a really good sense of humor.

A bit of comedy will do you good. A sense of humor will do you great. However, you also need to make sure that your type of products and services are indeed things you can implement using humor with. After all, you don't really want to be making a joke of an offer in places like the healthcare industry.

What's your idea of using humor in marketing?

Buying Business Lists – 3 Tips to Choosing a Reliable List/Database Provider

Before you launched your marketing campaign, you of course considered which market you're going to target. As such, you've also considered who your target B2B prospects are. However, even if you've considered which types of companies you're going to market to, what are you going to do when you don't know who it is exactly you need to get in contact with? One solution to your problem is that you buy business lists. From who? Well, from a reliable list provider of course!

A list provider is a third party organization which take it upon themselves to create high-quality business lists, or even contact and sales leads databases. As such, they know all about how to gather information that is precise and up-to-date. There are a lot of these types of businesses out there, you just need to know how to pick the right one. In order to help you, here's some advice you can use in picking a good list provider for your company:

The right provider utilizes more ways than one in gathering data.

A mailing list provider should have more ways than one in getting information to build their business lists. Of course, a single and reliable source is always good. However, it is always the better option to have more than one, in case the original source fails and is no longer reliable when the time calls for it. As such, you need to pick a provider that gets their information from various credible sources. One good example is a list seller that uses telemarketing, email marketing, and social media in order to gather information for their lists.

The right provider constantly updates their lists/database.

What would business data be good for if it was outdated? Pretty much nothing, if you ask me. However, when you posses information that is up-to-date, then you've got something going for you, and of course something you can work with to create better marketing offers. As such, who you get your sales leads database or contact lists from should be one that constantly performs updates in order to ensure that any data they sell in the forms of lists or databases is up-to-date and accurate. A good list/database provider performs constant updates, and keeps you posted about their most recently updated lists as well.

The right provider can provide lists for various types of campaigns.

If you're planning to engage in telemarketing, then you will need a calling list. If you want to do email marketing, then you're going to need a list of emails. As such, you'll be needing different types of lists all the time in order to keep your campaigns going. And well, that means that you'll also be needing a business list provider that can provide you with various types of lists for all your marketing needs. Of course, there are specific type of lists you need for each particular campaign, and you should pick a provider that has all kinds of lists to choose from.

Information is power in the world of B2B. When you have all the right data, you'll be able to construct good offers and use information to your advantage when you come knocking on your B2B prospects' doors. As such, to keep your campaigns going strong, you'll need the best lists and databases you can find. Are these three things part of your ideal list and  leads database provider? We'd love to know what you think.