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Purchasing a Direct Marketing Mailing List Will Increase Your Company’s Sales

A direct marketing list is a great option to when it comes to growing your business. It is proven that purchasing a direct marketing mailing list will increase your company’s sales. This form of marketing allows you to target your message to people that will have an interest in your product or service. It also allows you to easily focus your marketing efforts to the audience of your choice, whether you are using direct mail, telemarketing and/or email marketing. You can purchase your direct marketing list from any list broker or compiler.

Prior to purchasing a direct marketing list, you will want to gather exact who you want to target and where you want your target to be. You can supply zip codes, counties, states or have a distance radius ran from your location. Along with your geography, you need to come up with your ideal customer. Even if your ideal customer is very specific, it is good to start as specific as possible and work backwards from there.

There are quite a few different direct marketing lists available. These include:

Business Mailing List – this list is able to be targeted by industry, sales volume, employee sizes, and more. It also allows you to target specific decision makers by title within each organization. The database can include business name, address, phone number, contact name and title and more.

Residential Consumer List – this file would be targeting people at their home address. There are many ways to create a targeted consumer list including age, income, gender, and more. You also have the option of simply targeting everyone within a specific geography.

Home Owner Mortgage List- this database would include all individuals that own there home. The majority of this file comes from county tax offices and is selectable by mortgage information including year home was purchased, home value, interest rate, interest rate type and more.

New Movers List – this file is comprised of people that have newly move into an area. This is selectable by anyone moving into an area and can be further segmented into new home owners and new mover renters.

Specialty List – these records would include magazine subscribers, specific professional titles, and other databases created through online surveys and more.

Crafting a Successful B2B Marketing Strategy

For many B2B marketers, the traditional marketing funnel that motivates prospects to self-identify and then move to a sales funnel, is ingrained in our minds. However, in the Age of the Customer, Forrester Research’s phrase for a customer-driven marketing landscape, the funnel has evolved to reflect a new customer expectation requiring sales and marketing to work in tandem.

With this in mind, B2B marketers must evaluate how their current B2B marketing strategy is aligned with the psychology of their buyer journey. In other words, B2B marketers must know how to craft a marketing strategy based on the predominance of the customer.

So, we have outlined a series of steps to follow when crafting a customer-centric B2B marketing strategy. Ask yourself and your team, “have we checked the following boxes when crafting our B2B marketing strategy?”

IDENTIFY TARGET PERSONAS IN YOUR B2B MARKETING STRATEGY

Going through the exercise to develop personas based on market and customer research is fundamental to understanding not only who is your audience but how to engage them in the buyer journey. Incorporating marketing personas makes websites two to five times more effective and easier to use by targeted users. However, only 44% of B2B marketers use buyer personas. So, ensure your B2B marketing strategy includes persona-based experiences that moves buyers forward in their journey with your brand.

MAP A PERSONA-BASED CUSTOMER JOURNEY TO DRIVE YOUR B2B MARKETING STRATEGY

Building out your influencer and decision personas to understand your target audience is only part of the process of laying a customer-centric foundation for your strategy. Next is to map the touch points of your buyer journey through all buyer stages. In order to close the loop from awareness to revenue it’s critical to know the touch points along the journey that are motivators and detractors in order to influence all parts of the customer experience. When developing your B2B marketing strategy answer the following, “How do I craft a strategy with the framework that aligns with your customer’s journey to gain clarity and define priority?”

DEFINE AND MEASURE B2B MARKETING STRATEGY GOALS & METRICS

Perhaps a no-brainer for a data-driven B2B marketer is clearly-defined metrics for success. With a heightened emphasis on personalization and customer experience (CX), B2B marketing goals and metrics must be established to measure the success of the marketing efforts supporting a customer’s progression through the buyer journey. Your B2B marketing strategy must outline how it will create direct contribution to revenue with a return and fuel high growth.

A recent case study example from one of our technology platform and services clients is Viewpointe, a leading private cloud managed services provider. Viewpointe was challenged with continuing to engage customers over the course of a 6+ month sales cycle. After clearly defining their B2B marketing goals, they aligned their content marketing plan with their persona-based customer journey. As a result, Viewpointe stayed engaged with their customers throughout the buyer journey and closed more deals. One way Viewpointe measured customer engagement lift was a 52% increase in persona aligned website content and 164% increase in blog content engagement from organic search referrals.

YOUR B2B MARKETING STRATEGY INCORPORATES ACTIONABLE INSIGHTS WITH SALES

Referring back to our earlier customer funnel illustration, the traditional hand-off from marketing to sales, with no feedback loop when a lead is “flipped over the fence to sales”, causing misalignment between B2B marketing and sales teams. In fact, 25% of B2B marketers have no idea what is their customer conversion rate. In the Age of the Customer, your marketing strategy should outline how to rip out the proverbial fence and instead encourage inter-team collaboration. Ensuring this marketing and sales alignment is crucial to creating a consistent customer experience along a buyer’s journey. Being intentional about sharing insights between teams is one way to encourage broad acceptance of a successful B2B marketing strategy execution.

YOUR NEXT STEP

With only 45% of B2B marketers confident that they have decent, if not high, levels of customer centricity, the time to is now to author your new B2B marketing strategy that elevates you above your competition.

Direct Marketing Advertising – What Are the Advantages?

Each day, business owners are learning new ways to market their small businesses. But there is no doubt that direct marketing advertising is still one of the most popular of strategies. It has helped lots of entrepreneurs to increase their sales and be known in the market.

Before, direct mail marketing is done by sending out letters and postcards to their prospects. Today, many entrepreneurs use online direct mail advertising to reach out to a wider range of market over the internet. The following are the advantages of using direct mail advertising.

Reach out to your target market. Since marketing mails are sent directly to a specific group of people, a business owner can customize the message and the approach depending on the targeted recipients. This is why direct marketing has been proven to be very efficient in encouraging people to take positive action. Furthermore, marketing mails are sent exclusively to genuine leads so that the potential to get results is much greater compared to other forms of advertising.

Get your message across more easily. Before creating their marketing copy, merchants are advised to spend time studying their market. It is a good idea to send a different batch of marketing mails to every niche. Based on the demographics shown in your mailing list, what do you think is the best approach for your intended recipients?

Track the result of your direct marketing campaign better. It is easier to track the results of your campaign through direct mail marketing. If you sent marketing emails, for example, you can simply include a discount code in your message and instruct the customer to enter the code on their checkout if they wish to buy from your online shop. Monitoring the codes you received can allow you to gauge the result of your marketing campaign faster and better.

Direct marketing campaign can be done in a small scale. For entrepreneurs who must work on a limited budget, a small scale direct marketing campaign can be executed without difficulty. For example, you can send marketing emails to a small group of people and wait for the results before launching a bigger campaign or committing a larger budget.

Gain brand name recognition. Direct mail marketing is all about repetition. You need to send your marketing mails to same recipients at least three times or more at the right intervals. Hence, if you include your brand name and logo with all your marketing mails, people will become familiar with your company and remember you more easily.

Build rapport with your customers. By regularly sending direct marketing mails, a business can easily build rapport with prospective customers. It is also an effective way to strengthen your relationship with your old clients. It is easier to build trust and encourage loyalty among existing customers when you communicate with them on a more personal level.

More cost-efficient than other marketing methods. When compared to other marketing methods, a business owner can save a great deal with direct mail advertising. Again, this form of marketing is concentrated to a limited group or niche so there’s no need to use a huge percentage of your marketing budget.

Copyright (c) 2010 Luie De Von