P.S.: Perry writes much better copy than I do, therefore, I save you from having to bear with me and urge you to go over to his site and read what he has to say about Google Adwords in 2009/2010 and why you need to get his book.
Email marketing is an extremely efficient and effective method of increasing your sales and your customer base, but as with so many other marketing tools, if you don't know what you're doing it can actually cause more harm than good. Don't ever forget that you are marketing to other companies and not individuals so your messages need to be tailored to your actual audience. When your company is trying to establish a business to business email marketing strategy, there are significant differences in your approach then if you were working on a business to consumer campaign. Here are a few of the major points you need to consider in order to create a more effective and profitable email marketing campaign:
1. Keep it simple. If you were to meet with a prospect in person you would make sure that your pitch were straight to the point. When sending B2B emails you want to achieve the same no nonsense tone. Their time is valuable and you want to prove to them that you appreciate that fact by getting right down to business in your email, just as you would if you were talking to them in person.
2. Don't forget the "WIIFM" (what's in it for me) approach to your email messages. Make sure that you clearly articulate what advantages your company can provide to their company and why it just makes sense for them to do business with you. You have to structure your email message in such as way as to set yourself apart from the competition.
3. Don't be afraid to ask them for their business. If you don't have a clear call to action such as 'click here now', for example, they may not do anything. It's one of the most common mistakes marketers make, they don't ask the prospect to actually take action, they fail to ask for the sale. Don't make this mistake.
4. To optimize the effectiveness of your email campaign make sure you take the time to learn more about your prospects business and what you can do to help them. This information can prove extremely helpful when you are composing your email message. By being able to add specific points to your email that would only apply to their particular business you are letting them know that you've taken the time to learn about their company and their needs which will help you build trust with them.
5. Remember, this is a business that has their own marketing campaigns and they are familiar with all the tricks. Don't try too hard to 'sell' them. Keep your message short and on point and then follow up with a firm and clear call to action.
6. Track your results. You want to keep track of open rates as well as an increase in sales and/ or customers. It's important for you to know which campaigns work and which ones didn't. This information will allow you to tweak the ones that work and reuse them and start from scratch on some of the less effective campaigns.
Email marketing can be a huge benefit to any business building strategy. Take the time to research your market before you implement your business to business email marketing plan. This added step will allow you to make more money and increase your customer base for a very small investment.
Barry Adams presents Keyword Research for Email Marketing posted at Internet Marketing Blog, saying, “When we think of keyword research we usually don’t think beyond search engines. However, keyword research has applications beyond SEO and PPC. Another online marketing discipline it applies to is email marketing — albeit with a different angle.”
John’s comment: Interesting analogy to SEO. Using the wrong words can get your campaign in trouble, especially with spam filters.
Chrissane Sternal and Lisa Barone present 12 Email Marketing Tips For Small Business posted at Understanding Marketing, saying, “Email marketing is still one of the most common forms of customer communications and outreach. And while other forms of outreach have piqued the small business owner’s interest, such as social media platforms like Twitter and Facebook, email marketing is still central to the larger integrated marketing approach.”
John’s comment: A primer for small business owners to get started easily.
Mike Hillyer presents How To Send One Billion Email marketing Messages Per Month posted at Mike Hillyer’s Webspace, saying, “Contrary to what the image to the image above implies, there’s nothing inherently evil about sending a billion messages a month. Some of the businesses that move a billion messages a month include ESPs, social networks (some move more than a billion a day for that matter), social gaming sites and large online retailers.”
John’s comment: Interesting. Explains a lot of technical details and teaches what is involved with sending emails in huge quantities.
Beth Ziesenis presents Paperless Post: Classy emails for thank yous and invitations posted at Cheapskate Freelancer, saying, “Thumbnail Review of Paperless Post. If you want your email to be noticed with the mass amount being sent out everyday, you have to do something different. Give Paperless Post a try. Sign up for an account and you get 25 free stamps that allow you to send a cool, attention-getting email as an invitation, announcement or thank you. Your recipient receives an elegant email with an envelope they click to open.”
Andy Hayes presents Email Marketing Jargon Explained posted at Travel Online Partners (TOP), saying, “It's not as complicated as it seems.”