Email Marketing is All About Variety
One of the problems that has plagued businesses
for generations is how to sustain communications with customers. It
is so easy for even a business contact to "fall through the cracks"
or for your salespeople to lose touch with a client. When that
happens, it makes you wonder if your business disappointed the
client, if a competitor took away that business or if the problem is
just a case of a dropped communication.
The problem was compounded by the slowness or clumsy nature of
communications before the internet. When you wanted to "revive" a
relationship with a business client, your choices were to call, pay
a visit on the client or send a letter. Each of these had delays and
often resulted in no response from a client who may have moved on
for whatever reason. If you could have sustained an ongoing
relationship with that customer, thing would not have to get to the
point that you have to take drastic action to reclaim a customers
who at one time was a valued business relationships.
Email marketing has given us tools to sustain a
regular and dynamic relationship with our business clients. That means
that by using email wisely, you can keep your customers up to date on
what you are doing and you can stay up to date on their needs and when
you can expect more business from them. In this day and age, all of your
salespeople and account managers should be educated and "fluent" in
using the internet to build their client base and to sustain customer
relationships as well. This is no longer just one option of many. It is
a must that you use the internet in a smart way to stay competitive in
the modern business world.
You can literally sustain a routine communication with your entire
customer community by sending out weekly email updates. These updates
might be couched in the format of a newsletter or an "ezine". This is an
outstanding approach to B2B email marketing because you can create
articles and news stories to each new email from you has interesting
content and value to the customer. And by making sure there are lots of
opportunity for feedback in each newsletter, that communication between
you and a business client becomes a very active two way street.
Regular B2B email communications that give you openings for marketing is
an outstanding customer relations tool. It does take some effort on your
part to come up with a new B2B marketing email and you will have to
sponsor a talented in house person to create and manage those emails.
That also means continuously reviewing your contact lists and seeking to
grow that list using referrals and online promotions.
The internet is a living place. The key for success in any online
marketing plan is variety. People who make their livings drawing
customers to a web site know that those customers must enjoy the variety
they get each day or each week so they keep coming back for more.
Similarly, for your B2B marketing emails to continue to capture the
imaginations and the attention of your business clients, they must be
fresh, interesting, perhaps funny, lively and full of good information
and variety each time they get an email from you.
Its good to build and keep adding to your roster of ideas of ways to
approach your B2B email clients each week. One way to do that is to pay
attention to the methods used by marketers who use email successfully to
capture or sustain your business. Start a checklist of ideas and have
brainstorming sessions with your key decision makers and marketing
"gurus" to add to that list each month. Some types of email promotions
you can use to keep your B2B email marketing fresh and interesting to
your customers includes…
• Newsletters that contain interesting articles that are of value to
your customers will draw the customers eye and hold their attention.
Make sure there are links for feedback or for the customer to access
your larger body of articles online. This creates traffic to your
corporate web site which a great objective for any regular B2B mail
effort.
• Contests are always welcome as long as they are professional and put
in the context of the business relationship. But if the prize is a free
week of service of something from your inventory, you can generate
interest at a relatively low cost.
• New product offerings can generate excitement about products or
services you want to see launched successfully. By including discounts
or other promotional tools in your weekly email, that keeps the flow of
customer interest centered on your B2B emails which makes them an
important part of the customer's online habits.
• Coupons are just as successful in business emails as they are in
business to customer emails. You might call them temporary discounts or
rewards but the outcome is the same. They encourage immediate action to
create sales for a product or service line you want to see take off.
• Your B2B email can be used as a link between you and the customer to
generate interest in online seminars, autoresponder training courses,
publications or other "events" both on the internet and in the "real
world". By tapping the power of that large email mailing list, you can
make any event you put together a success.
These are just a few of the ideas you can use to make your B2B emails
sparkle with creativity and variety. By putting some thought and
planning into the effort and making it a priority to give your customers
plenty of good reasons to look forward to your email promotions, this
part of your marketing life can become one of your most successful
elements of your corporate communications and your marketing strategy
