Using B2B mailing lists will allow your business to target key decision makers within a company. Your businesses promotional message will be able to reach different levels and different departments within a company, each with their own expectations, needs, and concerns.
B2B mailing lists generally empathize more on an enhancement to a service instead of a core product. Being able to answer important questions like what can your service do to push my business above the competition or why should I chose your business over your competition, will allow you to solidify a business deal with your potential customers. Also, having a knowledgeable customer service team will allow you to provide the best service to clients and allow for important feedback on your businesses product or service.
Nowadays, many consumers including B2B customers rely heavily on the internet to research a product or service before they purchase it. Using a B2B email list will allow you to target this key group of B2B buyers.
Also, running your B2B mailing list campaign along with a social networking campaign can bring a large amount of B2B sales leads to your company. A social networking B2B campaign can be a cost effective direct marketing technique as membership to social networking sites is free.
The most important place marketers have to be when conducting B2B marketing or selling B2B products and services, is inside the mind of the people on their B2B mail list. B2B marketers must know more than which benefits and features will solve the challenges of their B2B mail list customers. They also must know how and why people make buying decisions.
You have to figure out not only what your B2B mail list needs, but how their minds work. Here are 4 basic human thinking practices marketers should keep in mind to understand their B2B mail list.
1. People like the familiar and resist change.
B2B marketing should start where the B2B mail list prospects are now. For example, provide case studies relevant to your prospect company’s industry and size. Similarly, your pay-per-click ads should deal with the solution your prospect uses now, not your solution.
2. People need clear distinctions.
Compare a small product next to something everyone knows and uses. This helps prospects differentiate them.
3. People need to be told what to do.
Buttons that say “Click Here,” “Call Now,” and “Download Now” may seem obvious, but B2B marketers can’t expect their B2B mail list to think or guess. Use strong call-to-actions in marketing materials to provide a higher response.
4. People can only selectively retain information.
Follow up on your B2B mail list with a phone call within 5 days. After that, most people will not remember your email or direct mail campaign.
Try to understand your B2B mail list and how they respond to new information as it is an important key to getting attention and closing sales.
