How to Boost E-mail Lead Gen for B2B Publishers, Marketers

E-mail is a favorite lead gen channel for business-to-business publishers and marketers that AccuList USA supports with e-mail lists and database services. It’s no surprise that close to 90% of B2B marketers use e-mail to generate new leads when the latest data from the DMA shows e-mail marketing delivers an average $43 return for every $1 spent. But that doesn’t mean B2B e-mails are a guaranteed success. B2B e-mailers may want to benchmark their efforts against a recent infographic from EmailMonks that offers proven ways to help boost those all-important open and click rates. Some of those include:

Personalizing, Segmentation & Preferences

Marketers personalize e-mails because 91% get better open and click rates when they do, and that means going beyond using a first name to targeted, personalized content based on demographics, purchase and browsing history, subscriber interests, etc. Achieving that quality targeted personalization requires good list segmentation; blasting a one-size-fits-all message to the whole e-mail list is a recipe for low response. Segmenting by age, gender, preferences, purchase history and more delivers 14.31% higher opens and 100.95% higher clicks than non-segmented list campaigns, notes the EmailMonks infographic. Executing that personal touch also means permission-based e-mail that respects recipient preferences for how often and when they are contacted, so give subscribers the chance to manage the number and timing of e-mails. But what about before they  subscribe? Data shows that the average B2B recipient is most likely to open a 10 a.m. Saturday e-mail, to click on a 10 a.m. Tuesday e-mail, and to respond to an 8 a.m. Tuesday e-mail. Entrepreneurs and workaholics open, click and respond best to those Saturday morning e-mails!

Winning Subject Lines & CTAs

As the infographic points out, 35% of e-mails are opened based on the subject line alone. What makes up a winning subject line? Brevity is the soul of subject line wit; with 54% of e-mails opened on a mobile device, a subject line of around three words scores higher since most mobile devices can show only four to seven words across the screen. Personalization counts big, too; personalized subject lines are 26% more likely to be opened than general ones. And finally, the content counts; it’s less about click-bait attention grabbing than about a topic that matters to the recipient. Once the e-mail is opened, the crafting of a good call-to-action (CTA) will drive more click-throughs. The CTA should be noticeable and  “above-the fold”; in fact most brands prefer to place a CTA in the top third of an e-mail, and 48% match the CTA colors to their brand logos. Oh, and make sure the CTA links to an effective, mobile-optmized landing page, too.

B2B E-mails to Emulate

Looking for specific examples? SuperOffice, a CRM supplier, offers 17 B2B e-mail templates based on actual successful e-mails for B2B marketers to emulate. The templates include welcome e-mails, curated content e-mails, company announcement e-mails, new article e-mails, video e-mails, product update e-mails, reactivation e-mails, gated content e-mails, webinar e-mails, event invitation e-mails, case study e-mails and more. See https://www.superoffice.com/blog/b2b-email-marketing-examples/

 

‘Doggie Daycare’ Market Fetches Millennial Demand

Millennials are driving growth for AccuList USA’s clients in pet owner marketing, especially sales in the pet boarding and grooming arena, where spending hit an annual $6.16 billion in 2017 per the American Pet Products Association. For example, this summer the New York Post reported that growing demand from pet owners inspired the American Kennel Club to jump into the high-priced Manhattan real estate market: Its AKC Canine Retreat venture purchased five locations from Spot Canine Club as well as the Running Paws dog-jogging (not walking) service to re-brand under the AKC umbrella. Similarly, “doggie daycare” service Camp Bow Wow, founded in 2000, is busy adding franchises to its existing 144.

A New Generation of ‘Pet Parents’

The Millennial generation’s disposable income coupled with pet-centric attitudes are behind the trend, Camp Bow Wow’s Chief Barketer (also VP of marketing) Julie Turner recently explained to Direct Marketing News. As the Millennial age cohort marries and has children later in life than their parents, “they’re filling the gap with a dog,” she said, treating their dogs as “really a part of the family.” Millennials are not only frequent travelers who need pet boarding, they are working “pet parents” who choose daycare services so their canine companions can go to camp rather than stay home alone. They like to collect a “happy and tired dog” at the end of the day, she noted.

Mobile Marketing & Digital Strategies

Millennials are definitely mobile device addicts, so Camp Bow Wow upped its mobile strategy in 2014 when Turner came aboard, starting with a more mobile-responsive website “in line with other brands millennials support.” Camp Bow Wow introduced a mobile app that allows owners to find locations and make reservations, but its top use is watching live feeds of pets at play. “Pet parents want to talk about [the service] and show pictures of their dog at camp,” Turner explained, something Camp Bow Wow enables by texting photos of dogs having fun to their owners. The digital engagement and sense of community are not only key to retaining customers, digital strategies dominate acquisition via local search engine optimization, e-mail and texting programs, and social media advertising.  Camp Bow Wow actively works with social influencers to drive referrals, for example: “We have a very high net promoter score,” claimed Turner.

Event Promotions & Shelter Partnering

Camp Bow Wow reps also attend community events to promote the brand and acquire new customers. At events, the #GiveAFetch is a popular draw, dispensing tennis balls to happy pups from a what looks like a giant bubblegum machine. Plus, Camp Bow Wow ups its brand reputation by partnering with shelters and providing a temporary “foster home” environment for abandoned dogs to help with socialization.

Read the complete article on Camp Bow Wow’s marketing.

 

These Digital Tactics Can Power Insurance Marketing Lead Gen

Sometimes insurance marketers, used to face-to-face sales and targeted direct mail, struggle to adapt to the highly competitive and noisy digital marketplace for lead generation. Some helpful tips from the Blue Corona web marketing agency should be of interest to AccuList USA’s insurance marketing clients looking to improve their digital lead results.

Fast, Mobile-Friendly Pages Capture More Leads

The natural place to start is the insurance marketer’s website, where the majority of potential policyholders will first interact with the marketing message. Basically, the website must grab attention almost immediately. If consumers don’t connect with what they see within 10 seconds of landing on a web page, they’ll move on, per studies. That means up-front contact information, compelling call-to-action, plugins that localize content, etc. But it also means speedy page loading. Studies show that a website needs to load in under 3 seconds (in fact, 47% of people expect a web page to load in two seconds or less, points out Blue Corona). And that speed needs to happen on a mobile device. Over half of all digital searches for insurance information occur from mobile devices; more specifically, 58.6% of average monthly auto insurance searches and 55.4% of life insurance searches are via mobile, reports Blue Corona. If digital pages and ads aren’t mobile-optimized, they aren’t going to optimize leads.

Invest in SEO, Pay-per-Click Ads to Drive Traffic

How do you get prospects to those fast-loading, compelling, mobile-friendly pages? Search engine optimization is a basic requirement today for driving traffic. Out of the over 200 ranking factors, Blue Corona lists a few top tactics for getting to that coveted first page of a Google search: optimized title tags and meta descriptions on pages; site security (https vs http); mobile-friendly pages; schema markup; quality content; fast page downloading; social media signals; quality backlinks; and optimized images. But all searches are not created equal. Marketers want high-converting leads not shoppers. So Blue Corona suggests buying pay-per-click ads targeting search phrases that indicate high-commercial intent, such as “buy auto insurance” rather than “do I need auto insurance?” The ad content can then target a top consumer trigger. In most cases, that means competitive rates; for example, 70% of consumers say they look for the best deal when renewing an auto policy.

Engage via Blogging, Focused Content

A blog is another way to not only build traffic but also establish authority on insurance topics, build trust and go from policy hawker to insurance resource in the eyes of potential policyholders. If the average person consumes 11.4 pieces of content before making a purchasing decision, per Forrester, then insurance marketing wants to be at the top of that content list in terms of impact and quality. Blue Corona suggests blog topics such as “Factors You Didn’t Know Affect Your [Life/Auto/Liability/Etc.] Insurance Coverage,”  “How Much [Health/Auto/Liability/Etc.] Insurance Do You Need?” and “10 Tips for Keeping Insurance Rates Low.” Whether a blog post or a website page, the goal is to help insurance shoppers deal with an often confusing topic. TransUnion’s 2017 Healthcare Millennial Report found that 57% of millennial consumers identified as having “no understanding” or a “limited understanding” of their insurance benefits, while 50% of Generation X and 42% of Baby Boomers said the same. So don’t give prospects too many choices on website main pages, which can overwhelm and drive them away, and focus instead on the key solutions people need from insurance, advises Blue Corona.

For even more digital marketing suggestions to help retain policyholders and hone competitive edge, see https://www.bluecorona.com/blog/insurance-marketing-ideas-strategies

Want E-mail Marketing Success? Here Are Some Basics

E-mail is a key part of most omnichannel marketing strategies, and AccuList USA supplies data and support for a growing list of e-mail marketing clients. Yet dodging spam filters and reeling in responses from crowded inboxes is an ongoing challenge. A recent Direct Marketing News article laid out some basic tips on how to get the most out of e-mail marketing:

Data Is Key to Deliverability, Targeting

As a data broker, AccuList USA naturally stresses that data matters. The DM News article listed data last among its tips, but we’ll put it first. Even the most well-crafted e-mail will end up in spam folders if delivered to an e-mail list with too many duplicates, outdated addresses, missing permission hygiene, spam traps, etc. Quality e-mail data is essential to deliverability, which means regular cleaning and updating of house lists, or carefully vetted rental lists (sponsored e-mails) for prospecting. Quality data is also key to the targeting that maximizes response, using segmentation and personalization to tailor offers and messaging to specific audiences and individuals.

Make Good First and Last Impressions

Once an e-mail lands in the inbox, the subject line, a brand’s first impression, impacts open rates.  While there are few absolute guidelines, be aware that 50-70 characters in length is the “sweet spot” for readability, per the article. In those few characters, the subject line needs to quickly convey an offer/value and tone that intrigue the audience. Beyond avoiding words and symbols likely to trigger spam filters, A/B testing is usually the best way to find which subject line leads to higher open and click rates, as the article advises. While focusing on a first impression, too many e-mail marketers forget the importance of a closing impression. For example, after gaining response and conversion, marketers can use transactional e-mails (e-mails acknowledging a purchase, donation, sign-up, etc.) to expand customer/donor value by offering a reward (discount on next purchase as an example), a loyalty program, a newsletter, social links and more.

Design With Mobile in Mind

When it comes to design, the key to success today is the ability to translate across desktop, tablet and mobile devices. Remember, research shows that more than two-thirds of consumers access e-mail through their smartphones! Other common general guidelines include formatting within standard dimensions and fonts, creating a layout with quick-scan logic and clear call to action, optimally sized images with alt text in case of blocking, and personalized or even dynamic content.

Embrace Social Media and Sociability

E-mail isn’t usually the only method for connecting with an audience, or necessarily the channel preference of all recipients. That’s why e-mails also should highlight social media buttons, invite readers to share content, or urge them to visit appropriate social pages and profiles, notes the article. Meanwhile, with personalization, humanization and authenticity as benchmarks of today’s marketing, e-mail marketers should avoid generic messaging and deliver content in a tone that speaks to the target audience yet remains in line with a consistent brand voice across channels.

For more detail, see the complete article at https://www.dmnews.com/channel-marketing/email/article/13034539/6-email-marketing-tips-to-stand-out-in-the-inbox