Today’s prospects don’t become customers overnight - you need to take them on a journey to build that all-important trust with your brand, but where do you start? Let us help you make the right steps to transform those cold engagements into sales-ready leads.
2. Slide 2 @skipfidura @dotmailer
‘63% of people requesting
information about your product
now will not purchase for at least
3 months – and 20% will take
more than 12 months to buy’
4. Slide 4 @skipfidura @dotmailer
The channels you should
be thinking about
Email
In store
Social Networks
Retargeting ads
Events
Website personalization
5. The 7 Dont’s
and 7 Do’s
Matthew McClelland &
Skip Fidura
@skipfidura
10. Slide 10Deliverability Mythbusting
Don’t deliver
irrelevant content.
If you know what your
prospects are interested
in, avoid sending them
something that makes
you look like you don’t.
12. Slide 12Deliverability Mythbusting
Don’t forget to inform sales about
the programs you’re running.
It’ll help them understand what information prospects
have already been exposed to.
14. Slide 14Deliverability Mythbusting
Don’t think that
all leads are
quality leads.
Scoring removes time-
wasting and will
automatically generate
sales-ready leads.
18. Slide 18Deliverability Mythbusting
Don’t press send
and then forget
about your nurture
program.
Learn from the results and
use the data to become
smarter with your
marketing.
19. Slide 19 @skipfidura @dotmailer
Test, Test and Test Again
Test, test and test again
20. Slide 20 @skipfidura @dotmailer
1. Invade your prospects’ personal space
The 7 Dont’s
3. Deliver irrelevant content
4. Press send and then forget about your nurture program
5. Use bad data
6. Forget to inform sales about the programs you’re running
7. Think that all leads are quality leads
2. Create one-size-fits-all marketing comms
21. Slide 21 @skipfidura @dotmailer
1. One-to-One Targeting
The 7 Do’s
3. Supporting Content
4. Progressive Profiling
5. Keep Permission
6. Automate Lead Hand-offs
7. Test, Test and Test Again
2. Optimise Your Timing
24. users to the site via our
blog/free content
Attract
those free/registered
users to paid
subscriptions
Convert
our subscribers to ensure
they’re making the most of
their subscriptions
(and so renew!)
Engage
Three key objectives for
Econsultancy subscriptions
25. 1. Attracting new users to register with us
Using blog traffic to increase registrations
and leads into the top of the sales funnel
Via our Daily Pulse newsletter - digital insight delivered
directly to your inbox, every Monday to Friday.
26. 2. Converting free users to paid subscribers
Behaviours
Downloads, site visits,
event attendance, email
opens/clicks
Firmographics
Job title/seniority,
company type (eg. client,
agency, supplier),
company size/industry
Fully automated
email series
Upsells paid products and
services and outlines the
benefits of our services
Daily reminder of
what’s new
Automatically pulls
through latest
research, events, etc
27. 3. Engaging subscribers
Automated
‘welcome
to your
subscription’
series
Regular
marketing emails
& Daily Pulse
Bi-monthly
‘personal’
account
manager
updates &
opportunity for
feedback to us
Re-engagement
email triggered
when user has
not logged in
60 days &
subscription
expiry email 30
days out.
28. We’re not overloading users with email (phew)
How do you feel about the frequency of communication
you receive from Econsultancy?
81.3%
17.4%
1.3%
Just right Too much Too little
29. Conversion and engagement
driven by marketing
Re-engagement
Of those who open our
reminder to log in email,
over 35% return to log in
to the site within
two weeks
Leads
Delivering sales team
over £100k of qualified,
warm leads each month
(that we know of – doing
more to track all sales!)
Usage
Traffic from email
contributes to over 15%
of report downloads from
the website by our paying
subscribers every month
Educating
Our subscriber welcome
series is completed by
over 75% of users,
educating them on how to
use their subscription
30. Not just revenue benefits though!
Raising profile of marketing
in the business
Better collaboration between
marketing and sales teams
Happy sales people!
31. Slide 31 @skipfidura @dotmailer
Program
Builder
Our drag & drop feature puts
the power to create in your
hands.
Create simple, or even
complex, marketing
automation programs in
minutes, based on customer
behaviour, date, event, lead
score or segmentation rule
32. Slide 32 @skipfidura @dotmailer
And were here to
help if needed
Email design
Campaign Management
Consultancy & Strategic
Services
Deliverability
Econsultancy helps business and individuals to succeed at digital via:
Research and data – over 400 reports available to our subscribers - best practice guides, trend reports, supplier selection guides and market data
Training – scheduled courses covering over 40 different digital topics, as well as tailored in-company training and consultancy projects
Events – including the award-winning Festival of Marketing, taking place at Tobacco Dock next month – £400 discount on tickets availableCSF761 – ask me if you need this again!
Now plugging is out the way, I’ll be talking about how our email marketing activities keep our subs team happy.
As mentioned, our core offering is an extensive library of digital research and data, all available to organisations who pay an annual subscription to access this.
For subscriptions, there are 3 main objectives/processes involved in the lifecycle of a typical subscriber.
ATTRACT new users to our site, mainly through free content on our popular blog
CONVERT these visitors, initially to free, registered users then nurture them over time to convert to a paid subs
ENGAGE paying subscribers to ensure they keep consuming content – the more they use/value their subs, the more likely they are to renew at the end of the year
As I mentioned, the vast majority of new users are attracted through the free content available on the Econsultancy blog.
Blog content makes up the largest amount of traffic to the Econ website - over 700,000 visits per month.
Huge amount of that traffic driven via social and search – most users land directly on an article that they have found through these channels
Means the blog can have high bounce rates, so we want to try and capture those people when they first land on an article.
To capture data/new registrations, we clearly promote the benefits of signing up to our free newsletter all over the blog.
The Daily Pulse delivers the latest content from our blog direct to a users’ inbox Monday to Friday- valuable resource for anyone who wants to keep up with the latest goings-on in the industry
Once users have signed up with us, our next objective is to convert them to a paid subscription.
3 key ways we do this via email activity in the marketing team:
DAILY PULSE – automatically promotes subscriber content - latest research, webinars/events, etc.
WELCOME SERIES for free users – outlines what other services we provide which may not have been obvious from the newsletterCan also identify email addresses where a company already has a sub, so we encourage them to be added to that – more active users on a subscription, the more likely client is to renew
MARKETING EMAILS - promoting key new research, tips and takeaways, more info available in full report, etcReminds free users that these are part of the valuable benefits of a full sub.
With over 250,000 contacts across our database our marketing emails are regularly targeted by user behaviours, topic preferences and other attributes like job title/industry.
This allows us to deliver relevant content to the user and achieve key metrics for our team:
Engagement with our audience
Revenue
Reinforcement of our brand values and
Create goodwill
Through these emails, we provide the sales team with warm, qualified leads. They can also see which types of content most interests the user, meaning easier initial calls (without being too creepy)
After a user or company subscribes to Econsultancy, our main goal is to ensure they get the most value of that subscription
5 key ways we do this via email:
An initial welcome series for subscribers Created in conjunction with our subscriptions team, outlines all the benefits available as part of their subscription – Continually optimized and tested using dotmailer’s automation tools e.g. now doing a random split to test friendly from name – Econsultancy vs account manager’s name.
Our regular Daily Pulse and marketing emails, also encourages our subscribers to keep returning to the site to consume the latest content every week
Bi-monthly, personal account updates from an account manager sent via dotmailer –allows us to monitor engagement of these emails, unlike email sent from personal email account. These emails are much more likely to be opened by users, so this led us to test a named account manager friendly from in our welcome series.
An automated re-engagement email triggered when a subscriber hasn’t logged in for 60 days
Finally, an automated subscription expiry - reminder of the benefits of the subscription 30 days out from sub endingHelps to ‘warm up’ subscription teams’ renewal conversations and create sense of urgency for renewal.
Firstly, with many different kinds of emails being sent out, the marketing team are always concerned that we’re sending too many emails/annoying our customers.
Recently conducted our annual user survey which feeds into product development at Econsultancy - part of this survey asked our users opinion on the volume of communications.
As you can see, the vast majority of users feel that we send just the right amount of email!
Even better, we also asked about the relevancy of our communications81% of respondents also said they felt the communications they receive from us are very much or somewhat targeted based on their personal interests.
LEADS
Our email marketing activities drive over £100k of qualified, warm leads to subs teamAlso generate direct revenue ourselves from email - smaller subscription sales, training courses and events.
Can be challenging to join up conversions from all marketing efforts as our high value subscription sales are invoiced rather than purchased through site
Now doing more to track the full sales process from marketing including the use of technology like phone number tracking and lead scoring tools.
Importantly, our marketing team manages Salesforce centrally which means we have been able to ensure campaigns are added and attributed by all teams that use the system in the business!
USAGE
Email alone contributes over 20% of our overall monthly website traffic.
Big contributor to research/content downloads from our website, a key benefit of subscriptions – over 15% of downloads each month originated from emails.
Almost all of our webinar and roundtable registrations are driven from email activity too.
To drive further usage, we also offer tailored landing pages via Unbounce for larger clientsNow looking into using dotmailer landing pages to possibly create much more personalised landing pages, using all the data we already have available on user interests in there!
EDUCATING
Our welcome series for subscribers is currently completed by over 75% of users, anyone who doesn’t complete the series has identified themselves as already being an “Econsultancy expert” so may have used the service before.
Our personal account manager updates are opened by over 30% of users every month – higher response rates than regular, ‘marketing’ emails.
RE-ENGAGEMENT
Our “Was it something we said?” re-engagement email - over 35% of those who open the email return to log in to the site within two weeks
For anyone who hasn’t opened the email, they are passed over to the sales team to check or call, if it’s a key client.
This helps to make sure there aren’t any awkward conversations around engagement/usage when it comes to renewal time!
Importantly, all this activity doesn’t just deliver revenue benefits to the business (although obviously that is nice too)
RAISE PROFILEOur involvement in the subscription sales process helps to raise the profile of marketing within Centaur Media, our parent company - wider company now looking to us to help roll out a similar approach across other brands.Marketing not just a cost centre, we contribute directly!
BETTER COLLABORATIONThe process we have set up involves regular collaboration between sales and marketing teams – we tailor our communications and processes based on their insight and expertise from dealing with prospects/customers They come to us much more often for support and advice In turn leads to a better overall customer experience and goodwill as our teams and approach are now much more ‘joined up’ – we know who has responsibility for what.
HAPPY SALES PEOPLE WHO BUY PINTSAnd finally, a sales team that meets its targets for both new business and renewals each month is a very happy sales team (that are especially generous at the pub after work on a pay-day Friday)
Hi I am Skip Fidura from dotmailer and the Chair of the UK DMA Email Council. Today we will be talking about Multichannel Marketing for B2B marketers.