Digital Marketing has gained huge prominence in the last decade. The radical progress in technology has resulted in new ways of driving website traffic, establishing brand authority, thought leadership and online customer engagement. One can leverage services like Search Engine Optimization (SEO), Search Engine Marketing (SEM), Social Media Optimization (SMO) and Social Media Marketing (SMM) to enhance their lead generation practices. While SEO and SMO function organically, SEM and SMM involve paid advertisements. Nevertheless all the marketing strategies serve the same purpose of attracting potential leads for nurturing and sales conversion. While many business owners opt for either one of the organic or paid methods, many prefer integrated marketing to get the best of both worlds. In this context we will discuss about the four strategies that comprise Digital Marketing.

 Organic services: SEO is a way of elevating the website rank on search engine result page (SERP). With a few tweaks to the website design and knowledge about the relevant keywords, business owners can optimize their ranking and earn greater visibility for the viewers. With proper SEO techniques one can bridge the communication gap between the company and their customers.

SEO is cost effective but time consuming. The strategy needs to be in place for a while before it begins to show profitable results. The biggest benefit of doing SEO is that it secures clients on a long term basis. With effective SEO techniques warm leads are guided to the landing page of the website in their desire for the gated content. 

By increasing the targeted keyword density in blogs and infographics, one can reap the benefits of SEO. Such content shared on LinkedIn, Facebook and Twitter initiate demand generation, drive inbound traffic to the website and successfully implement SMO. Further websites can improve their rank and widen their online visibility by gaining backlinks from popular, authoritative websites.

Paid services: SEM is a way of driving traffic to your website through paid advertisements and getting instant responses. Paid traffic generally results from pay-per-click ads, retargeting ads and email list sharing. PPC ads can bring a lot of leads quickly since Google displays paid results at the very top of almost every search query.

Hence one can clearly deduce that paid advertisements do not require so much of technique and effort but a sound marketing budget. It should be noted that SEM involves optimization of website as well but the end results and click throughs are earned much quicker since it is a paid service.

Similarly job postings and other relevant content for customers can be made available to the larger audience through social networking ads. This sort of multi-channel marketing comprises the body of SMM.

Integrated digital marketing: In addition marketers should also duly note the increasing importance of optimizing websites for mobile devices. Undoubtedly, paid services give quicker results and are a good strategy to attain short term goals. However SEM proves futile in the long run if the website and the content featuring in it are not optimized for maximum visibility. Once the PPC campaign is discontinued by the Company then the bounce rate might seem to hike and retaining website visitors may be difficult. Thus a proper assemblance of all the above mentioned strategies is recommended by industry experts to attain the highest and most consistent ROI. 

To get more such snippets of information follow the page ClientCurve Inc. on LinkedIn. https://www.linkedin.com/company/clientcurve-infosystems-pvt-ltd/

About ClientCurve: ClientCurve Inc. is a B2B Lead Generation company in India and USA since 10 years. It started with a motto of becoming a globally recognized brand in B2B marketing. We specialize in setting up Inside-sales engines for the clients to generate and maintain a healthy sales pipeline. Our Marketing Services include : Digital Marketing, List Building, B2B Lead Generation, Marketing Automation, Content Management. ClientCurve has served over 200 clients from various geographies, has set up over 25000 B2B meetings and generated $500 Million of pipeline for its clients across India, USA, Middle East, South Africa and Singapore.

The alignment of sales and marketing team makes way for filtering the best leads through the funnel. As a prospect undergoes the buyer’s journey, the manner of dealing with them also undergoes transition. They hop from one stage to another of the sales pipeline. If the sales and marketing team are in sync then it becomes easier to assess the lead quality and such a collaboration streamline B2B operations.

In an attempt to understand the gradual transition of a MQL into a SQL, let us break down the process into a few steps:

• The content strategy should be customer specific. Customers in the ‘awareness’ stage should be lured with quality content rather than with in-depth product information. Delivering product information so early on might seem unwarranted and also kill their curiosity to pursue your Company updates. Website visitors who read your blogs may simply have an urge to learn more about the industry, which necessarily doesn’t qualify them as prospective customers. However if given the sufficient amount of nurturing time and space, they can be qualified to the next stage of the sales funnel.
• Compelling CTAs should be placed in the blog posts where customer details will be gathered. Subscribers are often guided to a landing page when they try to access gated content and this becomes a win-win situation for both the prospect and the Company. If the web visitor wants to consume the quality content that one produces then they should be given that time and leisure rather than ushering them into the next stage of marketing funnel while they are not ready for it. Moreover chances are that they might opt out of such an imposing strategy.

• Before narrowing down on a lead it is crucial that they fulfill the criteria of an Ideal Customer Profile. Once the personal details of the customer is gathered, one can use them for campaign management; sending more exclusive content for which the prospect initially showed interest.  Actions of the marketing team should correspond with the customer’s lifecycle stage and must be aimed at demand generation.
• By honing their interest, the Company seamlessly turns them into a qualified lead. In an urge to learn more, they browse through the services and products offered by the Company. After months of interaction through the mails, the sales team anticipate the pain points of the customer and target them with content about their product information and even offer up a few case studies to validate their statements.
• Lead scoring should be carried out at this juncture to decide whether and when to execute the next step of lead acquisition. When a lead requests information about pricing of the product or expresses queries about the propositions, it means they have become more inclined to purchase and have entered a stage of negotiation.
• It is crucial to note that the duration of every customer’s transition into a buyer differs but that doesn’t mean they won’t come around. Thus it is the duty and diligence of the marketer to keep nurturing the leads who continue to access their newsletters and whitepapers but are not yet ready to become a buyer. For a couple of months down the line, such customers may show more inclination to do business. 

To get more such snippets of information follow the page ClientCurve Inc. on LinkedIn. https://www.linkedin.com/company/clientcurve-infosystems-pvt-ltd/

About ClientCurve: ClientCurve Inc. is a B2B Lead Generation company in India and USA since 10 years. It started with a motto of becoming a globally recognized brand in B2B marketing. We specialize in setting up Inside-sales engines for the clients to generate and maintain a healthy sales pipeline. Our Marketing Services include : Digital Marketing, List Building, B2B Lead Generation, Marketing Automation, Content Management. ClientCurve has served over 200 clients from various geographies, has set up over 25000 B2B meetings and generated $500 Million of pipeline for its clients across India, USA, Middle East, South Africa and Singapore.

Lead generation activities do not always end with the acquisition of quality leads. It is necessary to deduce the customer challenges and analyze how well they fit into the buyer’s persona. Any incompetent judgement or inaccurate decision can cost us one or more leads and minimise our revenue output. Hence customer acquisition and retention strategies should be given equal importance. While there are ample ways of acquiring leads through inbound and outbound marketing, let us go over a few of them that tend to become more of a deciding factor!

•  List building: It is the most primary task of a B2B strategy and one that must be done thoughtfully for it decides the trajectory of your campaign. One should focus on a set of criteria to generate high lead volume while building the list. This ensures optimum utilization of time, resource and money.
•  Analyze demographic behaviour: B2B strategies are devised to generate maximum ROI. One should gauge the customer requirements, the marketing trends in vogue and the appropriate content strategy at every stage of the sales funnel. Rather than casting a wide net it is essential to use those tools (of marketing automation) that can fetch us the most viable leads.

• Filtering the qualified leads: Every lead does not deserve the same amount of nurturing and attention as the acquisition costs also differ for customer to customer. Although increased web visitors and CTRs reflect the ROI of solid search engine marketing, they are not the end results we are looking for. The evolution of a web visitor into a sales qualified lead is a long drawn out process; all marketing and sales strategies must align to improve the conversion rate and obtain the best leads.
• Update your CRM: Contact database is the gold mine of any B2B organisation. Only an up to date CRM can propel business negotiation and foster interactions with the customers. Inaccurate data is detrimental to any lead generation activity.
• Social Media Marketing: According to a survey in 2017, Facebook reached 2+ billion monthly active users, Twitter crossed 320 million and LinkedIn reached 500 million monthly active users. It is no surprise that by increasing the online presence of a Company, one can optimize their marketing strategies and further boost the sales cycle. Through profound blog posts and social posts about burning industrial topics, one can establish credibility, promote branding, and nurture qualified leads.
• Engage with customer: The customer’s choices can be gleaned through social media monitoring. The blog posts they react to, the videos they respond to and the infographic they share, all these online activities can be used for assessing the conversion path. The Company can then optimize their website content accordingly to decrease bounce rates and drive inbound traffic.

• Gain insights: It is crucial to understand the pain points of the customers before marketing the products to them. One must strive for a unique approach that sets them apart from their competitors and even lays the way for referral marketing in future.
• Meticulous follow ups: The job of a sales executive or marketer is never complete until the lead becomes a buyer. Hence elaborate measures should be taken to retain the customer attention and alert them about every new update through cold calling and cold mailing campaigns.

Chip in your ideas about lead generation in the comment section. To get more such snippets of information follow the page ClientCurve Inc. on LinkedIn. https://www.linkedin.com/company/clientcurve-infosystems-pvt-ltd/

About ClientCurve: ClientCurve Inc. is a B2B Lead Generation company in India and USA since 10 years. It started with a motto of becoming a globally recognized brand in B2B marketing. We specialize in setting up Inside-sales engines for the clients to generate and maintain a healthy sales pipeline. Our Marketing Services include : Digital Marketing, List Building, B2B Lead Generation, Marketing Automation, Content Management. ClientCurve has served over 200 clients from various geographies, has set up over 25000 B2B meetings and generated $500 Million of pipeline for its clients across India, USA, Middle East, South Africa and Singapore.

Marketing Automation is the desirable tool for every business that aims to increase its pool of website followers, potential leads and loyal customers. It is the most effective way of streamlining the hoard of marketing activities that occur throughout the sales pipeline. One should be armed with skillful customer acquisition and retention strategy in order to keep their business thriving and in circulation. In marketing automation, certain lead nurturing tasks are set on a repetitive mode to generate a desired end result, which further triggers another set of activities in order to cultivate sales qualified leads. In this blog we will examine a few ways in which marketing automation can enhance one’s B2B strategy.

• Customer-centric content: The buyer’s journey of every customer is unique. Hence the content requisite also varies. By using marketing automation one can make sure that the right content is send out at the right time to pique customer interest regarding the product or service offered. Blogs, emails and access to other gated content is made available using the tools of marketing automation.
•  Automating workflows: Campaign management becomes hassle free if email marketing is automated. By optimizing workflows, one can monitor the KPIs and also make time for other pending tasks. Businesses should adopt smarter digital methods to smoothen their functioning and generate optimum ROI.

• Addressing the grievances: The content generated by this software caters to the customers at every step of the marketing funnel and consequently propels them further into the sales pipeline. Marketers can gauge their customer’s intent and send out targeted, personalized messages to communicate more effectively.
• Customer retention strategy: Lead nurturing activities are an essential component of marketing automation. It is a strategy of fine tuning the marketing methods for a particular consumer and thus gleaning valuable insights about customer preferences. Such clientele information can be beneficial for long term business.
• Decreased bounce rates: Marketing Automation tools act like a screening process that remove unnecessary content and retain only the useful information for the customers. By putting forth value propositions for leads, the click throughs to one’s website tend to increase.
• Establish thought leadership: Marketing Automation tools work towards making the business strategies unique, result-oriented and target driven. By publishing useful content, one can promote brand awareness and also contribute to the growth of the Company. Such an automated system ensures the execution and utilization of other lead magnets to drive inbound leads.

• Drive inbound traffic: The sole motive of this software is to work less and perform more. The various marketing tasks are placed sequentially and activated in real time. From delivering the product information to sending the desirable email at the right time, marketing automation ensures effective communication with the customers.
• Metrics to monitor marketing: It includes a confirmed set of analytics in order to review, alter or modify the marketing strategies in motion: As stated above marketing automation can effectively measure the key performance indicators (KPIs). Moreover customer engagement can also be analysed to discern how far a prospect is in the sales funnel. A sort of transparency is attained in the relations between the Company and their customers. 

Let us know in the comment section what other ways have proven effective for your B2B strategy. To get more such snippets of information follow the page ClientCurve Inc. on LinkedIn. https://www.linkedin.com/company/clientcurve-infosystems-pvt-ltd/

 About ClientCurve: ClientCurve Inc. is a B2B Lead Generation company in India and USA since 10 years. It started with a motto of becoming a globally recognized brand in B2B marketing. We specialize in setting up Inside-sales engines for the clients to generate and maintain a healthy sales pipeline. Our Marketing Services include : Digital Marketing, List Building, B2B Lead Generation, Marketing Automation, Content Management. ClientCurve has served over 200 clients from various geographies, has set up over 25000 B2B meetings and generated $500 Million of pipeline for its clients across India, USA, Middle East, South Africa and Singapore.

The buyer’s journey is often more complicated than the one portrayed by an inverted pyramid. Various factors need to work in sync for qualified leads to trickle down the sales funnel. Every customer acquisition strategy begins by accessing and utilising the personal records of customers. Thus only an up to date information and data structure can lay the foundations of a smooth workflow. Customer Relationship Management (CRM) stores a massive amount of data, encompassing the contact details of warm leads and cold prospects. The software provides utility to the sales team at the right time instead of puzzling them with the surplus information.

Keeping this in mind, let’s examine how CRM is a necessary tool for every successful B2B strategy!

• Verification of data: Contacts are the building blocks of a lead generation strategy. By verifying the existing database of contacts, one aims to eliminate invalid email, phone number or even replace the details of former CIOs. In order to increase the conversion rate one needs to store the accurate information of the potential leads. A thorough verification can improve customer engagement, customer retention and data quality.
• Deduplication: While strategies are executed to garner new leads, previous leads are also nurtured and retained alongside. It is of utmost importance that the data is segmented and crystal clear for the marketers to access them. In this process contacts that may have been reiterated erroneously, are eliminated. A well-defined list without any overlapping of information or intermixing is derived from an updated CRM.
• Cleansing data: The Inside Sales team is often misguided due to incorrect data and loose valuable time in proof reading the list of contacts. Invalid data can cost us the money that one usually aims to generate in terms of revenue. By cleaning and profiling the data one gets rid of the irrelevant and out-dated information on their customers.

• Addition of missing fields: By appending data one enhances the potential of converting a customer. Incomplete information can never guarantee lead conversion. Often the key to unlocking a lead may lie in the data missing hence the CRM assists in providing a holistic view of the customer. Optimization of the contact database is a sure way to generate maximum ROI.
• Buyer’s persona: The CRM software enables the organisation to adhere to the Ideal Customer Profile. Owing to the immense data available on a particular client the sales team can judge whether the lead is worth their time and resources. The customer’s previous purchases give them an understanding of the conversion path likely to be taken, if at all.

Since a Company handles multiple customers at a time, a centralized system like CRM can increase its efficiency and implement a seamless B2B strategy. It contains all the essential records of a particular customer through which one can trace or estimate their progress along the sales pipeline. If the database of contacts is not updated then it can thwart the growth of a business. A well organised and sorted CRM data can amplify the ROI of sales and marketing team. Whereas unsegmented lead information can consume precious time of both sales and marketing team.

Let us know if this article was relevant enough and to get more such snippets of information follow the page ClientCurve Inc. on LinkedIn. https://www.linkedin.com/company/clientcurve-infosystems-pvt-ltd/

 About ClientCurve: ClientCurve Inc. is a B2B Lead Generation company in India and USA since 10 years. It started with a motto of becoming a globally recognized brand in B2B marketing. We specialize in setting up Inside-sales engines for the clients to generate and maintain a healthy sales pipeline. Our Marketing Services include : Digital Marketing, List Building, B2B Lead Generation, Marketing Automation, Content Management. ClientCurve has served over 200 clients from various geographies, has set up over 25000 B2B meetings and generated $500 Million of pipeline for its clients across India, USA, Middle East, South Africa and Singapore.

B2B businesses these days opt for a personalised approach to garner customer interest, promote brand awareness, shorten sales cycle and sustain long term business relations. It is no surprise that the modus operandi has changed over the years and inbound marketing has surpassed outbound activities. Inbound methodology works with the motive of making relevant and valuable content accessible to the customers in order to grab their attention and usher them into lifecycle marketing. It almost acts as a screening process, targeting the demographic most likely to turn into a sales qualified lead in the long run. In this context let’s have a closer look at the four stages of Inbound Marketing that streamline the buyer’s journey.

ATTRACT: Going by the objective of quality over quantity, marketing strategies should be targeted at leads inclined to do business rather than at some unsure web visitor. This primary stage aims at converting strangers into frequent visitors and followers of your website. Blogging functions in line with the awareness stage in a sales funnel. With a potent content strategy one can optimize their search engine ranks and master the nuances of social media marketing. This means having answers ready for the queries that might pop into the customer’s head. The content should be tailored according to the needs of an Ideal Customer Profile (ICP), published on the social forums to boost website traffic and based on the popularity it can foster inbound links.

CONVERT: This step basically deals with the transition of visitors into leads. An effective call to action (CTA) should be posited in the website to acquire information about the interested customer when they try to download the gated content. One can add fuel to the inbound marketing strategies through marketing automation tools. One also needs to infer a prospect’s choice of virtual communication be it LinkedIn, Facebook or Twitter and then contact them accordingly with value propositions. Further one can optimize their clientele information by keeping the CRM up to date. Only the correct data can make the way for maximum ROI and minimum acquisition costs.

CLOSE: This stage coincides with the initial steps of a sales pipeline. Once the lead has been acquired it is necessary to retain them and convert into a buyer. Lead nurturing programs vary according to a prospect’s conversion path and his or her position in the sales funnel. Further segmented email marketing can ensure successful engagement with the customer and such personalised emails make a lasting impression on the buyer. Lead scoring should also be carried out to analyse the potential of every lead and then investing resources (time, labour, money) accordingly for a higher success rate. Thus one should have a clear picture about the buyer’s persona before delving into list building.

DELIGHT: As the name suggests, this stage determines the referrals that is earned by the company and the level of customer satisfaction generated throughout the course of the buyer’s journey. Gone are the days of mass marketing strategies as what works for one customer may prove futile for another customer. Thus the content strategy, the personalised emails, the assessment of buyer’s persona and the marketing technique should be customer specific in every inbound methodology.

Let us know if this article was relevant enough and to get more such snippets of information follow the page ClientCurve Inc. on LinkedIn. https://www.linkedin.com/company/clientcurve-infosystems-pvt-ltd/

About ClientCurve: ClientCurve Inc. is a B2B Lead Generation company in India and USA since 10 years. It started with a motto of becoming a globally recognized brand in B2B marketing. We specialize in setting up Inside-sales engines for the clients to generate and maintain a healthy sales pipeline. Our Marketing Services include : Digital Marketing, List Building, B2B Lead Generation, Marketing Automation, Content Management. ClientCurve has served over 200 clients from various geographies, has set up over 25000 B2B meetings and generated $500 Million of pipeline for its clients across India, USA, Middle East, South Africa and Singapore.

Every B2B business faces numerous challenges while nurturing a customer into a qualified lead. Email campaigns play a crucial role in harnessing the leads and qualifying them into viable consumers. However one must pause and reflect before pressing the send button, since the email composed holds the potential of either acquiring a new lead or nurturing a cold prospect or pushing a warm lead further down the sales pipeline or worst of all, simply getting spammed. Thus one should keep in mind certain essential aspects to build a productive email campaign.

·        Compelling subject lines: Marketo recommends the use of Four U’s of Subject Lines for increased open rate i.e. Useful, Ultra-specific, Unique and Urgent. Basically it stresses upon the relevance and utility of the email content for the recipient. We should think hard about what subject lines will entice the customer to view our content. One should grab their attention with a profound subject line and ensure that the content that follows is worth their time.

·        Segmenting the audience: Segmentation is a vital part of the campaigns to increase productivity. Email marketing must be executed according to the buyer’s stage in the sales funnel for some customer may still be in the awareness stage whereas some may have escalated to the decision stage. Personalized emails are effective for they indicate our knowledge of the prospect’s intent and such exclusive emails also help to sustain long term business relations with the client. It is a foolproof manner of targeting the demographic that is most likely in need of the services or products being offered by a particular B2B company.

Automating the campaign: Email automation is the coming of age technology and it functions in line with customer expectation. It triggers a series of relevant mails for a particular prospect that shows interest or tries accessing gated content time and again. Thus it saves one time as well as yields efficiency in campaign management.

·        Drip campaign: Drip campaign acts as the initial stage of email campaigns. Lead generation programs are pointless in the long run without lead nurturing activities and in a similar manner drip campaigns lay the foundation of a successful email campaign. It includes sending product information or some viable content to the customer in an effort to increase engagement and also web traffic. 

·        Usage of prominent CTAs: Rather than being an annoying pop up, CTAs should be placed thoughtfully on the web page in order to trigger actionable results on the part of the viewer. CTAs generally correspond to the consideration stage of the buyer’s journey.

Narrative style: Business owners receive endless number of mails every day hence content creativity becomes another significant aspect of the mails. Email marketing workflows should be precise yet insightful. The format of the mails should be designed in such a way that they are unique and unforgettable. Such tactics become a part of lead nurturing programs and one can assess the buyer’s journey as well.

·        Metrics and analytics: It is essential to review the CTR, open rates and unsubscribe rates from time to time. One should keep track of the emails sent and the recipient responses to calculate the ROI and also for analyzing the effectiveness of present strategy. Rather than bombarding the customer’s mail box with a series of irrelevant mails that prompts them to unsubscribe, one should make an effort in initiating a meaningful conversation and sending value proposition.

Let us know if this article was relevant enough and to get more such snippets of information follow the page ClientCurve Inc on LinkedIn. https://www.linkedin.com/company/clientcurve-infosystems-pvt-ltd/

About ClientCurve: ClientCurve Inc. is a B2B Lead Generation company in India and USA since 10 years. It started with a motto of becoming a globally recognized brand in B2B marketing. We specialize in setting up Inside-sales engines for the clients to generate and maintain a healthy sales pipeline. Our Marketing Services include : Digital Marketing, List Building, B2B Lead Generation, Marketing Automation, Content Management. ClientCurve has served over 200 clients from various geographies, has set up over 25000 B2B meetings and generated $500 Million of pipeline for its clients across India, USA, Middle East, South Africa and Singapore.

Every B2B company invests its energy in identifying, accumulating, nurturing and qualifying contacts that will generate revenue and also sustain business development. In a world governed by sophisticated technology and digital tools, B2B companies are naturally inclined to promote their products and services in the most impactful way possible. The key to capturing maximum attention and targeting the right audience is making your content strategy potent with information and innovation. In this context, multi-channel marketing increases one’s online visibility and also increases the scope of acquiring potential leads. It is not just about how one writes but what one writes about the services, that other rival companies are also in possession of.

In the fast paced age of information technology, the relevance of content marketing lies in tapping into the potential leads and clients, triggering their interest and moving them into the conversion path through a compelling narrative about the products/services we provide. The content strategy should have in focus the Ideal Customer Profile (ICP) and aim towards a seamless transition of a website visitor to a marketing qualified lead. Online content marketing is a means to execute inbound marketing that engages the leads and frequent web visitors with the details of the company’s product and services, thereby gaining trust and customer loyalty over time.

At every stage of the marketing and sales funnel, different resources (blogs, white papers, email newsletters, case studies, infographics, etc.) are used to narrow down and finalize the leads. These tactics are devised to ensure that one’s business is always thriving and not going unnoticed by potential clients. The aim is to showcase the product, stress on its viability and also addressing the challenges that the product can solve. Lead generation activities need to be accompanied by persuasive activities, with proper execution on the social forum. It is a well-established fact that people not only opt for what seems to be the best but also what’s unique!

Creating an engaging content that will sustain the business profitably, will be on par with the latest marketing developments and ensure increased ROI through their sales qualified leads, is the ideal scenario. Since content marketing is usually at the top of marketing funnel, it is important to build a fortified base that will guarantee customer acquisition and long term engagement with the client. The four intricate steps of sales funnel i.e awareness, interest, decision and action; can be stimulated by an engaging content that answers the customers’ queries even before they ask the questions and functions in line with their product requisition. While a strategy like cold calling proceeds in its own pace, one cannot deny that drip marketing strategies are less annoying and thus perhaps more persuasive.

Online content marketing is the most foolproof means to increase web traffic and also determine click through rates. Apart from shortening the sales cycle, they also expand one’s online marketing presence. In a generation that is so immersed in exploring the boundless possibilities of technology, content marketing is the ultimate way to increase brand value and awareness.

Let us know if this article was relevant enough and to get more such snippets of information follow the page ClientCurve Inc on LinkedIn. https://www.linkedin.com/company/clientcurve-infosystems-pvt-ltd/

 About ClientCurve: ClientCurve Inc. is a B2B Lead Generation company in India and USA since 10 years. It started with a motto of becoming a globally recognized brand in B2B marketing. We specialize in setting up Inside-sales engines for the clients to generate and maintain a healthy sales pipeline. Our Marketing Services include : Digital Marketing, List Building, B2B Lead Generation, Marketing Automation, Content Management. ClientCurve has served over 200 clients from various geographies, has set up over 25000 B2B meetings and generated $500 Million of pipeline for its clients across India, USA, Middle East, South Africa and Singapore.

From initiating customer interest to delivering the product or service, the inbound methodology undertaken by a B2B company can be extensive and exhausting. One has to tackle a lot of whims by the customer before business becomes productive. Such is the case with follow up mails and one must never halt after sending just one. Follow up mails are essential steps of lead nurturing program, customer retention strategy and also for gauging the stage that a prospect is in the sales funnel. It should be executed under the following circumstances specifically: after the inside sales team contacts a potential lead on call; after a F2F meeting with a prospective client; and to hear from a qualified lead and assess the buyer’s journey.

·        Given the numerous options surrounding our prospects these days, it is not surprising that one needs to be a bit persistent and keep supplying them with samples, propositions and access to other gated content as an incentive to earn their trust and seal the deal. Thus follow up mails will ensure that your lead doesn’t deviate from the conversion path.

·        An inference can be drawn on the number of cold prospects and warm leads based on the email responses. Thus the sales and marketing team can accordingly carry out their strategies for a particular customer rather than investing energies in a place where no revenue will be generated.

Sending a follow up mail right after a voicemail increases the chances of being seriously considered by the prospect. Follow up mails should maintain the thin line between a gentle reminder and an annoying pop up and an effective one promotes long term business relations.

·        Being busy and having a packed routine is the common denominator of most business owners. When one can’t reach them over a call, one should use their creative and intuitive skills to engage the customer in a conversation through cold mailing campaigns and turn them into a consumer.

 Follow up mails depict your perseverance, consistency and dedication in pursuing and assisting your prospects. It is all about assuring them that your organisation will never shy away from providing product details or any other relevant information. Knowledge is power and also the key to unlocking more leads and turning them into buyers.

·        One can opt for either automated emails or manually send follow up mails. Both way, the timing of one’s email marketing should be correct and it will differ for customer to customer since all are located at different stages of the sales pipeline. However the motive and end result is the same for all i.e. nudging them forward to make the purchase.

·        It is a good way of getting to know the choices and preferences of the customer which they might hesitate sharing over a phone call.

Follow up mails often come with the insecurity of making one appear needy and annoying. However clients actually need some coaxing before they consider our proposition and spend time over it. Thus one must not hesitate to make a move as more often than not one might end up with a signed contract.

Let us know if this article was relevant enough and to get more such snippets of information follow the page ClientCurve Inc on LinkedIn. https://www.linkedin.com/company/clientcurve-infosystems-pvt-ltd/

About ClientCurve: ClientCurve Inc. is a B2B Lead Generation company in India and USA since 10 years. It started with a motto of becoming a globally recognized brand in B2B marketing. We specialize in setting up Inside-sales engines for the clients to generate and maintain a healthy sales pipeline. Our Marketing Services include : Digital Marketing, List Building, B2B Lead Generation, Marketing Automation, Content Management. ClientCurve has served over 200 clients from various geographies, has set up over 25000 B2B meetings and generated $500 Million of pipeline for its clients across India, USA, Middle East, South Africa and Singapore.

List building lies at the core of all marketing and sales approach that is devised by B2B organisations. Identifying, cultivating and accumulating potential contacts, and ushering them into the buyer’s journey require patience and perseverance. Since the objective of any standard B2B company is to target leads that are more likely to guarantee conversion and generate revenue, either inbound or outbound marketing or both are opted for a higher success rate.

Once the customer interest is initiated, leads cross over to the consideration and decision stage of the sales funnel, where a targeted customer becomes the potential consumer or buyer. However bridging this gap calls for systematic, strategic planning and personalised interactions with the customer become necessary. These activities take the form of lead nurturing programs. They are the deciding factor for customer retention in the long run.

Inbound methodology takes into account both the buyer’s journey and sales funnel. It entails tasks like attracting new potential contacts for the company and nurturing their interest through various blogs and contents during the customer development stage. While inbound marketing takes care of the initial steps to encourage participation by the contacts through emails, social networking and blogging; inbound methodology generates content that caters to particular stages of the sales funnel.

Lead nurturing programs ensures that all the energy, time and acquisition cost don’t go to waste. Moreover lead scoring gives one a better insight about the probability of conversion and purchase by individual leads. These tactics are mainly executed with the motive of gaining a detailed understanding about the needs of the customer, their expectations of the product and also keeping them hooked to valuable information and proposition from time to time. It is crucial to gauge the buyer’s persona and motivate him into making a quick and final decision about the purchase. This paves the way for marketing automation, which generates personalized mails and valuable content for the targeted customer with the intent of conversion.

Automated emails and relevant blogs for the customers ensure increased ROI, sustain long term business relations, give an idea about the customer’s place in the sales funnel and lend customer satisfaction as they are dealt with genuine interest. Multi-channel marketing is naturally the favourable scenario here because it increases the scope and reach of the marketers to acquire personalised interactions with the targeted customers and thus guide them all the way in their conversion path. Hence due importance should be given to both acquisition and retention of leads, since both in unison works towards the ultimate goal of every B2B company i.e. to generate profitable output.

   Let us know if this article was relevant enough and to get more such snippets of information follow the page ClientCurve Inc on LinkedIn. https://www.linkedin.com/company/clientcurve-infosystems-pvt-ltd/

 About ClientCurve: ClientCurve Inc. is a B2B Lead Generation company in India and USA since 10 years. It started with a motto of becoming a globally recognized brand in B2B marketing. We specialize in setting up Inside-sales engines for the clients to generate and maintain a healthy sales pipeline. Our Marketing Services include : Digital Marketing, List Building, B2B Lead Generation, Marketing Automation, Content Management. ClientCurve has served over 200 clients from various geographies, has set up over 25000 B2B meetings and generated $500 Million of pipeline for its clients across India, USA, Middle East, South Africa and Singapore.