Email is rapidly becoming the preferred channel for B2B marketers. Not only does it allow for a direct, conversational style of communication with your customers, but it also delivers a higher return on investment than any other channel.
In fact, studies indicate the ROI of email marketing is higher than 3000% and it continues to rise, even in the wake of GDPR updates. When you’re ready to take your B2B email marketing to the next level, look at the B2B email marketing strategies below for inspiration you can use to harness the potential of this powerful marketing opportunity.
What Are the Benefits of Using B2B Email Marketing Strategies?
When it comes to digital marketing, there are a variety of channels your business can distribute content through. Despite the rise and hype around various social media platforms, email wins out in a few key areas time and time again. For instance, it helps your brand build loyalty with an opted-in audience and engage them in ways social media can’t deliver.
Another great advantage that B2B email has over social media is that emails have a much longer lifespan. Whereas posts on Twitter or Facebook can live and die within hours, your subscribers can engage with emails days after they are sent.
Today, machine learning-based software allows for deeper data insights, paving the way for more targeted content. With the rise of artificial intelligence, companies can implement more personalization and segmentation in their B2B email marketing strategies than was possible even a few years ago.
What Are the Best B2B Email Marketing Strategies to Implement?
There are a multitude of ways you can utilize email to engage your B2B audiences. Here is a list of the top 10 B2B email marketing strategies for your business to consider.
1. Create Curated Email Content
It’s not as easy to build an organic mailing list as it was 10 or 15 years ago. People are more cautious about giving out their contact details or signing up for newsletters. Ultimately, when new subscribers do come on board, what they really want from you is value. They’ll only invite you into their inbox when they’re convinced your brand can deliver valuable, insightful content that will benefit them.
Once you gain subscribers, it’s up to you to deliver on your promises and meet the expectations of your followers.
A great way of fulfilling these expectations is by sending emails that consist of curated content from a range of other sources on the internet. Having access to a lot of high-value content in a single email saves people time, and they’ll appreciate content that isn’t always promotional. By sending curated content, you show your subscribers you care about them, instead of only caring about your clients’ money.
2. Activate Your Audience
It’s common for people to sign up for your email subscription list and then sit on the sidelines, receiving your email but never getting involved with your products or services.
Sometimes, all these businesses may need is a little encouragement to get active with your emails and fall in love with your product or service.
Ninety.io has a great platform to help teams with project management and communications. Its clean and clear user interface is easy to navigate. However, new users may be a little daunted by all the possible options.
In order to welcome new users, the company sends a fantastic email to introduce new clients to the platform, showing them just how easy it is to use the service. With a strong CTA an email like this can engage new users and reduce their intimidation and frustration. Ninety.io uses email to encourage new subscribers to get involved with the app. By presenting the features and showing how easy it can be, they can boost engagement with their B2B email audience.
3. Re-engage Inactive Readers
Like the activation email, this B2B email is good for reigniting a fading relationship with older subscribers. Over time, your list may end up with a lot of inactive subscribers. Instead of cutting them from your list or letting these contacts remain dormant, take a more direct approach to encourage interaction by sending a re-engagement email.
Sometimes people just need a little push. At Fullmoon Digital, we use a re-engagement email to inspire action by making B2B email marketing seem easy and enjoyable.
4. Announce Exciting News and Promotions
One of the B2B email marketing examples you’re probably familiar with is the announcement email. A lot of brands use email marketing to keep their followers updated with big changes at the company, such as the release of new products, a website overhaul, or if they got an award.
These are great opportunities to get back into the minds of your followers, and many people will be curious enough to read about the news or check out a new site or product. This type of announcement keeps the relationship between B2B brands and customers warm, helping companies remind their followers why they subscribed in the first place.
5. Deliver Downloadable Assets & White Papers
When it comes to providing high-value content, a PDF your readers can download like white papers are right up there as some of the most valuable content your company can produce.
In fact, research from the Content Marketing Institute found that an impressive 71% of B2B marketers use white papers in content marketing in 2018.
On the downside, it takes time to produce a high-quality white paper. But once you have the work done, you can send out the download link to your mailing list, which will invariably delight and impress many subscribers. Offering gated content also provides you with an opportunity to gather more information about your subscribers and increase the value of your emails.
Though it’s a little more work than a simple copywriting assignment, a white paper offers a lot of value and is worth the extra time.
6. Rally Campaign Supporters
Email is the perfect marketing vehicle to drum up support for whatever type of campaign you’re running. Whether it’s for a new product launch or driving traffic to your site, your goal will be much easier to achieve when you have a solid email marketing strategy backing up your campaign.
With a series of emails that share a common goal or CTA, brands can nurture a relationship with recipients and develop their unique brand voice, which helps forge a relationship with their customers. Telling your customers they deserve more is a clever way to show them your brand cares about their needs. Moo did this to great effect with their email campaign.
7. Update About Upcoming Events
If you’re hosting an upcoming event, you can use email marketing to notify your mailing list and keep them updated with important news. From sharing basic details like the date and time to leaking teasers about what your subscribers can look forward to, email is a great channel for building anticipation and awareness around your event.
As the big day closes in, you can ramp up the marketing efforts with more emails, helping to drive those all-important last-minute sales. Nobody wants to be left out when everyone else is snapping up a great deal.
By including a countdown timer in your email, fear of missing out (FOMO) encourages more people to take action sooner rather than later.
8. Promote Webinars
More than 60% of companies hosting webinars are in the B2B space. It’s easy to see why, as this form of content is a staple for thought leaders.
You can use email to build a dialogue with prospects in your mailing list and make it easy for them to register for the webinar. Also, consider sending a recap afterward and include CTAs that encourage feedback and/or sharing to make sure your company stays top of mind before, during, and after your webinar.
9. Advertise a Case Study
Case studies take a little time and effort to put together, but it’s time well spent. An in-depth case study can convince more prospects about the great benefits of your products or services by offering proof that your services live up to the hype.
Over 80% of people will ask for advice from friends or family members before making a purchase; people care about the experiences of their peers.
Using a case study to highlight the success of past consumers shows your current prospects that they don’t have to simply take your word for the value of your product or service. Instead, your case study offers proof. Backing everything up with hard facts, stats, and quotes from the clients and consumers only adds weight to your claims.
10. Offer Free Trials and Samples
It’s hard to find somebody who doesn’t like free stuff. While some subscribers may be swayed by in-depth case studies, and others may jump at the chance of attending a great webinar, other people on your list might be more hands-on.
Offering them a free version of your service or a demo product has many benefits: not only will a free trial give them insights into the great value your products offer, but a trial can help you nurture trust with your prospective clients (especially with the right kind of nurture campaign).
Discover B2B Email Marketing Strategies With Fullmoon Digital
There are countless ways you can use email marketing to communicate with your B2B customers depending on your business and the goals of your marketing strategy. One of the great things about email marketing is how easy it is to customize a campaign for your specific needs and interests, far beyond the 10 B2B email marketing strategies we recommend at Fullmoon Digital Marketing.
Whether it’s a free trial/product, webinar, case study, or a simple reminder of the value of your products and services, your brand can leverage email marketing to forge stronger relationships with your mailing list. When done well, email marketing can guide clients down your sales funnel over time and ultimately bring in more revenue, giving you the best results from an email marketing campaign yet.
Contact us today and get on the right path with your own customized B2B email marketing plan and see how we can elevate and scale your business to the next level.
