Blog post By Paula Chiocchi on 2020-06-03
With the economy reopening, many businesses have a pressing need to recoup the losses they experienced during the shutdown. There’s no time to waste, and that’s why I thought I’d take a moment to review my five essential lead strategies for converting prospects into paying customers:
For most businesses, the goal with demographic data is to target prospects who mirror existing clients, or at least align closely with them. Understanding the characteristic similarities will allow you to group together those prospects with potential shared interests. From there, you can create and align specific messages to each of these customer segments and optimize your marketing strategies accordingly.
However, IP address monitoring has its limitations. It primarily provides company data as opposed to identifying the actual individual conducting the online search. Fortunately, there is a solution: by marrying intent data with business contact data, you can narrow down your prospect search within those identified companies and pinpoint contacts by function and title – the people most likely to buy. As a frontrunner in this area with a track record in providing high-quality business contact data, our team at OMI is partnering with innovators in the intent monitoring space to enable businesses to use IP address monitoring to significantly bolster Account Based Marketing (ABM) and other strategies to identify qualified buyers. You can find more information here.
Triggering should be tied to automated emails that are promptly sent out to your prospects. These emails have a higher chance of being acted upon compared to “standard” email messages. By targeting prospects at a pivotal time in the sales journey or with a high-value offer that aligns with their demonstrated interests, you stand a higher chance of earning their attention and their business. You can read more about triggering here.
If you haven’t turned to a third-party business contact data provider like OMI in a while, now is a good time to revisit the idea. We’ve earned the trust of Fortune 50 brands and emerging startups alike, and our ability to enable our clients to zero in on the right audience at the right time is what we’re best known for.
While each of the above lead elements is essential in reaching new prospects, combining them unlocks their true value and empowers you to take your B2B campaigns to the next level by engaging prospects who have the highest probability of becoming new customers. Like everything else in life, it takes teamwork to get the best results.
Outward Media’s proven data cleansing services and targeted, accurate email data can enable you to achieve better email marketing ROI and, ultimately, convert more prospects into customers. Take a look at our case studies to find out more.
At OMI, we believe good things happen when you share your knowledge. That's why we're proud to educate marketers at every level - in every size and type of organization - about the basics of email marketing and the contact data that powers it.