Stepping up in Lead Generation

It’s not new to us the multi-channel media has been a great asset in generating leads. It’s known too well by many B2B marketers around the globe and has been making a lot of innovation. The ground-breaking announcement of Facebook will lead B2B marketers to a whole new level again in looking for more alleys in lead generation. Last June 25, 2015 the biggest social media provider in the world announced that they will be promoting a lead ad unit.

This lead ad unit will make the user fill out some information such name and email address. This information as we know is vital in generating leads. The fill-out option will be submitted once the user agreed to send and receive notifications from the certain marketer or provider. But this lead ad unit still on the process of evaluation and improvements will come then after such period of time.

The action taken by the company to the user will not reflect Facebook nor will it have any obligations from any form of damages as such. The information generated from the lead ad unit will be only forwarded to the respective company and cannot be sold out to any third parties of the company. This is to protect the consumer’s proprietary information and their privacy as well. This lead ad unit will only help consumers from opening the third-party app and so to save their time as well.

On the other hand, issue will then arise in this situation. Since lead ad unit is still fresh. How will it solve the number of multiple Facebook account holder? Since we all know that an average user have 2-3 Facebook account, will it affect the quality of generating real leads for B2B marketers? How can we ensure that the data being gathered will not be redundant? Let just take some time in thinking and testing this newly added lead ad unit in the market.

Is Your Contact Database Prepped for Survival?

Zombies aren’t the only ways you can have an apocalypse. But more to the point, the post-apocalyptic setting is best known for themes like survival in a world where everything you took for granted is no more.

For B2B lead generators and inside sales professionals, a scenario like that can come by without you realizing it until it’s too late to prepare. Examples range from the loss of an entire market to the sudden shortage of new customer information. In all cases however, your contact database is one of the tools you need prepped in order to survive. Where do you start?

Here’s a more real life example: Google has yet again taken another federal smack in the face in the wake of recent antitrust investigations. By now, Google has practically become the face of online search. It’s not just regular consumers who use the search engine. Professionals who are looking up other certain professionals (as in cases of B2B prospecting) often rely on the search giant every day.

What happens though when this giant is becoming less and less trustworthy in terms of its motives? What alternatives do you have when the internet itself suddenly crashes to a halt because the #1 search engine might not be #1 for very long?

This is where your contact database should be coming in.

A search engine, for all its usefulness, is really just like a well and now there’s word of mass contamination in the underground water supply. Your own database is the reservoir. How do you know it’s been prepped for this kind of situation?

  • You’ve tested it for contaminants – Yes, there’s still a risk that the information you got could’ve already been compromised. You won’t find out though until you muster up the courage to check it yourself. Choose one means of communication in your test, like making a quick phone call or even just going to an address of prospects actually located near you.
  • You’ve learned to ration and replenish – You’ve also got to make sure you don’t run out like finding some means to replenish it and ration your consumption. After going through your database and hopefully winning some clients, try to really invest in long-term relationships with these businesses until you can at least find some other ways to get better information.
  • You kept it from dirtying itself – Lastly, you’ve got to make sure that you don’t end up with the same tainted reputation as other information sources. Be transparent with the way you collect and act upon the information in your database. If today’s economy is putting more emphasis on trust then you all the more reason to not be evil.

Mass economic disruptions can occur any time and a lot of them can directly affect the way you acquire business contacts. Always keep your database prepped for such emergencies!

How Getting Contact Lists Help You Get Smaller Details

Even the best vendors don’t always give you the complete profile of your target market. Sometimes most of them just give you a set of phone numbers plus legitimate emails to send to. It might not be helpful for when you’re looking for a prospect’s LinkedIn profile or want to send a return call straight to their smartphone.

But on the other hand, your contact lists can still help you in an unlikely way.

What if you did figure out a way to acquire more personal contact information but have no clue about how to call their main office or verify that they do work for this particular company? After all, you only did just get their phone number and had a back-and-forth on an online group discussion.

It’s true that a lot of things indicating that mobile is rapidly addressing a consumer’s demand for access and quicker responses. (Google is even focusing its algorithm updates on mobile.) Despite that, the reality is any information you get on a mobile channel is still the tip of the iceberg.

There’s nothing wrong with trying to present your business and slip into that tiny screen. There’s nothing wrong with even getting this information manually and with a lot of consent from the prospect’s part.

What’s wrong would be to think you can get to this part without something broader and more general. Something you’d normally find on decent B2B contact lists.

  • Remember, that’s where you start – If cold calling is dead, you can only expect a worse reception when calling a mobile numbers. The chances of that number still being private are still pretty high. That’s you should at least have something that won’t land you in as much trouble.
  • Verify claims of old customers – Say a prospect calls you and claims to be an old customer of yours. They saw your new mobile look and decided to give you a correct call. You would have had a harder time verifying everything they say if you didn’t hold any previous record.
  • Alternative contacts – And of course, a traditional contact list can also give you something to fall back on if a prospect contacts you via mobile but you have a hard time returning it in the same fashion. No worries! Just bring up your database

Contact information doesn’t improve in just one direction. There are many way to get all a prospect’s details. That doesn’t mean you have to shun what still delivers.

Expanding Business Contacts Requires More than Upsizing

When marketing and sales professionals talk of expanding a database, it usually just means adding more names. At worse, it only adds to a diluted, outdated storage of faulty information but at best, it means you’re looking to acquire more customers.

 

However, it’s still just an upsize. There’s more to expanding your business contacts than just having more numbers to contact.

Among the top business trends of 2015, you have more businesses using online and mobile channels to increase the number of ways their customers can connect to them. But you know, that applies to other businesses that are targeting them as well.

So if you want to expand your B2B contact database, you’re going to have to keep up. Don’t just upsize the box but every single record you have on file.

Here are just a few, simple ways you can start doing this:

  • Clean up first – First of all, make sure your database is already free from dead end entries. If you’ve already got the wrong number, there’s even less guarantee you’re going to find a decent email address that corresponds with it. Don’t waste your time trying to find out. Clean up first!
  • Start with a single channel – If you’re going to check for emails, start with looking for corresponding emails first. Trying to find emails and then things like websites and social media profiles might be asking for too much (and too much trouble).
  • Clean twice – Every time you update an entry with additional contact data, make sure that new, little piece of info is still solid. It’d be a little chaotic if one contact could be reached by phone but the email they gave you was a dud.
  • Make sure a channel is relevant – This is only common sense. Why would you look for clients on Facebook when you don’t even have a Facebook page? To fully make use of a channel and its information, you need to maximize its role in your overall marketing strategy.

Upsizing a database the right way can promise more new customers. However, you also increase your chances when you increase the number of ways you can reach them. For that you need information that upsizes each individual record, not just big box you’re holding them all in.

Immunization of Databases

There are many diseases all around the world that scientists, researchers and doctors have finally produced vaccinations so that people would finally be immune from these diseases. Email marketing can also develop immunity for diseases such as inactive emails or sudden changes of email addresses.

Universally speaking, statistics show that 30% of the email addresses in the list will annually change or become inactive. This figure is quoted by experts who all over the email marketing industry mention to a contagious disease in online marketing and every email database suffers from it.

Why the Worry?

Even that percentage can reduce the email program’s deliverability, open rates, click-through and overall performance. That percentage is often times referred to as “List Churn”. This condition would produce a net result of reduced revenues and profits. This does not sound so welcoming, does it? List Churn also forces marketers to spend more and more of their budget for marketing on costly customer acquisition campaigns since with a 30% annual attrition rate, the database is shrinking right in front of the marketer’s threshold. Read more

Contact List – Different Types Of Marketing Ammo

It does not take a lot to see the similarities between a contact list and a stock of ammo. Like ammo, you need a contact list to keep generating opportunities for your B2B firm. However, what some people overlook is that ammo comes in different types. Surprisingly, it is the same when it comes to different kinds of lists.

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5 Ways to Triple Your Event ROI through Your Contact Database

Despite its critics, live event marketing is still a mainstay in many of today’s B2B marketing campaigns and is in fact cited as a primary source of highly-qualified leads. As event marketing naysayers continue raising this channel’s disadvantages, more than 4 out of every 10 B2B marketers are tapping into the opportunities from event-based prospecting. With today’s digital marketing options, you can easily improve your event marketing results especially through sending targeted emails for your business contact database.

Data released by Hubspot reveal some interesting trends in how marketers approach live events. One of the study’s main findings is that the average event marketing campaign relies on almost 6 other channels to optimize results. Of these, email ranks #1 with a 76% adoption rate among event marketers who also rely on word-of-mouth, website, social media, direct mail, telemarketing, and ad placements.

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Building Your Business Contacts List: A Hedge Against the “Fiscal Cliff”

How can building your business contacts list save your company from the looming ‘fiscal cliff’ in 2013? Well, all by itself, list building can’t do much. But if it’s part of a broader marketing and business strategy to address the potential crisis ahead, then it can be one of the most effective measures to let your revenue-generating activities bear the brunt of the possible economic fallout early next year.

As you may very well know, the clock is ticking down for Congress to get something done to avert the detrimental impacts of the simultaneous occurrence of tax hikes and spending cuts at the end of the year. What do all of these have to do with building your business contacts list? Does the word “recession” ring a bell? Depending on who you talk to, the economy is expected to contract by at least 4% as a result of the fiscal cliff.

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Contact Database Security 101: A Few Basic Insights and Tips

When hackers gained illegal access to Epsilon’s email contact database in 2011, alarm bells went off, raising concerns about the security of contact details along with personal and professional information stored in marketing databanks. A few months and a dozen hacking incidents involving different companies later, TicketWeb reported that hackers obtained customers email information after breaching its system in February. Recently, in July, hackers exposed 435,000 credentials claimed to have been taken from Yahoo! Services, and these cases make up only the tip of the iceberg.

So where does this leave you and your efforts at keeping your contact databases secure? It places you squarely within the sights of hackers as cybercrimes affect all businesses with an online presence regardless of the size, location, or scope. More importantly, the current security situation should lead you to consider taking the necessary steps to safeguard your contacts’ information.

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How to Identify and Target B2B Influencers in Your Email Campaigns

Although technically not a part of the “target” segment, influencers play a key role in the purchasing decisions of your target audience and should be included in your B2B marketing database resources. This post looks at a few basic guidelines to help you confidently identify and precisely target B2B influencers with your email marketing campaign.

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