Email Database isn’t easy to run when you don’t know where to start. Learn more about email database in this post.
Most of the B2B companies center their time and effort in building their email database – because they should. But it will never be enough just to build an email database– you also need to maintain it. This means:
- Letting B2B prospects manage their preferences (or opt-out if they wish), and
- Consistently cleaning and cutting off inactive B2B prospects.
Email Database Providers
One of the best ways to utilize your email database – and at the same time establish trust with your B2B prospects – is to make them to take control of the email messages they receive.
By rule, you have to make B2B prospects to opt-out. Most of the opt-out forms are pretty eccentric: you ask an email subscriber to enter his email address — if it’s not pre-populated — and of course, his cause for leaving. As a B2B marketer, watching a B2B prospects walk out the door, wouldn’t it be better to give him one last chance to stay in the website? What if you could give a few email subscription-frequency choices in a human or give at least free 100 leads, and a friendly tone that lets him know you care about his needs?
This is the time you can go even further and further (and often reduce opt-outs) by having a subscription center on your website. When B2B prospects hit “manage my own email preferences” or “unsubscribe,” they will be routed to the center and will be given the option of changing their email communication preferences or the time which they receive your B2B emails. Maybe, just maybe, they would still like you and don’t really want to gash you — they just want to see a little less from you.
In your email subscription center, offer your B2B prospects options such as:
- An email database of all present subscriptions.
- The ability to customize email preferences.
- A Notification Option. For B2B prospects having on a vacation, or who simply need a break from the information stream, offer the power to stop for a certain period of time. This option can help decrease your unsubscribe numbers.
- The Option to “opt-down.” Opting down allows B2B prospects subscribers to receive fewer — but not zero — emails.
Scrub Inactive B2B prospects
Do you have an intuition that a lot of your B2B prospects have emotionally opted out? The ContactDB on Email List Providers and Performance study found that most B2B marketers are pretty sure an important percentage of their B2B prospects have gone inactive — neither opening email, reading it, nor bothering to unsubscribe.
Our question includes, “On what percentage of your email database do you consider inactive?” and the most generic answer was 27-52%, with more than 21% of respondents saying 53-65%. To add up, the top performers — those who tend to be the experience B2B emailers— were even more cynical about the average level of engagement of B2B people in their email database.
If you can determine your inactive B2B prospects and then remove them. This kind of email database maintenance is needed to ensure that your B2B email marketing is engaging B2B clients and business partners.
So how do your Business do this?
The best method is to send a business email (or a series of emails) to B2B prospects that have not opened, clicked, shared, or converted for a while. In each B2B message, give them the option to remain on the email database or walk out. Once you’ve sent your final email in the stream, go ahead and remove those who haven’t replied. They’re dead anyway, after all.