{"id":22,"date":"2019-01-15T10:47:59","date_gmt":"2019-01-15T10:47:59","guid":{"rendered":"https:\/\/www.packeddata.com\/blog\/?p=22"},"modified":"2019-01-15T11:15:13","modified_gmt":"2019-01-15T11:15:13","slug":"how-to-make-b2b-email-list-building-a-success","status":"publish","type":"post","link":"https:\/\/www.packeddata.com\/blog\/how-to-make-b2b-email-list-building-a-success\/","title":{"rendered":"How to make B2B email list building a success?"},"content":{"rendered":"\n

Where\u00e2\u20ac\u2122s the best ROI in online B2B lead generation? Blog posts? Twitter? LinkedIn? Facebook? White papers? Case studies?<\/p>\n\n\n\n

Where should you spend lots of your time?<\/p>\n\n\n\n

No need to get complex. Think simple. It\u00e2\u20ac\u2122s actually your e-mail list.<\/p>\n\n\n\n

And absolutely, positively, unequivocally, (say that 3 times fast out loud) no other channel even comes close.<\/p>\n\n\n\n

That\u00e2\u20ac\u2122s because e-mail has an incredible ROI of $38 for every $1 spent, or 3800%, according to the 2015 DMA National Client Report.<\/p>\n\n\n\n

So if you\u00e2\u20ac\u2122re not driving prospects to your list, you\u00e2\u20ac\u2122re making an embarrassingly bad mistake.<\/p>\n\n\n\n

But, the problem becomes, as with anything, knowing what to do to get more prospects on your list.<\/p>\n\n\n\n

Don\u00e2\u20ac\u2122t sweat! I got you covered. And it\u00e2\u20ac\u2122s not super-hard to build your list.<\/p>\n\n\n\n

What you need to do:<\/p>\n\n\n\n

1. Give Away Freebie Content (Obvious, but what should it be?)<\/em><\/strong> <\/em><\/h2>\n\n\n\n

You know you need a \u00e2\u20ac\u0153lead magnet<\/a>\u00e2\u20ac\u009d or \u00e2\u20ac\u0153free report\u00e2\u20ac\u009d\u00e2\u20ac\u00a6some kind of incentive to get prospects to sign up. <\/p>\n\n\n\n

But what would work best?<\/p>\n\n\n\n

Ultimately, you never know what could get the max number of sign-ups.<\/p>\n\n\n\n

One thing is for sure: your freebie needs to solve a pain for your prospects.<\/p>\n\n\n\n

You know what bothers them. So give them the solution.<\/p>\n\n\n\n

Try a couple different ones if you obsess with perfection.<\/p>\n\n\n\n

2. Strongly Consider \u00e2\u20ac\u0153Soft-Gating\u00e2\u20ac\u009d Your Content<\/em><\/strong> <\/em><\/h2>\n\n\n\n

\n\nYou know how most B2B, tech, and software companies gate their content, right? Your prospects have to cough up their e-mail addresses just to get at it.\n\n<\/p>\n\n\n\n

That\u00e2\u20ac\u2122s not necessarily wrong.<\/p>\n\n\n\n

However, some evidence indicates it may annoy prospects moreso than anything else.<\/p>\n\n\n\n

For example, a LinkedIn Business Solutions report suggests 75% of tech pros say they\u00e2\u20ac\u2122re less likely to buy from a vendor that gates all content.<\/p>\n\n\n\n

That in itself doesn\u00e2\u20ac\u2122t mean you shouldn\u00e2\u20ac\u2122t gate all your content. After all, tech pros are simply less likely to buy. But it doesn\u00e2\u20ac\u2122t say anything about subscribing.<\/p>\n\n\n\n

On the other hand, it could show prospects are less likely to subscribe.<\/p>\n\n\n\n

The solution? \u00e2\u20ac\u0153Soft-gating\u00e2\u20ac\u009d your content. That means simply giving your prospects a checkbox option to sign up\u00e2\u20ac\u00a6or not.<\/p>\n\n\n\n

You\u00e2\u20ac\u2122ll have to test whether a hard gate, soft gate, or no gate at all entices the most subscribers.<\/p>\n\n\n\n

3. Did You Remember \u00e2\u20ac\u0153Content Upgrades?\u00e2\u20ac\u009d <\/em><\/strong><\/h2>\n\n\n\n

Do you know what a \u00e2\u20ac\u0153content upgrade\u00e2\u20ac\u009d is? They\u00e2\u20ac\u2122ve caught on a lot for solopreneurs<\/g> and small B2C or business-to-marketer companies. <\/p>\n\n\n\n

But I honestly can only recall one B2B company in the last several months who uses them.<\/p>\n\n\n\n

The concept\u00e2\u20ac\u2122s simple.<\/p>\n\n\n\n

You create a \u00e2\u20ac\u0153lead magnet\u00e2\u20ac\u009d specific to a blog post<\/a>. If you write a post about the \u00e2\u20ac\u0153Top 9 Benefits of SaaS Recruiting Software,\u00e2\u20ac\u009d you could include a free download called \u00e2\u20ac\u0153A 20-Question Checklist to Help You Buy the Right SaaS Recruiting Software.\u00e2\u20ac\u009d<\/p>\n\n\n\n

Helpful tips: You don\u00e2\u20ac\u2122t have to create a \u00e2\u20ac\u0153content upgrade\u00e2\u20ac\u009d for every single blog post. Although you could (and it wouldn\u00e2\u20ac\u2122t be a bad idea) if it makes sense.<\/p>\n\n\n\n

To understand whether content upgrades would work for you, go to your analytics. Check the following:<\/p>\n\n\n\n

Visits (find the blog posts with the most visits)
\nTime on page (find posts with a good time on page of 1 min 30 seconds or greater)
\nBounce rate (look for posts with a bounce rate of 70% or less)
\nGenerally, if your stats fall in good ranges on those, you know those readers like you. So, you have a pretty darn good chance of them signing up.<\/p>\n\n\n\n

With the top post, create a content upgrade for it. Content upgrades don\u00e2\u20ac\u2122t need to be a huge effort like writing your blog post.<\/p>\n\n\n\n

That 20-question checklist from before? That\u00e2\u20ac\u2122s all you need \u00e2\u20ac\u201c 20 questions. That could take 15-30 mins to write, brand, and save as a PDF.<\/p>\n\n\n\n

You\u00e2\u20ac\u2122ll want to link to the content upgrade strategically a bit into your blog post. At that point, you know the reader finds the content interesting, and you\u00e2\u20ac\u2122re much more likely to get a subscriber out of it (versus placing the upgrade at the end of your post).<\/p>\n\n\n\n

After that, all you do is head on down the list of blog posts creating content upgrades until you find it no longer worth your effort.<\/p>\n\n\n\n

That\u00e2\u20ac\u2122s the gist of content upgrades. Here\u00e2\u20ac\u2122s another great resource for further reading and learning on content upgrades.<\/p>\n\n\n\n

4. Strategically Use Sign-Up Forms<\/em><\/strong><\/h2>\n\n\n\n

Do you do what most B2B marketers do and simply slam a sign-up form on your home page and near the bottom of your blog post? <\/p>\n\n\n\n

That\u00e2\u20ac\u2122s a start. That\u00e2\u20ac\u2122s great\u00e2\u20ac\u00a6but you miss out on floods of sign-ups if you stop there.<\/p>\n\n\n\n

Other places to put your sign-up form, and why:<\/p>\n\n\n\n

\u00e2\u20ac\u00a2 As an optional embedded form on the right sidebar of your blog (Just look to the right to see this on mine). It works because it gives readers the option to sign up after they\u00e2\u20ac\u2122ve found value in you. But it\u00e2\u20ac\u2122s not as effective as this next method\u00e2\u20ac\u00a6<\/p>\n\n\n\n

\u00e2\u20ac\u00a2 As a small box that pops up in the bottom right of your screen after a specified time. Again, this gives readers the opportunity to get to know you and like your content first. Then, you ask for the subscribe when they like you more. And finally, the pop-up box captures their attention after getting lost in your content\u00e2\u20ac\u00a6without being as obnoxious as a pop-up in front of your face in the middle of your screen.<\/p>\n\n\n\n

\u00e2\u20ac\u00a2 As a popup in the middle of your screen. This one\u00e2\u20ac\u2122s somewhat controversial. All the big-name marketers say it works like a charm. Much better than not-using a pop-up at all.<\/p>\n\n\n\n

On the other hand, I have a strong personal grudge against these damn things. They really irritate me. They make me feel like I\u00e2\u20ac\u2122m getting scammed out of my e-mail address so the other guy can make some money.<\/p>\n\n\n\n

That might not be the truth. But it\u00e2\u20ac\u2122s the way I feel. And I wonder if other B2B buyers feel the same way about pop-ups?<\/p>\n\n\n\n

If you\u00e2\u20ac\u2122re going to use them, as they may be worth a test, I\u00e2\u20ac\u2122d again make them a timed release. For example, they only pop up after you\u00e2\u20ac\u2122ve been reading for a minute.<\/p>\n\n\n\n

If they come the instant you visit the site, you haven\u00e2\u20ac\u2122t had any chance to build a relationship. You reader hasn\u00e2\u20ac\u2122t gotten any value. And now you ask them for something already.<\/p>\n\n\n\n

In my opinion, that\u00e2\u20ac\u2122s obnoxious.<\/p>\n\n\n\n

But maybe I\u00e2\u20ac\u2122m wrong. Anyway, they\u00e2\u20ac\u2122re worth a try.<\/p>\n\n\n\n

Finally, aside from the discussion of the pop-up, you should have your sign-up form in all those key places.<\/p>\n\n\n\n

5. Promote Like a Madman Using Your Existing Relationships (Often forgotten)<\/em><\/strong><\/h2>\n\n\n\n

Do you promote your e-mail list? Next to no B2B companies do.<\/p>\n\n\n\n

Think about all the current ways you interact with customers. A few come to mind:<\/p>\n\n\n\n

Your LinkedIn Company Page<\/a><\/p>\n\n\n\n

Twitter<\/a><\/p>\n\n\n\n

Facebook<\/a> (maybe)<\/p>\n\n\n\n

Your sales team<\/p>\n\n\n\n

Your executive leadership<\/p>\n\n\n\n

Conferences<\/p>\n\n\n\n

How can you convince buyers to sign up to your email list using each of those?<\/p>\n\n\n\n

Some ideas:<\/p>\n\n\n\n

Promote the landing page for your lead magnet on social media<\/p>\n\n\n\n

Include a link to the landing page on all your e-mail signatures<\/p>\n\n\n\n

If leads clearly aren\u00e2\u20ac\u2122t ready to close, ask if they\u00e2\u20ac\u2122d prefer to sign up to your newsletter instead<\/p>\n\n\n\n

Reach out personally to your LinkedIn contacts with a custom message<\/p>\n\n\n\n

When you present at a conference, direct everyone to your landing page after you give your presentation<\/p>\n\n\n\n

With any close business relationships you have, offer to cross-promote the other company\u00e2\u20ac\u2122s newsletter to your list in exchange for the same from them<\/p>\n\n\n\n

Now You\u00e2\u20ac\u2122re in Prime Position to Build Your List!<\/p>\n\n\n\n

For list building<\/a>, that\u00e2\u20ac\u2122s just the start. With the web, you have a nearly infinite number of ways to grow your list.<\/p>\n\n\n\n

When you implement those techniques, you\u00e2\u20ac\u2122re practically guaranteed solid growth. And your share of that 3800% ROI.<\/p>\n","protected":false},"excerpt":{"rendered":"

Where\u00e2\u20ac\u2122s the best ROI in online B2B lead generation? Blog posts? Twitter? LinkedIn? Facebook? White papers? Case studies? Where should you spend lots of your time? No need to get complex. Think simple. It\u00e2\u20ac\u2122s actually your e-mail list. And absolutely, positively, unequivocally, (say that 3 times fast out loud) no other channel even comes close. […]<\/p>\n","protected":false},"author":2,"featured_media":39,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[4,2,1,3],"tags":[],"class_list":["post-22","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-ecommerce-technologies","category-marketing","category-technologies"],"yoast_head":"\nHow to make B2B email list building a success? - Marketing Intelligence Blog - Packed Data Services<\/title>\n<meta name=\"description\" content=\"If you want to know how you can benefit from the B2B email list building, then you have come to the right place. 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