Inbound - The Blog: The Secrets Behind Click To Close

 

Top 4 Ways To Engage And Nurture Customers With Retention Marketing

As every business owner knows, it’s much harder to get a client than it is to keep a client. So, to keep your client retention rates high, you must keep your clients happy and engaged.

Most companies use lead nurturing strategies for marketing programs, with the goal of moving prospects through the sales funnel using emails or social media to offer content, promotions and personal touch points. But sometimes we give short shrift to continuing this process once someone becomes a customer. 

The Harvard Business School found that increasing customer retention rates by 5% increases profits by 25% to 95%.

VIEW THE FULL POST


 

Inbound Marketing Lead Nurturing: How To Get Lights-Out Open Rates

Create A Remarkable Experience, Not A Sales-Centric Barrage Of 'Buy'

The series of email-related blog articles has been producing a lot of interesting conversations with readers, prospects and clients. While I’m not surprised to hear that companies are still doing cold email marketing campaigns, I’m encouraged that people are aware of their challenges and looking for ways to improve their effectiveness.

Today, I want to clarify the difference between lead nurturing and cold emailing. I also want to give you some tips on how to get lead nurturing open rates over the 50% mark and how to use ongoing lead nurturing best practices to create an experience that draws your prospects in to your company, instead of repelling them away and toward your competitors.

VIEW THE FULL POST


 

How To Improve Inbound Marketing Lead Quality In 2017

Lead Quality Is In The Eye Of The Beholder; Let’s Set Inbound Marketing Lead Quality Criteria

“Bad leads! These are bad leads!”

Many years ago, we had a client who shared this feedback. It still resonates with me to this very day. Is there such a thing as a “bad” lead?

There are different types of leads, including leads at different stages of the buyer cycle and differences in the level of qualification associated with the lead. But if someone fills out a form on your website, expressing interest in what you do and how you do it, is it still possible that’s a bad lead? I don’t think so.

VIEW THE FULL POST


 

Stop Emailing Me! Inbound Marketing Means I Give You Permission First

Nowhere Does Unsolicited Email Marketing Fit Into A Well-Thought-Out Inbound Marketing Program

WARNING: This might seem like a rant, but it’s not. It’s a plea to everyone who insists on sending emails to people they don’t know, have never talked to and have no knowledge of their business situation. Just because I might need what you do doesn’t mean you can interrupt me or your prospects with unsolicited email marketing.

Please look at this on a risk-reward spectrum. To be more specific, what is the best-case outcome from this type of email campaign, what is the worst-case outcome and what is the most common outcome? The best-case outcome is obviously a new sales lead; not necessarily a sales opportunity but definitely a lead. The worst-case outcome is a pissed off potential prospect who may never do business with you because of the interruption.

Finally, the most likely outcome (from a numbers perspective) is to be simply ignored. This means the email is just deleted with no response. The question you need to ask yourself is this: “Is the return from this type of effort or campaign worth the risk on the bottom end of the risk-reward spectrum?”

VIEW THE FULL POST


 

Is Your Sales Pipeline Constipated?

Full Funnel Analysis Is The ONLY Way To Find Out For Sure

You’re looking for revenue growth, we get it. Most business leaders equate revenue growth with a need to generate more leads for your sales team to attack. But did you know that revenue growth can come from all stages of your current sales funnel? You don’t necessarily need more leads to drive up revenue.

You might have a jammed-up sales funnel. It’s possible that it's clogged up with potential customers who are not flowing through to the bottom. Instead of needing new leads, which would just join the backup in your funnel, it might be better to try and move those qualified prospects through the funnel and out — either as sales opportunities or unqualified leads. Inbound marketing can help.

Either way, your funnel will feel a lot better, and if you keep it clear it will be a lot easier to hit your revenue goals going forward.

VIEW THE FULL POST


 

Plain-Text Emails Vs. HTML Emails: Which Performs Best With Inbound Marketing?

Five Mistakes You're Making With Plain-Text Emails And How To Fix Them Today

Everyone has seen these. There’s been an explosion of them over the past six months. What looks like like a personal email arrives in your inbox, you open it, and even though it sounds like they know you, you don’t have any idea who the sender is, who their company is or why they’re emailing you.

You’ve seen these, right? I included one from I got from Uberflip yesterday down below.

Clearly someone, somewhere decided that this type of unsolicited emails is better than designed HTML unsolicited emails as an email marketing strategy.

VIEW THE FULL POST


 

Inbound Marketing Challenges? Try Calling Your Prospects Back

Inbound Marketing Won’t Make The Calls For You  This Is Where You Come In

This article might come off as a little brash. But, over the past few days, I’ve had a series of utterly awful experiences with potential service providers, and it got me thinking about a few of our experiences with clients and other businesses that just left me asking, WHY?

We recently moved our offices and need a new dry cleaning pick-up service. I searched on the web for that exact service, found a company, went to its website, got the phone number, called and left a message. Bang – inbound marketing at its best, right? Wrong. Days have gone by with no return phone call.

Since we’re new to the office community, we don’t know all the lunch places yet. One day, I saw a truck pulling up in the parking lot, bringing healthy sandwiches and salads into another building. I stopped the delivery person, asked about the company and told him we have 50 people in our office and I’d like to have someone call me about using their service. I gave him my business card with my cell number, and it’s been almost a week with no phone call. I guess they don’t want a new client.

Here are some more ridiculous stories of poor follow-through.

VIEW THE FULL POST


 

Inbound Marketing Lead Nurturing Strategies That Actually Work

Inbound Marketing Demands Equal Nurturing For All Of Your Leads

Don’t tell me, These are bad leads. There is no such thing as a bad lead, ever. What you call bad leads might only be people who are not ready to buy today. News flash: Most of your prospects are NOT ready to buy today, so put marketing tactics in place to nurture those people.

If 90% of your leads are at the top or middle of the funnel (which means they’re not ready to talk to you or buy your products or services), your lead nurturing programs are critical to seeing results from inbound marketing.

VIEW THE FULL POST


 

Inbound Marketing: How Often Is Too Often When It Comes To Email?

Delight – Not Disturb – Your Prospects With Inbound Marketing-Designed Nurturing Campaigns

Inbound marketing uses email marketing, just like every other marketing methodology. Email marketing is so efficient in its ability to deliver ongoing messaging, educational offers and reminders about a business’s value proposition that it must be part of any company’s marketing tool kit.

But, how much email is too much? Can we overdo it? The answer is yes. You can over-email, incorrectly email and poorly structure your lead-nurturing campaigns to the point at which you’re actually turning prospects away. Today, we’ll help you try to avoid turning leads into losses.

VIEW THE FULL POST


 

Inbound Marketing Upgrades For Lead Nurturing, And How To Deploy Them

One of the best aspects of inbound marketing is your ability to continue the conversation with prospects who have shown real interest in your products and services.

This is commonly referred to as lead nurturing. Our goal with lead nurturing is to actively move prospects down the funnel, using additional educational offers that are aligned with their specific buyer journey.

This might sound easy, but it’s actually very complex. Once you start doing it correctly, you’ll notice that you want to customize the frequency, the content delivered, the offers and (in some cases) the messages in the email campaigns.

VIEW THE FULL POST