Specializing in Marketing Services for the Learning and HR Solutions industries

Archive for April 2013

10 Tips to Get Prospects to Return Your Call

By Kerry Williams – April 23, 2013

Everybody is busy these days, and when dealing with today’s busy buyers you need to have a strategy in place in order to make the best use of your time and theirs. When leaving voicemail messages you want to quickly establish credibility, pique their curiosity and get them to call you back.

Follow these 10 tips to get the best results:

1. Get down to business – skip the phony friendliness; be professional and firmly state your name and phone number. No need for your company, title and other irrelevant details.
2. Reference referrals upfront – referencing the name of a respected colleague will keep them listening.
3. Display your level of knowledge of their company – familiarize yourself with the company prior to calling and briefly state something indicating you’ve done your homework….i.e. “I’ve worked with other architectural firms and found they often struggle with….”
4. Mention a current event – bring up a recent event that creates a need that is relevant to your offering and tell them that is what prompted the call.
5. State a strong value proposition – rather than tell them about your offering, use meaningful metrics such as “we help companies like yours increase sales revenues by an average of 20%.”
6. Share some fresh and exciting new perspectives – share your insights or ideas to help eliminate problems or achieve objectives.
7. Do not use self-serving verbiage – avoid words that promote your product or service. Save the sales talk for the phone or face-to-face meeting.
8. Sound like a trusted peer – don’t sound like you are desperate to meet with your prospect. Buyers want to work with savvy sellers that bring value to the relationship. Try to sound like you are having a conversation with a friend or relative.
9. Have a script handy – it’s always a good idea to have a script to refer to so you don’t ramble on. Be sure your message is less than 20 seconds.
10. Relax – you want to sound comfortable in your message. If you are talking too fast or sound nervous, a prospect will pick up on that and possibly not want to have that uncomfortable conversation with you.

Email Marketing – New and Existing Customers

Email marketing is effective in both retaining new customers as it is in obtaining new ones. Did you know
it costs up to 9 times more to acquire a new customer than it does to retain an existing one?

Repeat customers also spend more than a new customer. But don’t forget that if you want to grow, as most companies do, you need to always be searching for those new customers. For every dollar spent on email marketing in recent years, an estimated $40 in ROI was generated. That’s quite a return!

If you are like most of us, we receive hundreds, if not thousands, of emails each year promoting some type of product or service. If you are also like most of us, we hit the delete button pretty often. What may surprise you, however, is that over 80% of consumers say email marketing has impacted their purchasing decisions. So the next time you click the delete button, think of how many others made a purchase. The number may surprise you.

While email marketing should not use up your entire budget, it should be considered in your overall marketing plans.

Boost Your Email Signups

By Kim Densberger

A successful email marketing campaign relies on a vast customer database, so attracting new signups is a high priority for many businesses. Research indicates that almost half of customers have opted to receive promotional emails of some kind.

Tactics that can be utilized to encourage customers to sign up for email newsletters and promotions include adding testimonials regarding the value of the emails or statements conveying subscription benefits along with using a straight-forward signup procedure.

Here are some tips to improve email signups:
• Offer something in return for signing up. Just asking isn’t always enough. Offer discounts or relevant up-to-date news.
• Offer multiple signup locations, such as one at the top and one at the bottom.
• Place the email capture field on the same page as opposed to it being a link to yet another page.
• Inform customers what the delivery frequency is of newsletter mailings to alleviate the fear of their mailbox being flooded.
• Provide a hyperlink to the privacy policy that defines how the email address will be used.
• Make the signup process quick and simple by only asking for the email address. Save any questions you have for the ‘Welcome’ email sent after signup.

Contact Cox eLearning Consultants for more insights and tips into email marketing to help your business grow and succeed.

Creating Email Marketing Campaigns

At Cox elearning Consultants we tell our clients that creating a successful email campaign takes “a dash of science and a pinch of magic.” It also takes some patience and a realization of expectations.

During one of my late night reading junkets, I ran across a document put together by Return Path that sums up in a matrix format, many of the things our clients rely on us for when creating their email marketing campaigns.

Questions like: “what kind of click-through rate can I expect” or “what is the difference between a hard bounce and a soft bounce” are just some of the questions we get each and every day. You might see some things you’ve encountered with your own email campaigns in the matrix.

COX has been helping our clients for over 10 years construct successful email campaigns. We’d like to help you too!

By Kathleen Schrempp