Revitalize Your B2B Contact List

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This presentation describes how to best revitalize your B2B contact list along with benefits, tips, and best practices in doing so.

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Revitalize Your B2B Contact List

  1. 1. Lead Retargeting How to Revitalize Your B2B Contact List Christopher Ryan info@fusionmarketingpartners.com
  2. 2. Tap Your Existing Gold Mine While marketing to fresh prospects is important, there may be an existing gold mine right beneath your feet – your existing contact list
  3. 3. 1. Cost – Assuming you have good contact information – remarketing usually costs less than marketing to new prospects Why Retargeting?
  4. 4. Why Retargeting? 2. Effectiveness – Lower cost per inquiry
  5. 5. Why Retargeting? 2. Effectiveness – Lower cost per inquiry – Lower cost per customer acquisition
  6. 6. Why Retargeting? 2. Effectiveness – Lower cost per inquiry – Lower cost per customer acquisition – Remarketing results are often 5X to 10X that of first time marketing lists
  7. 7. 3. Protect Your Potential Customer Base – Your competition wants to sell to these people just as much as you do Why Retargeting?
  8. 8. 3. Protect Your Potential Customer Base – Your competition wants to sell to these people just as much as you do – Ensuring your are front-of-mind is worth the effort Why Retargeting?
  9. 9. 4. Value – Retargeting can invigorate a prospect list Why Retargeting?
  10. 10. 4. Value – Retargeting can invigorate a prospect list – Clients are often surprised by the value found in their dormant lists Why Retargeting?
  11. 11. Who to Target? • Go Broad – Many companies like to be highly focused and eliminate entire segments • Go as broad as possible • Do make unique offers to specific audience segments
  12. 12. Who to Target? • Go Broad – Many companies like to be highly focused and eliminate entire segments • Go as broad as possible • Do make unique offers to specific audience segments – Don’t get labeled as spam • Have an easy opt-out process • Many may have forgotten that they once opted-in
  13. 13. 1. Past Customers Who to Target?
  14. 14. 1. Past Customers 2. Lapsed Customers Who to Target?
  15. 15. 1. Past Customers 2. Lapsed Customers 3. Inquiries to Any Offer Who to Target?
  16. 16. 1. Past Customers 2. Lapsed Customers 3. Inquiries to Any Offer 4. Blog Subscribers Who to Target?
  17. 17. 1. Past Customers 2. Lapsed Customers 3. Inquiries to Any Offer 4. Blog Subscribers 5. Past Qualified Leads Who to Target?
  18. 18. 1. Past Customers 2. Lapsed Customers 3. Inquiries to Any Offer 4. Blog Subscribers 5. Past Qualified Leads 6. Other Opt-in Contacts Who to Target?
  19. 19. Best Practices 1. Have an easy opt-out process – Many may not remember that they opted-in – You do not want to be marked as spam
  20. 20. Best Practices 1. Have an easy opt-out process – Many may not remember that they opted-in – You do not want to be marked as spam 2. Compile all of your different lists – CRM sytsems – Personal databases – Spreadsheets – Microsoft Outlook
  21. 21. Best Practices 1. Have an easy opt-out process – Many may not remember that they opted-in – You do not want to be marked as spam 2. Compile all of your different lists – CRM – Personal databases – Microsoft Outlook 3. Check for duplicates before sending – People get annoyed if they receive multiple copies
  22. 22. Start Now! • Your contact list is not getting any fresher
  23. 23. Start Now! • Your contact list is not getting any fresher • Your contact list is providing minimal value in its current state
  24. 24. Start Now! • Your contact list is not getting any fresher • Your contact list is providing minimal value in its current state • Check Back: Future slide decks will contain tips on the best offers and methods to reactivate tired lists
  25. 25. About Fusion Marketing Partners Christopher Ryan, CEO We Do This: Brand building/messaging Website optimization Content creation Lead generation You Get This: Much greater levels of awareness Higher quantities of qualified leads Ability to generate faster revenue Lots more information at: http://FusionMarketingPartners.com/ http://Greatb2BMarketing.com (blog) info@fusionmarketingpartners.com 719-357-6280

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