If you’ve been struggling to engage more prospects, you may need to rethink your marketing approach. Some simple
changes may be all you need to yield better results.
We’ve got you covered… Read on!
1.) Provide Value-Added Content
Don’t skip this one! We regularly see companies make mistakes in this critical area.
First – Value-added content is FREE content that is helpful, insightful, educational, or informative. What are common industry challenges or issues? What are industry-related news feeds or social media feeds buzzing about? Are there industry trends emerging? When creating value-added content, ask yourself:
- Is it helpful to my prospects?
- Is it relevant and timely?
- Is it engaging – capable of sparking conversation?
- Is it inspiring?
The key is to develop content that piques people’s interest. It should make your target audience stop and take notice for a moment. How do you know what matters to your audience? Find out! Research industry trending topics to gather content ideas. Interview existing customers and subject matter experts to identify hot topics.
Here are some content ideas to get you started:
- Industry trends/insights
- Explore common industry challenges or issues
- Best practices in X
- Results of research
- “Tips & Tricks”
Engaging ways to deliver your content:
- Webinars/Podcasts
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- Invite prospects to attend an educational webinar or podcast.
- Offer curriculum-based information of value to assist prospects in resolving common challenges, or provide business tips to increase sales or decrease costs.
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- E-Newsletter or Blog
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- Develop a content-rich blog, with topics targeted to your industry. Be sure to update this blog at least once a month to keep your company looking fresh and relevant!
- Send an e-newsletter regularly, once or twice a month, to a targeted list of industry contacts. (Need new high QUALITY leads? Need Training & HR decision-maker contact info? Contact Mentor Tech Group today.)
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- Case Studies
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- Did you know that 69%* of B2B marketers at small and mid-sized companies rated case studies as very effective marketing content, followed by “in-person” events? (*Content Marketing Institute, B2B Content Marketing Benchmarks)
- Case studies act as an in-depth testimonial, bolstering credibility and elevating your brand within your industry.
- Use impactful case studies in your lead nurturing campaigns to demonstrate benefits and results achieved by others using your services.
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- White Papers
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- Develop an insightful white paper and make it available for download. Follow up on all downloads via phone within 48 hours for best results!
- Provide industry-related tips, ideas, and/or education to assist your prospects in common areas of pain.
2.) Send Targeted Campaigns
- Categorize your prospects by industry, area of responsibility, geography, the solution required, company size, or other variables.
- If you need help, consider investing in a Mentor Tech Group list. Remember, MTG provides Market Intelligence, unlike any “typical list” you may have used in the past.
- Your MTG database comes with many attribute fields that can help you easily create more targeted campaigns including:
- By company revenue (Fortune 1000 down to $30MM annual sales)
- By # employees
- By industry
- By geography
- By job code – the contact’s ACTUAL area of responsibility!
- To make the most impact using this technique, create targeted content according to your list segment. Address common areas of need or interest among this group.
- The key to targeted campaigns is to be more specific, helping your prospects know that you understand them and the challenges they face. Building a connection in a more targeted, personal way, can lead to more engagement and eventually, meaningful business development discussions.
3.) Time for a List Refresh?
You may not realize it, but your in-house database may have more than 40% inaccurate data, leading to poor marketing results. How do we know this? Because we’ve been list building for more than 20 years and know that most lists average a 30+% decay rate every 4 months. So unless someone is actively updating your database, odds are it contains lots of outdated information.
SO – Adding NEW Decision-Maker Leads to your outreach efforts can have a HUGE impact, increasing results almost immediately!
The fastest way to increase your sales pipeline activity is to add a high-quality, targeted list of contacts to your outreach efforts. Doing so can literally increase your sales pipeline activity by 25% or more within two months!
But – not just ANY list will do! You must secure the BEST, most accurate, and precisely targeted list possible. You must Invest in a High-Quality (Targeted) Prospect List!
If you are marketing and selling to Corporate Training & HR, Mentor Tech Group’s decision-maker database is exactly what you NEED to achieve success. We are the ONLY company specialized exclusively in Corporate Training & HR.
Simply Stated…MTG has done all the hard work for you!
We dig into companies to find the right decision-maker contacts in Corporate Training & HR. Our hand-built and maintained database contains high-quality, accurate contact information for the decision-makers you seek. And, we provide database updates every four months, to ensure your data is kept current.
Our team of Market Intelligence Specialists makes more than 100,000 calls each year to identify Training & HR decision-makers at America’s top companies. They determine each contact’s responsibilities within the organization to determine IF they qualify for inclusion in the MTG database.
The Mentor Tech Group Market Intelligence Database is highly accurate and includes:
- Hand-Built information: MTG’s database of decision-makers is HAND-BUILT as a result of a personal phone conversation with each contact.
- Free 4-Month Updates*: Every contact in the MTG market intelligence database is updated every 4 months, to achieve the highest possible rate of accuracy for your benefit!
- Job function-based: We identify the job function of each person in our database, not just their title, ensuring that they meet certain criteria to be included in our lists. At MTG, we call these job functions “Job Codes.”
- Direct Contact Info: Our database contains direct contact information for decision-makers in your target industry (often with direct-dial phone numbers and email addresses). Mentor Tech Group’s database is simply second-to-none!
Click to learn: WHY MTG is SO DIFFERENT. Ready to take the next step? CONTACT US today at (651) 457-8600, Ext. 1.
BONUS tip: Repetitive Exposure is key
Not everyone will be ready to buy today – which is exactly why you must communicate with them regularly. You must stay in front of them consistently, in a way that adds VALUE at every touch. Communicating value-added content every month is critical to selling prospects of all time horizons.
Remember…GREAT marketing campaigns accomplish three things:
- Create a sales pipeline of qualified prospects (ready to buy)
- Build and grow awareness of your company/solution (branding)
- Communicate your message consistently (repetitive exposure
Follow the steps outlined above to refresh your marketing strategy TODAY. The result?
- Create brand awareness with your prospects on a consistent basis
- Create a favorable image of your company/solution
- Achieve repetitive exposure for less money
- Ensure you invest time ONLY with qualified prospects
- Empower you to measure the results of your marketing campaigns
Isn’t it time you checked out exactly what Mentor Tech Group has to offer? Stop wasting time – call us today at (651) 457-8600, Ext. 1 or click here.
We’re here to help you supercharge your sales pipeline. Are you ready?
