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Step by step by step…

Contributing Solution Provider

Step by step by step…

In any small business, your marketing communication copy is very important to your company’s success. Equally of importance is the frequency of the delivery and how relevant the message is to the contact.


The next time you prepare your email newsletter or a promotional offer, ask yourself this simple question. How many contacts do you need to make with a prospect before they buy your product or service or with a customer to make another purchase?


In the Business-2-Business industry of small companies I have worked with, it could have been seven, ten, or fifteen contacts. That’s not only a lot of contacts but also takes a lot of perseverance, money, time, and analysis.


In today’s economy, prospective customers don’t want to be sold to. They want to make their own decisions. With the capability of better web searches, social media and even communication with business associates, there is a mountain of information available for your contacts to gather.


If that sounds like your market audience, you may want to consider using different content.


I’ll use a fictitious software company by the name of ACME. Real original name, huh?


Their new product is called ICE. It was designed to take the cold out of cold-calling for sales people. It’s an acronym for Interested Customer Engagement.


The software views your contacts in your database and builds a profile of each contact’s needs and wants for your products and services. This information allows you to build a library of content designed to provide perfect solutions for each one of your contacts.


Using your customer profiles and the informational content you created, the next step (or is that a drip?) is to create a methodical marketing strategy to build better business relationships with your contacts, which will ultimately lead to more revenue.


There is only one drawback. As with just about anything good that comes from great marketing campaigns, it takes time to nurture a contact and for them to become better acquainted with you and your business. The opposite is that it also takes time for you to know more about the contact and company needs. However, it's time well spent.


What do you have to offer that she has an interest in to learn more about?


As you can imagine it will take some time to travel down this road. Step by step by step. However, when done right, it’s highly likely you’ll see success.


My software, ICE, doesn’t exist but it teaches us to make sure the frequency with customers and prospects is on a schedule and is automated as much as possible. Plus, more than one channel of communication, such as in social, can provide a lot of assistance as well.


If you are interested in learning more about marketing techniques for better business, there are a lot of great marketing posts here in the Constant Contact Community from solution providers. This knowledge can add to your marketing prowess and help you get better marketing results. We’ve all experienced a lot in our client activities, so take advantage of our expertise.


If you like to learn more about writing content, visit my other two posts, “When it comes to persuasive writing,” on April 11th and “Copywriting is a creative art,” on April 25th.


In B2B marketing, content can make you a king in the eyes of customers and prospects. To learn more about content marketing, please visit this link to our web site, Marketing Communications Group.


Step by step by step, minute by minute by minute or drip by drip by drip, the choice is yours. A nurtured customer builds a better business relationship which leads to more revenue. And that's what we all enjoy counting minute by minute by minute.


Maybe the musical  group I was thinking about was the Tradesmen?




Constant Contact Solution Provider
Marketing Communications Specialist
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