9 B2B Email Marketing Tips To Boost Your Lead Generation

[dot_recommends] September 13, 2022 Manufacturing Trends

When it comes to B2B lead generation, email marketing is one of the most effective channels.

B2B E-Mail Marketing

Within the B2B segment, email marketing is one of the most effective lead generation techniques to enhance sales.

As per statistics, email marketing generates $42 in revenue for every $1 spent, resulting in an astounding 4,200% ROI. No wonder, 40% of B2B marketers claim email to be their most powerful marketing channel.

However, here is the most pertinent question for any marketer today. Given the fact that there are over 293 billion emails being sent every day, how can you ensure your brand stands out in your prospect’s inbox to drive engagement?

B2B email marketing strategy: Why create one?

B2B email marketing strategy

Image Source © Tye.io

Today more than ever, customers are checking their inboxes to discover business emails that offer value. Consider these statistics for example.

  • A majority of B2B marketers say that emails about new product launches have the highest click-through rate. (Source)
  • 81% of B2B marketers hold that email newsletters are among the most effective content marketing strategies to ensure maximum engagement. (Source)
  • As per reports by Earnest Agency, 72% of B2B customers are most likely to share content over email. If they perceive value in your email, they will most likely share it with their peers and colleagues.

What this means, if done the right way, your emails will be read, shared and appreciated by your prospects. This has a significant impact on your lead generation efforts! As per statistics, email marketing generated $42 in revenue for every $1 spent, resulting in an astounding 4,200% ROI.

So, while email marketing within the B2B segment offers a perfect opportunity to engage with your prospect, it is imperative to do it right in order to succeed.  For instance, sending targeted, personalized and resonating messages will be critical to drive engagement. 

Today, we will highlight the nine most useful email marketing best practices.  This will generate an immediate uplift in your marketing efforts thus, resulting in a boost in the quality and quantity of lead generation.

9 B2B email marketing best practices that will drive engagement thus, boosting lead generation


Allow us to share some of the best practices to help drive engagement with your prospects. This engagement leads to building a relationship of trust and credibility with your prospects thus, generating a  boost in your lead generation efforts. 

  • Focus on lead nurturing through better segmentation

Segmenting your email lists is a critical email marketing tactic. It is the best way to deliver the right information to the right people at the right time. Research reveals that segmented email campaigns have a 50% higher CTR than non targeted email campaigns.

With segmentation, you can create a personalized journey  to nurture your leads. Those who are at the top of the sales funnel should be sent educational messages to help them learn about the product or service category, in general. This is not the time to “push your product”, this is the time to build a relationship of trust so anything you can do to help them learn the nuances of your “sandbox” will allow your prospect to start trusting you. 

  • Design resonating yet succinct emails

When it comes to B2B email marketing, the overall design and layout of your email is highly important. Clean, concise, and clear emails that are easy to skim and interact with are imperative. You have less than 3 seconds to grab their attention so this may be one of those times where ‘less is more’. 

Here are a few points to remember while drafting a B2B email:

 

  • Opt for plain fonts instead of flashy ones.
  • Choose a clean and simple template design.
  • Use between 50 and 125 words of text in a well-spaced format.
  • Leverage a conversational tone instead of a formal one.

Below is an example of a clear and concise email from a website building and hosting company-Webflow.

B2B E-mail Marketing

Image Source © Drip.com

  • Use short and attention-grabbing subject lines

Among the most relevant B2B email marketing best practices is a focus on crafting the perfect subject line. Remember, having a personalized, succinct and resonating subject line can make the difference between your campaign securing high open rates or going straight to the trash folder.


So get creative by using bold or italic fonts or emojis to grab the attention of the users. Also, make sure to opt for shorter subject lines with 28 to 39 characters as it works very well with mobile users. Lastly, remember that personalized subject lines have a 22% higher open rate than non-personalized ones.

  • Include a strong call-to-action (CTA)

Every email should include a strong and compelling CTA that entices your prospects to engage and share. To ensure a persuasive CTA, use creative language that will instantly grab their attention. Remember, the most effective CTAs are the ones that educate, share and not ‘sell’..

 

Depending on your product or service, you can use text like “Book Now”, “First 50 get … ”, “Let’s talk!”, etc. Also, make sure to restrict the CTA to only 2-3 words.

B2B E-Mail Marketing

Image Source © Powerdigitalmarketing.com

  • Engage Influencers & Decision-Makers

Reaching out to the decision makers might seem like the right thing to do, but B2B sales cycles are a bit more complex than that. A B2B sales cycle involves influencers AND decision makers and it is not uncommon for an influencer(s) to have more leverage than a decision maker.  For example, an Engineering Department – an influencer – might have more leverage than a Procurement Department – a decision maker.

Each segment – influencers and decision makers – has disparate motivating factors and are gauged differently within an organization. Hence, it is important to understand their pain points and to craft specific and personalized emails that address those pain points. This will result in a resonating communication for the respective audience, in turn, driving engagement. In other words – One size does NOT fit all! 

  • Leverage a Marketing Automation Platform 

Marketing Automation is a smart tool that allows marketers to send the right message to the right people at the right time. It triggers automatic and personalized email messages based on the user’s actions. For instance, a company can automate welcome emails when a prospect requests additional information from a website form submit. 

As per research conducted by Campaign Monitor, automated personalized emails generate 320% more revenue as compared to non-automated emails.

Email Marketing Automation Platform

Image Source © TIDIO

  • Test, Test & Test!

Split testing your emails is a great way to identify what is working and what is not. 

By conducting A/B testing on all aspects of your email marketing campaigns including the subject line, the CTA, the copy, the layout, etc, you ensure the optimal engagement for your email campaigns. Consistent engagement will result in a relationship of trust with your prospect. It is THIS relationship that will create the highest probability to convert a prospect to a customer. The old sales adage – “People have to buy into you to buy from you” still holds true!

  • Be relevant to your prospects.  Be a partner – not a vendor.

One of the best ways to nurture leads and convert them to customers is by offering high-quality, relevant, and informative content that helps them – educates them, makes them better at their respective roles, etc.

A marketing automation platform is instrumental in mapping prospects to their respective buying journeys and stages within those journeys. For instance, a prospect in the awareness stage – top of the sales funnel – should receive more educational content like white papers, for example and prospects that are at the bottom of the sales funnel should receive more case studies, spec sheets, product-specific content, etc. 

All in all, the content strategy in the top half of the funnel should help your brand build a relationship of trust with the prospects whereas the second-half of the funnel needs to focus on establishing the credibility for your brand to deliver on the trust.  

  • Make sure your Emails are mobile-friendly

According to Adobe, 85% of users use their smartphones to access email. And this staggering statistic clearly demonstrates the importance of drafting mobile-friendly emails.

If your emails fail to render appropriately on mobile devices, it will adversely impact your campaign’s success. A few suggestion to help avoid this 

  • Single-column emails with all important copy placed in the center. 
  • Bigger font size and an easy-to-spot CTA button always help drive engagement
  • Lastly, there are plenty of online platforms like Litmus & Email on Acid that can help you test your emails on various devices – mobile, desktop and a plethora of email clients like Outlook, GMail, Yahoo, etc..

In Conclusion

When it comes to B2B marketing, email marketing has proven to be one of the most effective marketing channels. If done correctly, the results provide unambiguous ROI. 

Time and again, I have seen manufacturing companies elevate their lead generation efforts for customer acquisition by using the above-mentioned B2B email marketing best practices. These practices have enabled manufacturing companies to consistently grow their sales in double digits. Give it a shot and prove it to yourself! 

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