What we mean by this is that a B2B customer must be exposed to an offer (content bar, stimulus bar) more than once to make a purchasing decision.
Think about it: how many emails do you receive a day? A lot. And do you remember the sender of any of them? The reality is that, unless you have read or received several emails from the same sender, you won't remember.
In B2B businesses, it is much more difficult to make an impulse sale . The reasons are clear and we have seen them before: the investments are higher, the decision is not usually made by a single person and the objectives are not usually short-term.
All of this outlines the scenario we were talking about, in which the sales cycle is lengthened, or, to put it more simply, the decision is made more calmly.
This means that we have to work harder to nurture and make turkey whatsapp number database a good impression on decision-makers. Because, be careful, one thing that comes with selling to companies is that you have to win over users and those who pay for your product, but above all, the decision-maker.
That is, the person who will make the final decision to buy from you. It doesn't necessarily have to be a CEO or a senior manager. It could simply be someone in charge of a specific area, such as a marketing manager.
So don't forget: you're not selling to a company, you're selling to that decision-maker, who is a person like you and us . Convince him or her and you'll have it made.
Your multiple shipment strategy
Your strategy should contain several emails that you will distribute over time, which will be greater or lesser, depending on the nature and value of your product.
There are several types of emails: content delivery or lead magnet, informative, support (we keep the user interested in what we are going to offer them), nutrition (in which we provide value so that they are aware of their needs and the solution they need), or purely sales (we talk about our product, payment options, etc.).
Your multiple shipment strategy
Pleo B2B informational email example
The point is that you have to understand how and when to send each one. It's not just about planning the sendings with an application like Mailrelay, but doing it wisely: as we saw before, strategy is everything.
You might also be interested in: 10 types of email to keep your audience engagedOf course, there are basic emails that you must send no matter what . For example: 75% of users expect a confirmation after registering on your website, and that's where the famous autoresponders come into play .
Have you forgotten? Okay, here's a dramatic fact: 90% of new opportunities go cold within an hour . After that, they'll forget about you faster than an extra in a B-movie.