Nine Ways to Stretch Your Marketing Dollars

Ask almost any industrial marketer and they will tell you there are never enough marketing resources. According to the research report, “2019 Trends in Industrial Marketing,” the leading marketing challenge is a lack of marketing resources—in terms of dollars, people and time. It was reported as a top three challenge by 37 percent of marketers, and as the single biggest challenge by 21 percent.

Further constraining resources, headcounts, and budgets are staying steady for the majority of industrial companies. Only 25 percent of companies are adding marketing people; just 31 percent are spending more on marketing.

Bemoaning the lack of resources doesn’t help, and subpar marketing performance because of a shortfall of marketing dollars simply isn’t acceptable. It’s up to marketers to find ways to stretch their budget and meet their marketing goals. Here’s what you can do:

1. Always Be Aligned

Your marketing programs should be perfectly aligned with your goals. This is the simplest way to make sure you are making the most efficient use of your resources. Before you invest in any program, always ask the question: Is this the best program for achieving our marketing goals? If not, don’t spend on it.

2. Repurpose Content

Content creation can be a resource drain. Look for efficiencies when creating marketing content. Make it a priority to create content that can be easily adapted for use across multiple channels, in multiple formats, and among different audiences. This offers the additional advantage of delivering a consistent message. Other content hacks include using templates to save on design costs, creating PDFs rather than printed pieces, and recruiting internal subject matter experts (SMEs) to help write technical content.

3. Use Marketing Automation Software

There is a good selection of low-cost marketing automation solutions on the market that can help you increase efficiency and save money. With marketing automation, you can easily segment lists, streamline lead nurturing, quickly access detailed reports and much more. A small investment can pay significant dividends.

4. Be Smart About Search Marketing

Optimize the pages on your website to rise in search results rankings for specific keywords that are important to your business. Keeping content fresh and current will also help. For paid search, focus on narrow search terms that will deliver more qualified traffic to your site. Don’t waste money on expensive keywords that everyone else is bidding on.

5. Focus Your Social Media Efforts

You don’t need to create and maintain profiles on every social media platform. It’s a waste of time and money, and it’s unlikely you’ll be able to keep up or attract the attention you’re looking for. Instead, choose the social media channels that work best for you and that engineers are more likely to use. LinkedIn and Facebook are the two most popular channels for engineers. They’re great places to promote that reusable content you’ve been creating.

6. Don’t Purchase Email Lists

Purchased lists are a bad idea. They historically and dramatically under perform a clean in-house list. Plus, are you sure every name on that purchased list is verified as opt-in? Purchased email addresses are expensive and if you’re not careful you can run afoul of data privacy and protection laws.

A better idea is to advertise in a respected industrial email newsletter that you know is opt-in and is targeted to the audience you want to reach. Plus, your media partner will handle all list management functions, helping you to preserve your resources for other projects.

7. Cut Back on Travel

Industrial marketers still find tradeshows an effective marketing channel. But if you exhibit or attend multiple shows every year, the expenses pile up. Can you free up resources by going to one less show this year? If not, can you opt for a more modest presence? Can you negotiate a better sponsorship deal if you also host an educational session of interest to attendees?

8. Conduct Joint Marketing Programs

Work with a partner that offers complementary products and services to a similar target audience as yours. With two companies sharing the costs of a marketing program, your dollars can go a lot further. It’s also a good way to gain access to a potential new customer base.

9. Find a Trusted Media Partner

One way to help alleviate the lack of resources is to find a trusted, expert media partner who can help you optimize your mix and get the most out of your budget, while allowing you to free up some internal resources for other efforts. The right media partner will help you more efficiently reach your target audience and will be nimble enough to help you tweak programs along the way for better performance.

E-Mail Marketing Industrial Marketing and Sales Marketing Strategy

The Fundamentals of a Successful Email Campaign

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If you’re like many industrial marketers, you’ve been using email marketing for many years. Email remains the number one marketing tactic in the industrial space. But at this point, you may not be getting the same level of audience engagement that you have in the past.

The issue could be that email marketing has become so familiar that you might not see simple opportunities to improve performance. Sometimes the answer is to go back to the fundamentals that made you successful in the first place, and to make sure you’re doing everything right that you can control—from subject line to sign off.

Always keep the number one rule of email in mind: Relevancy drives engagement. Each of these fundamentals forces you to think about relevancy, with the ultimate goal of increasing engagement.

Choose a Template to Fit Your Purpose

Consider the typical emails you might send:

  • Offer to download gated content
  • Invitation to a webinar or other event
  • Link to watch a video
  • Share a case study
  • Promote a new product
  • Provide a collection of links to curated content

Each of these emails has a different purpose and a different call to action. If you consider your purpose first, choosing an appropriate template becomes an easy decision.

For an email with an offer you would use a template that has bold and highly visible buttons for the user to take action. A product promotion would use a template with room for product photos. A video email would use a template that allows the video to play within the email itself, or at least highlights the video prominently. A collection of links might use a simple list-format template.

Most email marketing platforms offer a variety of useful templates. Whatever template you use, remember that busy professionals tend to scan through emails quickly. Use layout elements that make it easy to quickly absorb content: bold headlines, a strong image, bullet points, short paragraphs, and a highly visible call to action in both text and button formats.

Get Your List Right

Rarely should you send the same email to your entire list. What’s important and relevant to a field engineer may not be to a product director, so they shouldn’t get the same email.

A sure way to increase engagement is to send the right email to the right audience. This requires list segmentation. The lists you create depend on the data available to you and your marketing objectives. New customers get welcoming emails. Current customers get upgrade emails. Hot prospects get purchase offers. Users of Product A get promotions for Product C.

Teamwork: From Line and Subject Line

This is what your audience sees first in their inbox, and it’s your first opportunity to be relevant and engaging.  Your email must be from a person’s name or a company name that your customers and prospects recognize. Otherwise, there’s no relevancy, and your email will likely be discarded unopened.

Subject lines are worthy of a long discussion, but the most important thing to keep in mind is that a subject line’s singular function is to motivate the recipient to open and read your email. Subject lines should be benefit oriented and convey a sense of urgency so that recipients open your email immediately rather than save it for later or pass it by completely. Here are several subject line examples:

  • Just published: Top ten reasons why hydraulic pumps fail
  • Registration closes Friday for Webinar on lasers
  • June 12, Orlando: Solar cell expert to speak at conference

Include a Strong Call to Action

‘Action’ is the key word here: download, read, view, register, get. These are all action verbs. That’s just the start. Relevancy comes in with the rest of the call. It can be longer when you use text: ‘Download five ways to boost battery power.’ Or: ‘Watch how to install an oscillating pump.’ On a button: ‘Download now.’ Or: ‘Register now.’ Use both text and graphics for the call-to-action—they lead to the same place.

Focus on Conversion

If you’re offering a download or video, conversion takes place when your recipient clicks through. Other times, you will direct your audience to a landing page form. Use similar graphics and messages in the email as in the landing page, to provide continuity and to let people know they’ve come to the right place.

If you’re using a registration form, keep it simple and easy, asking only for the minimum information you need to begin a dialog with customers and prospects. In other words, make it easy for them to engage.

 

 

E-Mail Marketing

How to Maximize the Performance of Your E-Newsletter Campaigns

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As most industrial marketers know, newsletters are one of the most valuable advertising mediums. As a newsletter advertiser, you benefit from access to a highly engaged audience of decision makers who rely on these publications as a source of valuable news and content.

When establishing a newsletter program as part of your overall marketing mix, you want to ask yourself the following tried-and-true questions:

• WHO am I looking to reach?
• WHAT do I want to communicate to this audience?
• WHERE can I reach them; what publications are they reading?
• WHEN should I schedule my advertisements?
• WHY am I running this campaign; what results do I expect?

Once you’ve built the framework for your campaign, then you need to ask yourself, How do I most effectively deliver my message to my audience?

You should be aware that newsletter advertisements do not perform like traditional forms of display advertising. Engineers and technical professionals look to these newsletters mainly for new, timely and relevant content. And research shows that advertisers who consistently use fresh ad copy see better results. On average, advertisers see a 20 percent decline in performance when reusing advertising content just one time. And this performance decline increases steadily after each reuse.

To make the most of your newsletter investment, submit original content for each ad placement. Even if you are focusing your campaigns around a single or limited number of products, technologies, or offerings, you will see better results with a frequent rotation of new ad copy.

Not sure how to get started? Consider these best practices when creating your next newsletter advertisement:

1. Create a clear, concise and compelling headline. Your subject line is your first
impression. Pull the reader in with your message.
2. Feature an image that complements your ad. A picture needs to work hand-in-hand
with your headline and copy. Our research shows that photos perform better than logos. An image with a white background is optimal.
3. Emphasize the benefits – and not necessarily the features – of your product or offer.
What will the audience gain by engaging with your ad? Think about content that either
shares knowledge (such as datasheets, product specs, design kits, technical documentation, and videos), or shows how your solutions rise above the competition
(shortening design cycles, speeding product to market, or delaying technological
obsolescence, for example).
4. Use links effectively. Depending on the goals of your campaign, direct readers to an action that creates opportunities for further engagement, or to additional content for
building thought leadership and awareness.

E-Mail Marketing Marketing, General

What’s Working Now in Email Marketing

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Email is one of the industrial marketer’s top marketing tactics. Most companies have a reliable house list and many publish a regular e-newsletter. But there’s also email fatigue setting in among your audience. Everyone’s inbox is overflowing. Inboxes are overflowing with emails that are irrelevant to their recipients, and unrelated to their interests and needs. Often, recipients delete emails without opening them.

Despite these challenges, email marketing can be cost effective and produce positive results in terms of reach, opens, clicks and conversions. In fact, according to  “2019 Smart Marketing for Engineers”, a report published by IEEE GlobalSpec and TREW Marketing, 89 percent of engineers said the email/e-newsletters they subscribe to are valuable sources of information on the latest engineering technologies, industry trends, products or services. Forty-three percent of engineers subscribe to 2-3 e-newsletters, while another 43 percent subscribe to four or more.

However, engineers are a busy and discerning audience. They won’t tolerate poor email practices on your part. When faced with their email inbox, 50 percent of engineers scan for subject lines that intrigue them and delete the rest. Without a subject line that gets their interest, your email might never get opened. Thirty-seven percent open most or all emails to scan for content or to read every one.

Every marketer that publishes their own emails understands it takes effort and resources to manage their subscriber list, including adhering to strict General Data Protection Regulations (GDPR) for any subscribers who reside in the European Union. You also need production resources, which may involve content developers, graphic designers, and others. Faced with these challenges, its easy to see why not all emails are successful.

An Effective Alternative to the House List

One way many industrial marketers are easing the burdens of email marketing while still reaping its benefits is by advertising in third-party e-newsletters published by media partners. Depending on which media partner you work with and their expertise and ability to target your audience, the advantages of e-newsletter advertising are many:

  • The publisher handles all list management. This includes cleansing addresses, managing unsubscribes, adding new subscribers to the list, and adhering with all antispam laws and GDPR regulations.
  • The audience consists of only opt-in subscribers who have requested to receive the e-newsletter and are likely to expect, recognize and open the e-newsletter when it arrives in their inbox.
  • As a marketer, you can connect with hard-to-reach members of your target audience who are not on your own house list, yet would still be interested in your content, products and services.
  • Your required production resources are much less. Often, you need only provide an image and a few lines of copy and the publisher will design your ad for you.
  • The publisher provides comprehensive and timely reports demonstrating the performance of your e-newsletter ad, such as number delivered, opens, clicks and forwards.
  • The right media partner will be able to help you integrate your e-newsletter ads with other marketing programs, resulting in an approach that makes best use of your marketing resources.

With the right partner on your side, e-newsletter advertising works. Is it time to add this program to your marketing mix? IEEE GlobalSpec offers 70+ newsletter titles that focus on specific industry segments and products. These e-newsletters target the very professionals you want to reach via their inboxes, giving you access to a highly engaged audience of decision makers who use e-newsletters as a key resource during all stages of their buying process.

Find out more about e-newsletter advertising here.

 

 

 

 

 

 

E-Mail Marketing Marketing, General

How to Keep Your Email Marketing Lists Sparkling Clean

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Over time, the quality of your marketing list diminishes. Some experts report that email lists degrade at a rate of more than twenty percent each year, which isn’t that surprising. People change jobs or email addresses; businesses move, merge or shut down. Additionally, errors in the data entry and verification process can lead to duplicates and bad addresses in your databases.

Dirty data can derail your marketing efforts, negatively skew your email marketing metrics and harm your reputation as an email marketer. Your undeliverable and bounce rates will increase, as do spam complaints, while your open rates and click-through rates decrease.

Maintaining a clean list isn’t a luxury for industrial marketers—it’s a requirement for success. So how do you do it?

Clean your list

Data cleansing is the process of identifying outdated, incorrect or incomplete contact records and correcting any typographical errors and eliminating duplicate entries.

Sometimes you can clean your list manually, depending on your list size. You could review your list to catch common data entry errors such as misspellings of domain names, for example, imb.com instead of ibm.com, or gmial.com instead of gmail.com, and to look for duplicate entries.

Other options for cleansing a list include working with a vendor that offers list hygiene services. If you contract with an email marketing service provider, they often have tools to help clean your lists.

Append data to your list

For lengthier lists, you might use a service that both cleanses and appends data. The process matches your list against already verified lists from a vendor to replace outdated or incorrect data in your list with new, up-to-date information. Examples would be swapping a contact’s business email and title from their old job with their new title and email at their new company.

However, a service that appends email addresses to other user data you already have (such as name, title, and company) is a controversial practice in the email marketing world. Sending an email to people who have never explicitly opted-in is against best practices and sometimes against the law. Be sure to ask any vendor you might work with how they handle this situation. Find out if email addresses they append are from subscribers who have agreed to receive emails from companies such as yours.

Control points of data entry

Another way to ensure a cleaner list is to control the points of data entry. These typically consist of conversion forms on your website or data entered manually, such as transcribing an email address and other data from a printed form.

In these situations, you can take steps to reduce the potential for errors. For web forms, it’s a good practice to request that a user input their email address twice in order to ensure accuracy and reduce typos. You can also implement a process in which you send an email to the user and they must click on a link to confirm their opt-in. For company names or postal addresses that are typed in, you can use an address-matching service to check for accuracy. You can also do this for data entered manually.

Maintaining an opt-in list

Another important list hygiene practice is purging email addresses of those who no longer want to engage with your company.

To weed out unengaged subscribers or to spot potentially bad email addresses, create a sub-list of subscriber email addresses that bounce and of subscribers who have not opened your emails over an extended period of time.

Users that don’t download images or that use a preview pane to view emails still might be reading your emails, but it won’t hurt to have them on a sub-list that you email to promote engagement with your company. You just have to word your email appropriately. For example, you might tell subscribers you hope they find value in your emails and ask them to confirm their email address to ensure they continue to receive your emails.

Subscribers who don’t respond to several attempts at re-engagement should be removed from your list.

A final word

List hygiene isn’t a one-time task. It’s an ongoing process that should be embedded in your marketing workflow. Put checks in place during data entry, cleanse your lists of errors and duplicates, and conduct engagement campaigns to weed out bad addresses and unengaged subscribers. If adding another task to your revolving to-do list sounds daunting, find a trustworthy media partner that can help. The result will be an improvement in email marketing metrics and better results on your campaigns.

 

 

 

E-Mail Marketing Marketing, General

Email Needs to Align With Your Larger Marketing Goals

Amber Cooleen, IEEE GlobalSpec’s Senior Director of Audience Development, and Linda Uslaner,  Senior Director, Product Management recently contributed to eMarketers latest report “Email Marketing StatPack 2018: Benchmarks and Trends.”

You can view the entire report here.

Emarketer Benchmarks Report

eMarketer’s Emali Marketing Statpack 2018: Benchmarks and Trends report features the latest data and trends for the email marketing landscape, as well as interviews from industry experts and brands.

The report tackles, among other topics, tips for managing email and aligning it with the holistic customer experience. Among their findings:

  • Email marketers top challenges include staffing and resource constraints, poor coordination between other departments and channels, and bad strategy or leadership.
  • Email has become part of the larger marketing team’s efforts
  • In-house markters worldwide dedicate the most time to email design and content, vs. transmission, reporting,  or strategy and planning

You can view the entire report here.

E-Mail Marketing Marketing, General

Producing Relevant Emails is Impossible Without Data

Amber Cooleen, IEEE GlobalSpec’s Senior Director of Audience Development, and Linda Uslaner,  Senior Director, Product Management recently contributed to eMarketers latest report “Email Marketing StatPack 2018: Benchmarks and Trends.”

You can view the entire report here.

EMarketer StatPack 2018

eMarketer’s Emali Marketing Statpack 2018: Benchmarks and Trends report features the latest data and trends for the email marketing landscape, as well as interviews from industry experts and brands.

The report tackles, among other topics, tips for crafting relevant messages with Data-driven strategies. Among their findings:

  • Relevant emails result in better performance and help marketers stand out in the inbox
  • 82% of in-house marketers worldwide use basic segmentation in their email marketing strategy
  • Behavior-based triggers are a real-time way for marketers to send relevant emails
  • Advanced marketers are starting to experiment with dynamic email content

The entire report is availbale for download here.

E-Mail Marketing Marketing, General

Best Practices for E-Newsletter Advertising

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Publishing your company’s own newsletter is an effective marketing tactic, but you can reach only people already on your house list. To place your company, products, and services in front of an engaged, motivated audience, and to increase brand awareness and engagement opportunities, many industrial marketers are advertising in respected and trusted industry newsletters.

Subscribers use e-newsletters as a resource for timely information and to stay current with new technologies, product applications, and suppliers during the buying process. Forty-five percent of technical professionals subscribe to three or more free e-newsletters, according to the “2017 Digital Media Use in the Industrial Sector” research report from IEEE GlobalSpec Media Solutions.

E-newsletter advertising is a great way for industrial marketers to connect with and influence their target audience. Your efforts, however, will only be as effective as your ad’s copy, image, and call-to-action. Follow these best practices to create compelling and noticeable advertisements that encourage readers to take action.

Set Goals

Your goals will determine what kind of ad you produce and drive all creative and content decisions.

For example, if your goal is to drive engagement opportunities, consider a product-specific ad that focuses on a particular product’s benefits and how it can solve a problem or help a reader do a job more effectively. These types of ads will interest a prospect that is at the stage of their buying cycle when they are evaluating or comparing different products.

On the other hand, newsletter ads can be used to reach readers early in their buy cycle who aren’t quite ready to make a decision. These prospects will be more interested in educational ads that promote white papers, technical articles, and other relevant content. Such ads can help educate readers about your products or trends in the industry while helping you build brand awareness.

Write Compelling Headlines

The most successful headlines and copy are those focused on the interests and needs of your audience. Know your audience and your content will flow from there.

The ad headline is your most important piece of copy. The headline determines whether a reader will simply glance over your ad or spend a moment reading the rest of your copy.

Keep your headline short and to the point. Be persuasive and use your headline to promote a solution to a problem. Example: “New Container Seals Resist Tampering.” Or use your headline to offer something of value to the reader. Example: “Complimentary LED Mount Sample Kit.” Or: “How to Calibrate an Oscilloscope.”

Complement with Copy

Your copy should complement and build upon the promise of your headline. It should be easy to read, therefore short, simple sentences work best. Focus on benefits and creating value for the reader rather than making a sales pitch, and use copy to speak directly to your reader by using words like “you” and “your.”

Don’t feel like you need to get all of your points into the copy- there simply isn’t enough room. Instead, provide just enough incentive for the reader to click-through for more information.

Add an Image

Along with your headline, the image in your ad is what gets noticed first. Again, the word is complementary: your image needs to work hand-in-hand with your headline and copy. If it doesn’t, the reader will be confused and quickly move on.

Ensure that your images are high quality. Product photos should be clear and crisp. Avoid graphs and images that include text as the words may not be legible. Unless your goal is corporate branding, company logos will not be the best use of an image in your advertisement. Readers who are unfamiliar with your company or don’t recognize the logo may pass over your ad.

Add Hyperlinks

Every e-newsletter ad should include a call-to-action that entices your reader to click. Your CTA should give a reason to click and make clear exactly what will come next. “View a product demo video,” “Visit our website for more information,” “Order a product sample,” or “Download the white paper” are good examples of transparent call-to-actions.

Consider using more than one hyperlink. You can put one in the copy, which might be, for example, the name of your product or title of a white paper, and another link in the call-to-action.

Choose the Right E-Newsletter

When deciding which industry e-newsletters to advertise in, make sure you work with a media partner that has the attention of the audience you are trying to reach, the expertise to help you create a compelling ad, and backend reporting services that deliver timely information to you including click-through rates, engagement opportunities and other metrics that help measure your success.

IEEE GlobalSpec Media Solutions offers you the ability to target the very professionals you want to reach via their inboxes. Our 80+ newsletter titles focus on specific industry segments and products, giving you access to a highly engaged audience of decision-makers who use newsletters as a key resource during all stages of their buying process. Find out more here.

E-Mail Marketing Marketing, General

Where to Catch Engineers? In Their Inboxes

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Engineers and technical professionals overwhelmingly find value in work-related emails and e-newsletters from publications and vendors, according to new research from IEEE GlobalSpec Media Solutions and TREW Marketing, “Smart Marketing for Engineers.”

The survey of technical professionals of all ages and from all regions in the world uncovered a number of compelling findings that should prompt you to pump up your email marketing:

Eighty-seven percent of engineers subscribe to at least two e-newsletters.

Nearly 50 percent subscribe to four or more. Engineers in the EU subscribe to more e-newsletters than any other region, with 35 percent subscribing to six or more publications.

This means that engineers in every region of the world are regularly turning to e-newsletters as a resource for information on products, technologies, and vendors, as well as for industry news. It also means engineers are checking out the content from a variety of vendors. Your e-newsletter has to stand out from competitors by offering valuable, targeted content.

Engineers aren’t deleting your emails.

When they receive e-newsletters in their inbox, nearly 50 percent of engineers scan subject lines that intrigue them and delete the rest. Thirty-eight percent of engineers open most or all e-newsletters to scan for content or read every one. Very few engineers delete most e-newsletters automatically or filter them.

These results underscore the importance of your subject line. While by its nature very short, the subject line must be written with as much or more care than the rest of your e-newsletter. The most effective subject lines offer a compelling reason to open the email, such as important news, a new and relevant white paper, or a time-sensitive invitation.

Put effort into enticing as much of your audience as possible to interact with your email content. A subject line such as: “White Paper: Five Reasons Why Hydraulic Pumps Fail” promises important information to a targeted audience and will likely result in higher open rates.  “Registration Closes Friday for Webinar on Solar Cells” creates a sense of urgency.

Virtually all engineers find e-newsletters valuable.

Only five percent of engineers say that e-newsletters are not very valuable when seeking information on the latest engineering technologies, industry trends and products. The takeaway here is that if you want to connect with engineers during their buying process, meet them in their inbox using targeted, relevant emails. What about the five percent that don’t find e-newsletters valuable? We don’t understand them either. Maybe they’ve only experienced e-newsletters that haven’t been targeted to their information needs.

No matter how good an email marketer you are, at some point you’ll bump up against the limit of your effectiveness if you only send an e-newsletter to your own internal lists.

You can pump up your email marketing efforts and reach a broader yet still targeted audience by advertising in industry e-newsletters. Appearing in a third-party e-newsletter offers a number of advantages:

  • Your company can be associated with another respected and relevant brand in the industry that your audience relies on.
  • You can connect with hard-to-reach audiences in different markets and geographies.
  • Your media partner will handle all list management, email production, sending and tracking.
  • You can benefit from your media partner’s advice about placement, frequency, messaging, and also receive comprehensive reports about the performance of your advertisement.

For a deeper dive into the most effective ways to target highly technical audiences—not only through email, but also other digital channels—download your complimentary copy of the latest research from  IEEE GlobalSpec Media Solutions and TREW Marketing: “Smart Marketing for Engineers.”

 

E-Mail Marketing

Five Marketing Myths Debunked

We’ve all heard “facts” about B2B marketing that are based on misconceptions or assumptions. You might have read or heard that something is true when in fact research data or your own analysis can prove that it’s not.

Basing your marketing decisions on myths can lead to subpar results. To help you improve your marketing effectiveness, here are five common marketing myths, debunked.

Myth #1: People don’t attend webinars on Mondays or Fridays

Research conducted by HubSpot found that Tuesday, Wednesday and Thursday at 1 or 2 pm EST are the best times to host webinars, but the best time can vary widely based on your time zone, your audience’s time zone, their schedule, and more.

ClickDimensions Marketing, after experimenting with different times to hold webinars, offers this advice: “If you can offer a variety of times, you will get a great turn out and appeal to viewers in other countries for having made the effort. If you think about the average webinar, the majority of the effort goes into promoting it and assembling the content. Thus, if you’re going to go to all the effort, why not run the live webinar a few times during the day?”

Another issue with following the midweek trend for webinars is that you face more competition for your audience’s attention. Other companies are also hosting webinars on those days. It’s worth experimenting with a Monday or Friday webinar to find out what your draw is like.

Again, testing different times and days of the week is your best approach. Every business is unique—as is your audience—and what works for one company may not for another.

Myth #2: Tuesday through Thursday mornings are the best times to send email

It’s been common knowledge throughout the industry that people tend to open their email in the mornings and that Mondays and Fridays are days to avoid sending email. But as customers are becoming more and more mobile, email opens occur at all hours, on all days, and on all devices.

According to Entrepreneur, for B2B emails aimed at entrepreneurs and workaholics, the weekend is the best time to send emails. Saturdays yield the highest open and click-through rates. For those who work regular hours and don’t check email outside of work, the most opens and clicks occur Tuesday through Thursday.

Even though the weekend was not the most popular time to send emails, those who opened were much more likely to engage with the emails they received, and click through or purchase.

Again, experiment with different sending times and days, and track results to see what works best. Perform an A/B test using only the day or time as the variable to provide some insight.

Myth #3: When it comes to content, more is always better

Though it feels like the general advice about content marketing is “create as much content as possible,” the truth is that it’s better to have targeted, relevant content than simply more of it. The Content Marketing Institute reported that although the majority (88 percent) of B2B marketers use content marketing as a strategy, the median time people spend on an article is 37 seconds. That means your 3,000-word article is skimmed for a few seconds and then dismissed.

The solution is to focus on content quality that will keep your readers engaged.  Understand your audience’s information needs and content consumption habits, and create content that fits those needs. That way, your content efforts won’t be wasted.

Myth #4: Engineers don’t make B2B purchasing decisions

Not true. The 2016 Industrial Buy Cycle survey conducted by IEEE GlobalSpec Media Solutions found that purchasing is a collaborative effort, with staff engineers and engineering managers having the majority of influence. Budget authority resides throughout the organization—not just with senior managers.

For marketers, this means you must communicate with the entire engineering team, including operations, corporate management, and purchasing. In addition to your overall marketing message, develop a strategy to communicate with each of these different personas, make a connection with them, and address their key concerns.

Myth #5: Social media results aren’t measurable

Like most things digital, social media is immensely measurable. Social media analytics and marketing automation platforms can surface meaningful numbers and benchmarks to guide your practice.

The key is to align your B2B objectives with your social metrics. Most industrial marketers use social media to increase brand awareness and distribute content. Shares, mentions, comments and likes can all provide brand awareness measurement. Clicks and download of content can demonstrate the effectiveness of content marketing. But if you’re expecting to measure new customers gained exclusively through social media outreach, you will be disappointed. Social media is only one of multiple tactics and touches that must work within an integrated plan designed to win new business.

That’s it for this edition of marketing myth busting. What other fallacies have you uncovered through your own data and analysis? Let us know!

Content Marketing E-Mail Marketing Social Media Webinars