Infrastructure Law Requires Marketing Response

The $1 trillion Infrastructure Investment and Jobs Act (H.R. 3684) was signed into law on November 15, 2021. The funding provided through this law will impact an entire ecosystem of domestic manufacturing industries, from contractors and their subcontractors to architects and designers, to machinery and industrial equipment companies, to the companies that create and install the materials for each bridge, tunnel, and road.

In addition, the law will add roughly 2 million jobs per year for American workers, and the initiatives are expected to last over the course of a decade, according to White House estimates.

Large industrial, engineering, and construction firms will benefit from this bill. As will many local small to midsize shops, construction companies, and technology firms.

Marketing and sales teams in manufacturing will likely want to make adjustments in how to present themselves to this new market. Now is the time to get started. Here are several areas that may need more attention.

Adjust Brand Messaging

You may want to change the emphasis of your content marketing messaging to demonstrate what your company is aligned with and which supports areas that are being funded.

In your on-page SEO and off-page paid search efforts you can focus on specific keywords related to the infrastructure law and its initiatives. Consider writing blog posts and white papers related to the infrastructure law and how your company, products, and services dovetail with the specific areas that will receive funding.

You can also create your own graphic element that identifies your company as a supporter of infrastructure projects and add it to your website along with other content.

Keep Current with Announcements

Stay on top of official announcements about new infrastructure projects. There will likely be a number of RFPs/RFIs you can participate in. Whoever is responsible for responding to requests—sales, engineering, marketing, or an interdisciplinary team—will need training to help differentiate their company by showing an understanding of the government’s requirements.

Plan New Campaigns

You might find you need to shift the focus of some marketing campaigns. There are services that could see an increase in demand due to infrastructure projects, so you will need to increase the visibility of these specific products. Combining fresh campaigns with optimized brand messaging can help you increase visibility, get noticed by new prospects, and generate opportunities.

You should also plan outreach for current customers who might benefit from infrastructure initiatives. This will remind them you are able to serve their growing needs.

Support New Partnerships

Many of the infrastructure initiatives will be large projects requiring coordination and participation among multiple firms. Company executives will likely be considering which joint ventures, partnerships, and even acquisitions might your company in a better position to secure infrastructure jobs.

Marketing plays a role in this because of the way your brand is viewed by others in the industry and government agencies. You may need to produce new content and advertise in new areas by partnering with firms that emphasize your company’s expertise.

Compete in the Labor Market

The labor market is already tight, so companies should be prepared to compete for talent. Marketing can help by optimizing company profiles on LinkedIn, Facebook, and other social and marketing channels. Show why you’re a coveted company to work for: how you use modern technology and processes, offer work/life balance, provide challenging opportunities, foster the right culture, and more.

Although the bill has only recently been signed into law, some infrastructure projects are shovel ready. Others will see development over the next few years. Get head now by putting messaging and processes in place to make sure you are discovered and competing for potential new business.

Industrial Marketing and Sales Marketing Strategy

Industrial Marketers Planning for 2022 – Part 1

Many industrial marketers are deep into planning for 2022. If you haven’t started yet, now is the time, and we’ve got resources to help you.

By beginning your planning process now, you can gather evidence to justify your expected expenditures, receive executive endorsement for your budget, and be ready to launch when the calendar changes. Companies getting an early start on their marketing plan can get a jump on competitors and be better positioned to win business going into the new year.

This two-part series (Part 2 is coming in December) will help you create an effective marketing plan for 2022 that will fit your budget and capabilities, align your market and customer trends, and help achieve your marketing goals.

Part 1 focuses on evaluating your current program and understanding the industrial marketing trends that will affect your strategy for 2022. Part 2 will offer tips to help you develop the optimal marketing plan.

Assess the performance of your current plan

How are your current marketing programs performing? The complimentary GlobalSpec “2022 Industrial Marketing Planning Kit” offers a number of tools to help you measure the performance of your marketing. The kit includes a chart to plot the engagement and branding capabilities of your current programs and to identify gaps, a grid to compare the quality of your leads to your ideal customer profile, and a matrix to help you analyze the effectiveness of your expenditures across various media channels.

Access your complimentary copy of the “2022 Industrial Marketing Planning Kit” here.

The foundation of any performance assessment of your current marketing is the ability to measure marketing results. Measurability is just one of many reasons why industrial marketers are increasing their use of digital media, along with the engineering audience’s preference to seek information through digital channels.

Digital marketing programs offer the inherent advantage of measurement through page views, clicks, downloads, shares, conversions, and other trackable metrics. If your current channel mix is not mostly digital, then you should consider allocating more budget towards online in 2022.

Account for all channels

Keep in mind when evaluating current programs that your customers typically have multiple interactions with your company and content before they make a final purchasing decision. They might meet you at a trade show, visit your website, click on an e-newsletter advertisement, watch a video, and attend a webinar all as part of their buying journey.

Each of these marketing touches contributes to the eventual sale—not just the first action they took to connect with you or last action they took before making a purchase decision. Be sure to track all of these activities to properly evaluate marketing performance.

Five trends that can influence your plan

Before you begin to plan 2022 marketing programs and choose channels, you should familiarize yourself with industrial marketing trends that will influence your decisions. These include:

  1. Digital assets dominate, and the events of 2020-21 have created an even greater reliance on it. Our recommendation to you: go all in on digital. According to McKinsey & Company, more than 70 percent of B2B buyers and decision makers prefer digital or remote interactions with vendors. In 2022, make sure your website is easy to navigate and packed with fresh content, your webinars are engaging, your display ads capture attention (try adding video snippets), and your emails are targeted and compelling.
  2. Around half of all content on the web is consumed through mobile devices. Having a responsive website that renders content in an easy-to-consume format on mobile devices is no longer a luxury item for marketers. It is a requirement. According to the website management company SWEOR, it takes less than a second for users to form an opinion about your website that determines whether they like your site or not, whether they’ll stay or leave. The company also reported nearly 8 in 10 customers would stop engaging with content that doesn’t display well on their device.
  3. Industry research firm Demand Gen Report found that B2B buyers rely more than ever on content to educate themselves. Expect this trend to continue. Top content formats B2B buyers have engaged with during their buying experience include video, white papers, blogs, webinars, case studies, and research reports. But in the early stages of purchasing research, buyers rely more on shorter, quick-hitting content types. Specifically mentioned were listicles, infographics, blogs, and video. Make sure these shorter, visual content types are part of your content portfolio.
  4. If you’re not already using marketing automation, do your homework for 2022. Marketing automation can improve lead scoring, personalization, targeting, segmentation, campaign management, and tracking of metrics. That’s a significant list of benefits. You can save time and staff resources using marketing automation, and you don’t have to break your budget to get started. There are a range of low-cost marketing automation solutions on the market, for small companies and large, and most of them are easy to learn and get up and running.
  • Manufacturing marketers use multiple digital channels to connect with their target audience and generate engagement opportunities. The channels need to work together as part of an integrated, holistic approach to marketing. One recommendation we can make is to consult with one of GlobalSpec Media Solutions’ marketing experts. We can help you design a multichannel marketing program for 2022 to reach the right audience at every point in the buy cycle including newsletter advertising, display ads, searchable catalogs, and more. Contact us today.

Study your company’s 2022 business plan

If your company is planning to introduce new products, expand to new markets or customer segments, or launch other strategic initiatives in 2022, you will need to build your marketing plan and create content to account for these initiatives.

Meet with executives to learn about the timing of new plans. You should also meet with sales leaders to understand revenue growth objectives. This will not only give you information you need to create your marketing plan, it will demonstrate that you are proactive about developing a plan that supports your company’s goals and objectives.

2022 Industrial Marketing Planning Kit

GlobalSpec created the 2022 Industrial Marketing Planning Kit to help you develop an effective marketing plan that targets your audience of engineering and technical professionals. Add this valuable resource to your 2022 planning efforts today. Click here to download.

Marketing Strategy Marketing Trends Marketing, General Product Marketing

How to Overcome Three Common Content Marketing Challenges

Research from the Content Marketing Institute (CMI) states that 55 percent of content marketers rate their organization’s overall level of content marketing success in the past 12 months as moderately successful, with 29 percent saying they have been very or extremely successful.

Despite those successes, content marketers still grapple with a number of challenges. Here are three of the most common challenges and tips for overcoming them.

Finding Subject Matter Experts (SMEs)

During the pandemic, a lot of people left their current organization to pursue other opportunities; leaving many companies short on SMEs, or Subject Matter Experts. Research shows that when people walk out the door, a lot of expertise and institutional knowledge goes with them if there are not rigorous processes in place to preserve, protect, and pass on technical knowledge.

Even if you do have in-house SMEs, finding someone with both technical expertise and good writing skills is no easy task. In addition, some of your more seasoned SMEs likely have full plates, and would not look with favor on a request to write a blog post or technical article to support your marketing efforts.

One way to get around this challenge is to not ask your SMEs to do the heavy writing for you. You can ask them to jot down thoughts on a subject, or list bullet points on a topic, or simply to have an interview-type conversation with you, and then use a writer to turn the source material into compelling content.

Another approach is to seek outside SMEs. CMI’s research shows that half of companies outsource at least one content marketing activity. The top challenge for B2B marketers who outsource is finding partners with adequate topical expertise.

Look on social media, such as LinkedIn, for professionals who post about topics relevant to your company. Reach out to ask if they could produce a bylined article or other content for your company. They’re in the brand-building business as well and may be inclined to help. If they can’t, maybe they can recommend someone else that would be a good fit.

You could also reach out to presenters at industry webinars or conferences, or contact experts who write for industry trade journals. Additionally, you can post on an industry or professional association a notice you are seeking SMEs.

Creating Content for Different Roles

Another challenge is creating content for multi-level roles within your target audience. It’s tempting and easier, yet ultimately ineffective, to produce “one-size-fits-all” content. If your content is not targeted to your audience’s information needs, they will ignore you. They may also ignore your brand.

Whether you create separate content for different audience roles, or address them separately within the same content piece, you can segment your audience and their needs into three types of buyers: analytical, economic, and technical.

Analytic buyers want to know they will be able to solve a problem using your products or technology. You’ll need to answer questions such as: What functions does the product perform? What are its specifications? Why is your product better than another product? Or: How does your service meet my needs?

Economic buyers want to know the financial impact in terms of return on investment for purchasing your products and services. The benefits to economic buyers might be measured in terms of expected time savings, increased efficiency, uptime, product lifespan, reliability, warranties, opportunity cost, or other factors.

The technical buyer is often behind the scenes and may not come into play early in the buy cycle. They are concerned with the bigger picture of whether your product, component or service will fit into the larger technical infrastructure, environment, or policies at their company. For example: Are your products compatible with other products the customer uses? Do your products integrate well or will modifications elsewhere be necessary? How is support provided? These questions are particularly relevant with software and hardware purchases, but also for other industrial products.

Differentiating from Your Competition

Seventy-eight percent of the most successful content marketers differentiate their content from the competition, while only 23 percent of the least successful ones do. If you can differentiate, you can stand out.

What’s required is that you zero on your unique advantages. A solid mission statement can be your source. It can help you focus on what’s unique and special about your company.

It might come down to being better, faster, or cheaper than your competition (rarely all three). But stay away from unsubstantiated claims of being the leading, the best, the first, or the most customer-focused—unless those are true advantages and you can back them up with evidence.

If so, play to those strengths in all of your content. If your differentiator is service, support, or warranty, make sure you promote those attributes in your content. If you update your products more often than your competitors do, get that message into your content.

Any company would be fortunate to be known for one differentiating factor that appeals to their customers. Find out what yours is and keep hammering away at it.

Content Marketing Marketing Strategy Marketing Trends Marketing, General

A Simple Approach to Prioritizing Marketing Investments

Most industrial marketers are busy prioritizing their marketing investments for 2022. If you’re behind in getting started, it’s not that difficult to catch up when you follow this four-step process:

  1. Measure your marketing results in 2021 to date
  2. Use ROI evidence to plan for 2022
  3. Account for special conditions
  4. Prepare to justify your budget requests

1. Measure Your Marketing Results in 2021 to Date

Every company has its own way of measuring ROI. There’s no one correct way to do it. Some companies use a formula that track sales in relation to marketing expenditures or leads that become customers. Other companies account for a prospect’s every marketing touch throughout their buying journey. Some calculate ROI for each individual program.

However you track ROI, you should try to avoid a common measuring mishap: Attributing a sale solely to the first or last marketing touch.

The first marketing touch brings the prospect into your universe and the last marketing touch precedes the sale. However, a prospect likely interacts with your company, content, and campaigns in multiple ways before making a purchase decision.

If you can’t measure how every marketing touch contributes to a sale, at least measure the popularity of your programs. Clicks, page views, ad impressions, downloads, comments, shares, email opens—these are all ways to measure engagement with your marketing and the popularity and value of your content. This will give you some sense of how well these programs perform and contribute to ROI.

2. Use ROI Evidence to Plan for 2022

If a program is performing well for you in 2021, chances are it will continue to deliver benefits as long as your audience hasn’t changed, and market conditions aren’t dramatically different.

For example, if you had good results from advertising in a newsletter, make this program a priority again. You will likely want to refresh your creative and possibly look for similar newsletters that can reach your target audience.

Programs that have been disappointing in 2021 may need to be scrapped, or you may want to do more research first. Did you give the program enough time to gain traction? Are you confident you measured its results accurately? Did you reach the right target audience, but your message didn’t resonate?

It’s in this step that you lay out your 2022 priorities based on this past year’s results. Once that’s done you massage those priorities.

3. Account for Special Conditions

Here’s where your priorities might get rearranged a bit. If your company is recalibrating its business goals, then marketing priorities will change as well.

Perhaps you have a significant product launch coming in 2022. Your company might be planning to enter a new market or leave an underperforming one. If a merger or acquisition is in the cards, it would certainly affect marketing priorities.

By accounting for business goals and special conditions, you can not only come up with a better marketing plan, but you can also demonstrate to executives who must approve your budget that you have your finger on the pulse of your company’s goals and the market situation.

4. Prepare to Justify the Marketing Budget

To justify your marketing budget, you must be able to project the results of your marketing programs. The best indicator of future ROI is past performance. Any changes you’ve made should be defended based on revised business goals, better audience targeting, or better marketing channels fit for your objectives.

It’s also helpful to propose three different budgets, demonstrating you understand that uncertainty always exists, and markets are always fluid. 

  • Best-case scenario—if business is robust, what is your best-case budget and how will you allocate it to achieve your marketing goals?
  • Worst-case scenario—if the economy drags or markets suffer, what are the bare-bones marketing priorities that you must continue to fund? Such as your company website or your email campaigns.
  • Realistic scenario—Chances are neither the best nor worse cases will come to be. Prioritize your marketing investments for 2022 around the most likely situation, and you’ll still be ready to make changes as needed because you’ve already modeled different scenarios.

When planning for 2022, you want to make sure you cover all of your bases. Download our 2022 Industrial Marketing Planning Kit for the perfect guide to crafting a marketing plan that best targets your audience and grows your business

Industrial Marketing and Sales Marketing Measurement Marketing ROI Marketing Strategy Thought Leadership

Three Ways to Make Your Webinar Content Rise Above the Competition

Engineers have always found value in webinars as a way to learn and engage with suppliers. The value of webinars has only increased since the start of the pandemic, but even as in-person events begin to return, webinars have maintained their position of strength.

Webinars are one of the top ways engineers maintain and advance their professional skills, and 83 percent of engineers state that webinars are valuable when researching information to make a product or services purchase decision (GlobalSpec State of the Union: Webinars in the Industrial Space).

Of course, all suppliers and manufacturers know that webinars are valuable to their audience. Most are hosting webinars for their target audience. Therefore, you have intense competition to get your audience’s attention and deliver value to engineers. The key to rising above is having compelling content.

1. Show Don’t Sell

There’s an old adage for writers that says “Show don’t tell.” Apply this saying to webinars for engineers and it becomes “Show don’t sell.” Engineers hate being sold to and they can sniff out a sales pitch like a hunting dog sniffs out prey.

Sure, engineers know you’re not hosting webinars just to pass the time and that your ultimate goal is to gain customers, but don’t insult your audience by selling hard. A reasonable guideline might be 80 percent educational content, 20 percent your promotional message.

What do you need to do instead of selling? Offer relevant, educational information that engineers value. Show them how to do something, how another company achieves success, a new approach to solving a pressing problem, or what’s new or cutting edge in your industry. 

According to webinar hosting company BrightTALK, winning content types for webinars include best practices, case studies, and industry trends and predictions. What best practice can you educate your audience on? What solution case study in your library is compelling? What does your company uniquely know or offer in your industry that engineers will find valuable? These are areas to focus your webinars on.

2. Give Engineers What They Want

You may not realize you have easy access to a trove of webinar content ideas that are exactly what engineers are asking for.

Technical questions that come into your customer support team or pop up on discussion forums can be excellent sources for webinar content. Your sales team fields all kinds of questions from prospects that can be shaped into educational webinar content. Posts and comments on your social media channels reveal what engineers are thinking about and can help spark fresh webinar ideas.

In addition, some of your popular marketing content can be repurposed into a webinar, such as a how-to guide, best practices article, or an industry trends white paper. Your best case study might fit nicely into a problem-solution webinar that will resonate with other engineers.

3. Vary Your Content Type

In the early days, webinars consisted of static slides and talk. These days, technology advances and near-universal broadband availability enables a great variety in webinar content.

Live Q&A with your audience adds interactivity. Chat boxes allow your audience to interact with each other and the webinar hosts. Live polls let you find out valuable information from your audience about their needs, preferences, and tendencies. Including video clips grabs attention and adds visual interest.

These different content types increase the production value of your webinar and can help keep your audience engaged. While it’s true that live interactions aren’t possible for webinars you archive for on-demand viewing after the event, content like poll results, video clips, and the audio transcript of questions and answers can still be included.

Would you like to know more about the state of webinars and discover other best practices for webinar hosting and production? Download our new report: GlobalSpec State of the Union: Webinars in the Industrial Space

Content Marketing Digital Media Marketing Strategy Webinars

Quick Checklist for a Product Launch

One of the most important and stressful responsibilities for a marketing team is supporting a new product launch. Everyone is excited about the upcoming product. Your colleagues and managers are hoping for a big impact. The whole company is looking at their marketing to create a buzz at launch time.

Obviously, the worst possible thing would be to send a product off into the market and hear nothing but crickets in return. The old adage that if you build it they will come is just not true. If you build it, you’ve got to promote it. You’ve got to construct that launch pad by beginning your marketing push early, months ahead of time.

Follow this checklist to give your new product the exciting launch it deserves.

Assemble the team

When we talk about team, we mean everyone you need to interact with in order to successfully launch the product. The list can be long: engineers, developers, subject matter experts, product managers, sales team, customer service, and even customers themselves. Most of them will only play a peripheral role in the product launch, but you must line up your resources and know who to go to for everything you need.

Clarify product positioning

With clear and specific product positioning, all other messaging flows. That means having a detailed positioning statement that describes the target audience, the problem they face, and how your product helps solve that problem. This statement can help guide your team to success.

Especially with the initial launch, you might want to keep the target audience narrow. If not, you should have a positioning statement for each audience segment you plan to market to. If you’re trying to be everything to everybody so as not to miss a single potential customer, you can end up appearing watered down and your messaging becomes vague and uncompelling. Keep the presentation specific to reach the respective customer base.

Write (and keep writing) an FAQ

An FAQ answers all potential questions customers might have about the new product: launch dates, key features and benefits, upgrade and support policies, and more. This is a living document that you can update and revise as you go.

You may need two or even three slightly different FAQs: for customers, channel partners/distributors, and internal. Adding multiple FAQs – or even just more sections to a single FAQ page – can help ensure that your customer has a thorough understanding of what you have to offer.

Solicit endorsements

If your product has a beta program you should arrange to get endorsements and testimonials from early customers. It’s best if you can bake this right into the beta program. You’ll need these quotes to produce press releases and other marketing content.

Tease your audience

Announcement comes prior to the actual launch date. Start putting messages on your website or in your emails letting your audience know that a new product is coming. Create a dedicated page on your site where interested visitors can request more information about the new product. Make sure there is enough detail so you can reach your target audience, but not so much that they have no reason to check back later. Getting all the information at once can potentially overwhelm the customer. Anticipation is a very effective way to create buzz for a product.

Create content

You’ll support the product launch with a variety of content for your defined audiences. Make a list of all content you will use—articles, white papers, data sheets, webinars, videos, blog, and social media posts—determine how each will be used and begin the process of content creation. Create a plan for when to release each piece of content. Do you want to stagger the release of your content? Do you want to put everything out there at once? Decisions like this can create a streamlined campaign.

Meet the press

Prepare a press release announcing your new product and distribute it over the newswire and individually to any editors or reporters you have working relationships with. Ideally, the press release will contain quotes from beta customers as well as from leaders within your own company.

Determine special offers

Working with product managers and your sales team, you can develop any special offers or incentives around purchasing the new product. If you do decide on special offers, work these into your campaign materials. These generally take time to settle on since they involve number crunching and analytics to determine viable offers and pricing discounts.

Create campaigns

Putting together integrated, multi-channel, goal-specific campaigns will be the bulk of your work. This large effort requires careful coordination, the ability to tap various creative and content resources, audience analysis, working with media partners, budgeting, and more. This effort results in less stress for your team overall. A well-planned campaign ensures consistent content across the board.

You might be planning a multi-touch email campaign to your own list and a newsletter/banner advertising campaign to reach a target audience in your industry. You might support those campaigns with content offers such as articles, webinars, or videos. You might create shareable content such as blog posts and social media posts. You need to have landing pages and contact forms tested and ready for action.

By the time the day comes that your company is ready to accept an order for a new product, your launch campaigns should already be out the door. It’s challenging to launch a new product, but if you plan ahead, you can avoid last-minute chaos and increase the likelihood of achieving launch goals.

Demand Generation Marketing Strategy Product Marketing Thought Leadership

Recruiting Engineers? Marketing Can Help

The widespread shortage of technical and engineering skills has been exasperated further by the pandemic. Even though some companies have been forced to downsize due to the pandemic, the demand for engineering talent still far exceeds supply, according to research from Terminal, a company that builds remote engineering teams for its clients.

Likely none of us are too surprised by this. According to the EE Times, over the course of the next two decades, 10,000 baby boomers will turn 65 each day. Engineering will represent only a fraction of that number, but retirements will leave a large hole in talent for many companies, and the upcoming talent pool of young engineers is smaller compared to the previous generation.

In other words, the war on hiring engineering talent is coming.

If your company is like many others in their need to recruit engineers into its workforce, marketing can help play a role. Working with human resources or talent acquisition teams, marketing can bring branding, messaging, and channel skills to bear that can help overcome the recruiting challenge.

Fine-Tune Brand Messages

According to research in the 2021 Pulse of Engineering report, the most important career factors for engineers are interesting work/projects, good work/life balance, learning, and respect. Compensation was only the fifth most important factor.

In your recruitment ads, company boilerplate, website, and other messaging platforms, let potential hires know how your company accommodates these career factors that are important to engineers. Even subtle placements help. Quotes from your subject matter experts in press releases or blog posts might mention something about an interesting project or new insights discovered while working at your company.

Help Train the Next Generation

The 2021 Pulse of Engineering also found that engineers often turn to online training courses, webinars, and professional development courses to help increase their knowledge and skills.

Consider offering free online training or paid certificate courses on topics that your company can demonstrate expertise and leadership in. You can also look into hosting and moderating technical discussion or Q&A forums for engineers. Produce webinars on the latest trends in your industry to show that your company is on the forefront of industry change.

Promote the Latest Technology

Engineers are commonly interested in working for companies that are at the leading edge of technology. Top talent won’t want to spend their time using outdated programs, so ensure your tech stack is up to date. If your company uses the latest technology tools and platforms, be sure to promote this aspect as a way to make your company more attractive to engineers.

Offer a Vision

Before accepting a position, engineers want to get a sense of what their career might look like at your company. In your communications, provide a short- and long-term sense of your company’s mission, vision, and core values. But don’t be generic. The engineering workforce is specialized, and your vision should be too.

Align with Today’s Preferences

The research conducted by Terminal reported that 8 out of 10 engineers want options for working remotely. Seventy percent of engineers report they are more productive when working at home.

If your company offers flexible and remote working options and remote-specific benefits such as technology and productivity tools or stipends, you should be able to attract more talent from a much broader pool of candidates located around the world.

In addition, mental health services are in high demand today in every profession. Benefits like access to virtual therapy can help make your company more attractive.

Conduct Targeted Recruitment Advertising

Consider advertising on GlobalSpec for your employer brand promotion and talent acquisition needs. GlobalSpec’s audience consists of the world’s top engineering and technical professionals, which puts us at a unique advantage to help market your employer brand message to the people working in the industries you’re targeting.

Companion Piece

For more tips on attracting engineering talent and preserving and protecting your company’s specialized engineering knowledge, download our new whitepaper, “Hiring the Correct Engineering Talent and Decreasing the Knowledge Drain.”

Marketing Strategy Marketing Trends Multichannel Marketing Public Relations

Ten Tips to Increase Clicks in Your Marketing Emails

Earning a click-thru on a marketing email is a badge of honor. It ranks higher than an email open and is a measure of an engineer’s engagement with your content and your skills as a marketer.

With upcoming changes Apple will be implementing to protect user privacy (see companion article), clicks will take on even more significance as an email marketing metric. Here are ten tips for increasing click-thru rates on marketing emails.

1. Place buttons “above the fold”

“Above the fold” is a newspaper term referring to the top half of the paper. In an email, it refers to the area a user can see without having to scroll. Make sure the first appearance of your call-to-action (CTA) button is visible without scrolling, making it possible for a quick decision to click.

2. Use both buttons and text for links

Buttons in bright colors are attention-grabbing and might attract clicks, but text links within copy are just as important for users who block images or like to read the copy. Sprinkle both buttons and text links in strategic places throughout the email.

3. Use action verbs on buttons and text links

Make it easy for your email recipient to understand what to do and what they will get if they click. Action verbs get the job done. Words like Download, Read, Register, Watch, Get, Listen, Calculate, Compare and other action verbs are perfect for enticing clicks.

4. Offer different types of content

Notice some of the action verbs in the tip above: read, watch, listen. Each of these words promises a different type of content. Many engineers prefer to read the content. A growing percentage are watching videos. Podcasts offer another option for delivering content. Not every email has to contain all content types, but try out different formats and track your metrics to see what is popular.

5. Main offer, secondary offer

Each email should have one specific purpose with a CTA you are using to entice your audience to click. This main offer should be front and center to command the attention of your audience. However, it is also effective to add secondary content and click opportunities to your email. An engineer who does not find your main offer attractive might notice and click on a secondary offer.

6. Create a sense of urgency

Offers that are good for only a limited time or limited to a certain number of people such as event registrations that are closing soon or even “breaking news” are all ways to instill a sense of urgency in your audience and possibly increase clicks. However, do not deceptively use this tactic. If a discount on an event registration always applies, do not say it expires in two days.

7. Use responsive email templates

More than half of all emails are opened and read on mobile devices. For this reason, you need responsive email templates that render the content in an easy-to-read format on any device, whether the recipient is using a desktop, tablet or phone. An email that is too small to read on a cellphone or requires horizontal scrolling will likely be ignored. You will not get many clicks that way.

8. Use A/B testing

A/B testing is simple: divide your list (or a part of your list) in two and test two different versions of an email to see which one gets more clicks. Create your first email, then change only one aspect of it to create a second version. It might be your button placement, offer, headline, or another variable. You should only test one thing at a time in order to understand the results from that one change. If you have multiple changes you’d like to test, then you can perform more than one A/B test.

9. Segment and personalize

If you only have one product, one message, and one customer type, then you can ignore this tip and send everyone the same email. But it is more likely you have different types of customers who have different interests. The more you can segment your list and personalize content for them (even ‘Dear Dave’ is helpful personalization), the more likely you are to get clicks.

10. Be relevant

We would not be the Maven if we did not harp on relevancy. This is the most important tip of them all. The more you are tuned into your customers’ wants and needs—and address them with targeted content in your marketing emails—the more they will pay attention and the more clicks you can earn.

Content Marketing Digital Media E-Mail Marketing Marketing Measurement Marketing Strategy Marketing, General
Lead Nurturing Tips for 2021

Lead Nurturing Tips for 2021

Few of the leads you generate are sales-ready at the first contact with your company. Prospects might be anywhere in their buying cycle when contact is made and they typically have questions and concerns they need to be answered before they are ready to place an order.

They might want to know more about your products, your brand, your support policies, your customers, and more. This educational journey takes time. It’s your job to keep your prospects interested, encourage them along their buying journey, and build meaningful relationships so they are more likely to choose your company when it comes time to do business. That’s lead nurturing in a nutshell.

The lead nurturing process can be long—research shows it takes anywhere from six to 13 touches to deliver a qualified lead to sales. Lead nurturing can also be fruitful—studies show that 70 percent of business comes from long-term leads, those that aren’t ready to buy when you first connect with them.

In addition, the disruption of the past year due to the coronavirus pandemic has placed increasing emphasis on the importance of lead nurturing. Leads you might have thought were close to buying have now gone cold. Budgets have been slashed. Projects were delayed or canceled.

But things are picking up again, and engineers are on the prowl for components, products, and services to help them complete their projects. It’s time to hone your lead nurturing efforts. Focus on these core functions:

  • Using a lead nurturing system
  • Segmenting your database
  • Planning email “drip” campaigns
  • Handing off to the sales team
  • Tracking and learning

Using a Lead Nurturing System

Many industrial companies are adopting marketing automation to help manage lead nurturing and other marketing efforts. Marketing automation allows you to capture prospect engagement across all digital channels and can help you score leads, create landing pages, track prospect actions, trigger automatic emails, report on the effectiveness of various content, produce analytics, and much more.

Some companies are embracing specific email-based lead nurturing platforms such as GlobalSpec Catalyst. Whatever system you choose, the three core capabilities you must-have for lead nurturing are the ability to segment your audience, create and send campaigns, and report results.

Segmenting Your Database

If all of your prospects are similar and interested in the same products, you don’t need to segment your database. However, many companies will have a variety of prospect types interested in different products and services. In this case, you will need to segment your database to craft different lead nurturing campaigns to meet the needs of different audiences.

Common segments include area of interest, phase of buy cycle, market, geography/territory, among others. Another important segment leads that have had no contact with your company for an extended period. You might create a segment of these cold leads to re-engage with them.

Planning Email “Drip” Campaigns

There are tons of ways to connect with your audience, but email is the most effective channel for nurturing the engineering audience. Nourishing takes place through what is called email “drip” campaigns—meaning at regular intervals, you show up in their inbox. For example, your campaign could touch prospects once a week for three months followed by once a month for six months. You decide based on your segments and your prospects’ needs.

What do you send to an engineer’s inbox? According to the “2021 Pulse of Engineering” report, engineers seeking technical documentation, product specifications, and data sheets to help complete their projects. You should also sprinkle in the type of high-level messaging that increases their confidence in your company. For example, many engineers are confronting supply chain issues for parts they need. Can you assure them of availability and delivery? Can you highlight the strengths and stability of your company? Can you demonstrate a high level of support?

Other useful content includes white papers, webinars, infographics, case studies, and articles. During the nurturing process, keep the content educational rather than sales-oriented. Engineers hate to be sold to; they want to learn and discover.

Handing Off to the Sales Team

The definition of a sales-ready lead should be determined jointly between marketing and the sales team. Lead nurturing only works if sales and marketing organizations are working from the same playbook.

Often a lead reaches sales-ready status when it achieves a score based on a scale you develop that awards points for specific prospect behaviors. For example, a prospect that clicks on every offer is a five and likely sales-ready, while a prospect that only visited a web page remains a one.

Tracking and Learning

Some of your emails and offers will perform better than others. Keep track of how the prospects in your campaign interact with your offers and content.

Get rid of nurturing emails and content that don’t perform well while building on content that is popular by creating similar offers. Continually refine your campaigns and you should see improved results.

Lead nurturing is an essential marketing tactic to increase sales-ready leads and potential sales. This is true at all times, especially during this period of market disruption due to the pandemic.

Lead Management Marketing Strategy Marketing, General