Contact list: how to create, relate, qualify and sell to it?
Winning contacts online for your business is difficult, but making them earn money is even more so. Check out three steps to monetize your contact list. Having one or more contact lists is essential for any company to relate to its target audience and put into practice strategies aimed at nurturing, qualifying and, of course, selling more and better.
No business continues if it is not profitable for those responsible. Looking for new ways to earn money is what opens and closes business doors every day. This is what, in reality, keeps moving the market constantly. It’s no different in digital marketing. And much less in the sales sector. In fact, if digital marketing were Google, “profitability” or “making money” would be the most searched terms, without a doubt.
Now that you’ve discovered your digital marketing assets, it’s only fair to monetize them, bring in revenue through your contact list, right? You put your strategies to work and now you need to sell. But, how to do this assertively?
In this article, we’ll take a few steps back before we tackle this topic. We’ll talk first about how you create this foundation of yours. Then, how can you qualify them to – then, yes – sell and leverage your company’s results.
Let’s check it out?
First of all: what is a contact list?
Maybe you say, “Oh, that’s an easy question. It’s like having contacts saved in my cell phone’s calendar”. However, here, contact is synonymous with lead.
Okay, the principle is the same. However, when we talk about a company’s contact list, we have to go into some more details.
For your marketing strategies, there are some types of lists that can be used.
- The emails arising from lead generation ;
- That of followers on their social networks;
- An of audiences in Google Ads or Facebook Leads Ads.
These are all contact lists and have the potential to bring positive results to the company. However, the one you simply cannot ignore is the email contact list. They are the greatest asset your business can have. And, in theory, most originate from people who trusted you at a certain moment.
So, there, we have a business possibility. Although the use of What Sapp to approach customers has grown, the use of email marketing is still very important. Mainly because you have marketing automation platforms that allow greater control and precision in this mission.
Second, the email contact list is an item of your company. Only hers. You will not rely on third parties – such as ad platforms – for access to it.
A contact list is a valuable asset.
But calm down there! You won’t go around asking for anyone’s email.
Even if you’ve mapped out the ideal customer profile (ICP) for your business, you still need a plan to get him in touch. But we will talk about this later. Fact is, your contact list needs to have more than just an email. You need to have more information about prospects – this will help you sell your home in nova city .
Name and phone are basic. But here we are talking about:
- CNAE (for B2B companies, this is fundamental);
- Position held in the company;
- Location, among others.
All of this will help you customize the delivery you will make to these people: whether putting your content marketing into action or approaching your sales team. You own it, your email list. And you are not depending on social media algorithms to get your content thought out and personalized.
This will make you focus efforts and especially resources on producing valuable content, which accounts for the pain of your potential customers. This is, without a doubt, a good practice that you can only get with a valuable contact list in hand.
Second: how to create your contact list in 3 steps
Taking control of the situation is something any manager wants, right? Therefore, it is important to invest in this construction, in prospecting customers for your business. And how is that done? Well, the most important step is obviously building your contact list. And, for this to happen in an assertive way, within what your company needs, some steps are necessary.
We separate 3 actions for you to be able to build this true asset for your business.
1 – Define your target audience well
Sell something to those who are interested in it. It’s an extremely obvious statement, but it doesn’t always happen in practice. Who do you really want to reach? Have you defined your business persona yet? Do you know what her pains are and where she mainly is? Know the demographics, behavioural data, consumption habits… whatever makes you more precise in this mission.
Understanding how to approach the customer is knowing exactly what they need, when and how. This information is vital to direct your efforts and know, for example, how to optimize your website with SEO strategies, with the right keywords.
In case you haven’t already defined it, branding is a great way to know with whom and in what way to communicate.
2 – Create great content for these people
Marketing inbound is a smart and efficient way to make attracting customers into your business. People look for answers on the internet. And its contents answer this in a didactic and immediate way. And when that happens, the trusting relationship with your business persona is then established. That’s creating value. This is a well-paved path for you to build and fatten your contact list.
These are actions that show that your company is an authority on the subject. Something essential to earning people’s trust.
This is how you approach the public and make more contacts join your list. Within this mission, put your creativity to flow. Blog texts are important to rise in search engine rankings and help in optimizing websites.
However, don’t limit yourself to that. EBooks, webinars, podcasts, infographics, surveys… all these serve to attract interested parties. Use your creativity and answer, in different formats, the doubts your potential customers have.
3 – Build an attractive landing page
Once you’ve created good content, it’s time to structure a smart and practical way to get the contact. And for that, there’s nothing better than creating a beautiful, visual, intuitive landing page with a smart form. Many entrepreneurs want to embrace the world right away, being unable to see which audience would be most interested in their products and services.
So, targeting the contact list is not important, it is crucial. Each mailing management tool has a particular way to accomplish this, but the logic is very similar. If you are going to sell prescription glasses, focus on those listed in your mailing who have vision-related problems.
So, ask yourself: is the audience on my contact list interested in this product?
Then, the question is how to know if the customer in the contact list has this need. The best way to find out is by using forms available on your landing pages. Thus, the interested party only needs to reciprocate by filling in some information, such as, why not, if he/she needs corrective eyeglasses?!
And finally: how to sell to the contact list?
Well-planned actions bring some results in the short term, many results in the medium and immeasurable results in the long term. This turns out to be the difference between a successful business in its online presence and just another one among thousands of websites, pages and corporate social networking profiles. Therefore, we have separated the most important points to consider when planning actions so that your contact list can bring money.
Here, it’s time for your pre-sales team to take action. The contacts on your list have already gone through marketing and have been nurtured. It is then time for the passing of the baton. The SDR assumes here and needs to follow some important steps.
It’s not because the contact has opened his emails set up in the nutrition flow or responded to some of your messages that he necessarily wants to buy. Although these are important indicators, nothing is guaranteed. It is at this time that pre-sales work, contacting the possible interested party. It’s time to better understand the pains and also understand the level of knowledge and maturity he has about the solution that the company sells.
It is also important to have ready-made content such as videos and texts that make the prospect even safer to buy. It is the sales preparation stage. From here, if you are safe and if you say you are interested in knowing and/or buying, that lead will pass to the seller.
Have an advisory speech
The seller needs to be consultative. Again: we are talking about creating value. Talking about what the customer needs to hear. So, first of all: have everything that the pre-sales talked to him on record.
This will help you, during the presentation, go directly to what is currently bothering the prospect. By being direct – but knowing how to listen more than speaking – and consultative, you’ll get that much closer to getting a “yes” from the customer.
The follow-up step is important and cannot be ignored. Often your email lands in an inbox with dozens, hundreds of other messages. If we talk about a c level executive, for example: how many emails do you think he receives per day?
It’s quite possible that he doesn’t even see your request. So, again: have everything recorded. All interactions and emails sent. If, after a while, he hasn’t returned your message, call and understand if the meeting you set up is confirmed. Or if he saw the business proposal you sent him.
Anyone who skips this step and can’t manage sales correctly won’t know how to actually monetize their contact list. Use technology to see, control and accelerate all sales Digital transformation is important in companies, especially in the sales sector. Using a CRM, for example, you have all the relevant information about the opportunity.
What was discussed with pre-sales, the customer’s pain?
More than that, with a pipeline in the Kanab model, you can clearly see all open trades. With automatic actions, it can optimize any step within the process. And, with email templates, proposals and electronic signatures, it speeds up the closing of many more deals!
Winning contacts online for your business is difficult, but making them earn money is even more so. Check out three steps to monetize your contact list. Having one or more contact lists is essential for any company to relate to its target audience and put into practice strategies aimed at nurturing, qualifying and, of course, selling more…