By John Sonnhalter, Rainmaker Journeyman, Sonnhalter
We’ve talked a lot in this blog on how important a good email list is and how to develop one. By nurturing the email subscribers, you take them through your sales funnel. You need to start building a good trustworthy relationship and it should start soon after the contact comes into your database.
It’s not only what you have to say, but how you say it. Beyond being potential customers, these contractors can be your best friend by sharing it with their peer group. Remember, contractors need to know, like and trust you before any meaningful dialog will start.
Here are some tips to building a better list of contractors and tradesmen:
- Think like a contractor – What are their pain points? Give them practical solutions. Always answer the question, “What’s in it for me?”
- Talk like a human – Don’t use marketing or sales speak. Keep it conversational.
- Give them a reason to sign up – Sneak peeks at new products, exclusive product demos.
- Ask the contractor what they want help with – Get engagement from the audience you want to reach.
- Don’t be afraid of humor – People like to smile and it shows more of your human side.
- Reach out to contractors – On a regular basis, randomly pick several contractors and have a product manager call and pick their brains on possible new product ideas.
Once you have a list, here are some tips to keep them coming back:
- Remind them who you are and why they signed up.
- Offer something of value for free like a white paper (should be some of your best work).
- Ask them what type of info they are looking for when making a decision (moving them through the sales funnel).
- Offer your list special discounts or offers.
- Utilize a good call to action button in every email.
Are you using emails to reach your prospects?
