Marketing Nous

B2B Sales Training & Performance Improvement

Sales Training Brisbane Sydney Melbourne
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Email marketing ideas to generate new business

Do you actively use email as part of your sales prospecting program?

Many business people think sending an email newsletter is a bit ‘spammy’ or just too much work to bother with. Do you agree?

I’ve been sending an email newsletter from Marketing Nous for over 10 years. Sure, sometimes the frequency was less regular than others. But hey, we all know how hard it is to always stick with the schedule.

And I’ve been pleasantly surprised by the results.

Like the time I had a subscriber email me – and hire me on the spot – to undertake a detailed marketing review for their organisation. Turns out my subscriber was the CEO and had been receiving my newsletter for around 18 months. Now he was ready to use someone with my expertise.

Naturally, after his exposure to my messages and hearing my viewpoint over the previous 18 months he was comfortable choosing me.

That’s an easy way to win new business. And it wasn’t the only time that has happened.

Even though social media is growing in popuarity, and people say they get too much email to deal with … do you know that multiple surveys have shown that email is still the customers #1 preferred means of communication with businesses.

Don’t ignore email. It is a powerful, and personal, marketing tool.

How can you use email marketing?

  • Send an informative article (ideally written by you)
  • Provide a series of emails as an educational course
  • Supply more detailed information to help clients use your services or products
  • Send birthday reminders (maybe with an offer or freebie)
  • Invite readers to events such as seminars
  • Include coupons or codes for special deals
    … and more if you think about it

Even though there are solid business reasons for using email marketing I still find that many business owners get frustrated (and maybe a little embarrassed) because they don’t know as much as they should about email marketing.

And if you ignore it, every year that knowledge gap gets bigger. More options, more choices.

Here are my ‘quick start’ tips to get you active with email marketing.

  • Learn the lingo. Know what common email terminology means.
  • Start reading newsletters and marketing emails with a critical eye to see what others are doing.
  • Spend some time strategising about the opportunities you have to include email in your overall marketing program.
  • Create a plan for what you can use as ‘content’ for your email communications.
  • Make a start. It doesn’t need to be perfect (nothing ever is). Learn and improve.

Like all areas of business there is a learning curve to go through. Fortunately using email marketing software is pretty easy these days.

I think the real challenge is to make email a priority and spend time on it.

After working with many clients over the years who struggled to come to grips with the basics of email marketing I decided to do something about it. I have developed the Getting Started With Email Marketing kit. Now available for instant download from my private membership site Business Development Studio.

You can’t afford to ignore email marketing. As a business owner, manager, professional, or sales person you really need to recognise the opportunities for new business, and act on them.

 

Subscribe to the blog for the latest resources, and get a copy of ‘7 Steps to Create a High Performance Sales Team’

Recommended for Sales Leaders

Watch the presentation full size and download the key point worksheet

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As featured in Sales & Marketing Management magazine cover story

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Overview of client feedback

Sales figures have increased by 20% on last year to date!! The team also continue to pick up new customers.
Sharyn Moran, General Manager

Our sales results have increased since incorporating Stuart’s sessions into our sales conference and this has been during a downturn in the market.
Justin Zakaras, National Sales and Marketing Manager

The content of the sessions was customised to suit our customer interactions, with a lot of preparation on the part of Stuart.
Dr. Sunil Kadri, Head of Sales and Business Development


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Thank you so much for a brilliant session on Thursday. I think the format and content was ideal.
Rennie Colston, Sales Director

We had a very positive result from involving Stuart in our Managers Conference last year.
Russell Varley, Human Resources

The training got us thinking more strategically about how the business is structured. It has really built our capabilities as a management team.
Mia Graham, General Manager


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Stuart was patient, flexible and knowledgeable. He took the time to truly understand our business.
Helen Zwicker, Executive Officer

The best thing is that I now have a road map of specific marketing activities that can be implemented with confidence.
Donna Cazzolato, General Manager Sales and Marketing

The participants immediately felt engaged as Stuart demonstrated his understanding of our needs and challenges.
Frederic Vanhove, Principal Engineer, Pacific Delivery


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With only one day we had a lot of material to cover and Stuart created a positive learning environment for all involved.
Kylie Kinsella, Sales Manager Australia & NZ

Bad ideas are expensive in business however with Stuart Ayling, it was money very well spent.
John B. Lonergan, Sales Manager


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By the next week, sales of this product had doubled from 10% of all new sales to 20%. The extremely cost effective session with Stuart paid for itself within the first week.
Maria Triggs, General Manager

We have already seen a new client on board as a result of the two-day workshop.
Mark Mahoney, Managing Director


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Stuart put the sales training across in a way they could accept as a part of our service offering with out them feeling like “salesmen”.
Gary McDonald, Managing Director

We were impressed by the approach of Stuart and the simplicity of the program without the hype generally associated with these courses.
Dirk Kuiper, General Manager


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Read the latest on the blog

  • How to say ‘No’ to clients and still have them buy May 18, 2020
  • Recruiting a sales person? Stop, until you have done these three things Nov 28, 2019
  • Understanding the emotional experience of clients Aug 1, 2019
  • What does your sales team really need to learn? Apr 29, 2019
  • Resilience for sales people: How to help your sales team be more resilient Nov 21, 2018

About Marketing Nous

Marketing Nous was established in 2000 by Stuart Ayling, Director and Chief Sales Strategist. Stuart works  with expertise-based businesses to develop customised sales training and … Read More >>

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Marketing Nous Pty Ltd
PO Box 5320
Daisy Hill QLD 4127 Australia

Tel: 0407 588 468

Email: info [at] marketingnous.com.au
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