Don’t be fooled: Engaging B2B emails matter. Just because the target audience is a business instead of an individual customer, there are similarities that require content to be engaging, convincing, and thoughtful.
Sending a regular B2B newsletter to your followers will only deliver value to your company if the newsletter itself delivers value to readers. Your subscribers won’t be likely to engage with your emails very often if you don’t provide genuinely engaging content.
These tips will help. By familiarizing yourself with B2B email marketing best practices and studying B2B marketing examples, you’ll better understand how you can craft a newsletter that yields a strong return-on-investment.
Understand the Purpose of B2B Email Marketing
The function of a B2B newsletter is slightly different from that of a B2C email newsletter. In B2C industries, marketers are primarily striving to promote goods and services. B2B email marketing should focus more on developing and maintaining positive relationships with current and prospective clients. You’re not necessarily trying to get someone to buy a new product; you’re simply trying to establish your authority and cultivate a positive reputation in your niche.
That means it’s important to focus on your subscribers’ needs. What problem do they face that your organization can solve? How can your B2B newsletter content authentically help them recognize how your company can help them?
For instance, there’s a good reason approximately 71% of B2B email marketers prioritize developing and distributing white papers. A thorough white paper is among B2B email marketing best practices because it can provide your clients with useful information they may leverage in their own work.
While creating a white paper takes some time, it’s worth the effort, as it gives you the opportunity to demonstrate that your organization cares about providing truly valuable content. Additionally, if the white papers you send are truly useful, every time a client refers back to them (even if it’s simply to review a single piece of data), they’ll be reminded of your brand.
B2B Email Marketing Best Practice: Be Direct
Studying B2B examples (and comparing them to B2C examples) will reveal another difference between your ideal strategy and that of a B2C marketer: brevity.
In B2C niches, marketers prioritize branding. That means the language they use needs to reflect their branded identity. This sometimes means striving to connect with subscribers on an emotional level, even if doing so involves sending content that doesn’t 100% address a practical problem.
However, when you’re a B2B marketer, you need to remember that your subscribers are busy people. Although sending lengthy white papers should be part of your strategy, because they take so long to develop, you also need to maintain contact with your followers between white paper emails by sending shorter content they can consume efficiently.
Your copy in these emails should be direct and to-the-point. Quickly address the topic of your email, and how it can help a reader.
Eyequant’s tactic serves as a good B2B marketing example. The company sent an email to subscribers outlining a case study which demonstrated the value of their product. The copy was clear, quickly reminding a subscriber what the product does, then immediately detailing the case study without excessive “branded” language.
Your audience doesn’t have time to read a novel; don’t make the mistake of sending them one.
Monitor B2B Newsletter Performance
Some general best practices will apply to both B2B and B2C email marketing. For instance, no matter what manner of organization you work for, monitoring your email campaigns’ performance is essential. Doing so can help you address common email problems that may be plaguing your campaign while letting you optimize what’s working.
You specifically want to pay attention to which emails your subscribers engaged with the most. Which B2B newsletter did most of your subscribers open? Which yielded the most conversions? Are there any types of emails that perform very poorly? Reviewing your performance will help you better understand what types of B2B email marketing content your subscribers respond to.
You might also consider surveying them directly from time to time in order to find out what types of content they are interested in receiving. Remember, your goal is always to deliver value. When you keep these B2B email marketing examples and best practices in mind, you will.