Professional Tradesman Email Contacts: The Holy Grail of B-to-B Marketing

By John Sonnhalter, Rainmaker Journeyman, Sonnhalter

As manufacturers we all know how important keeping in contact with our customers is. Email is one of the easiest and most effective way to do that and unfortunately for those of you who sell through a distribution process it’s hard to get the ultimate end user’s name no less try to start a relationship with them.

That’s why it’s important to begin building your own database of both current and potential contractors. If you’re fortunate enough to make products that require a warranty card that certainly is a place to start. Other outbound marketing activities should include incentives for contractors to give up their contact info so you can start a dialog with them.

Give them something of value that would help them in their everyday activities, such as:

  • mobile app
  • some sort of calculator to help them estimate projects
  • white paper
  • a series of how-to videos
  • industry research on new and upcoming trends
  • checklists on  detailed processes
  • case study
  • tool kit (cheat sheets, checklists, videos, e-books)

Do you know that the average office worker checks their email 30 times an hour? Can you imagine what the stats are for contractors out in the field?

The point is that emails are very acceptable ways of communicating with each other. The key is to have relevant and timely info for your prospect.

Heidi Cohen gives us several reasons why email trumps social media:

  • Email provides directly measurable ROI – You know immediately how many opened and read your message.
  • Email is content format agnostic  It’s user-friendly and you can use text, images, videos, audio, PDFs.
  • Email can deliver both long and short content – Content can vary from a link to several pages in length.
  • Emails you can control delivery – Whether it’s now or delayed.
  • Emails can be read on anything – Smart phones, tablets, laptops, no apps required.
  • Emails build customer relationships – Once someone allows you to communicate with them, it represents a certain level of trust.

With all the marketing trends and new things over the last several years, email still seems to be the “workhorse” for most people’s marketing efforts. Recent research from Gigaom reports that over 75% of smart phone users check their emails on their phones. What I find remarkable, if you look at the chart below, 5 years ago paid search, SEO and digital ads would have been at the top of the list. Oh, how the more things change, the more they remain the same.

digital marketing programs chart - gigaom

So what are you doing to grow your own email list?

Here are some other posts you might find useful:

Benchmark Report on Email Marketing Sheds Light on Top Priorities for B-to-B Marketers

5 Tips on Improving Your Email Marketing to Professional Tradesmen

Email Marketing: How Are You Using it to Reach the Professional Tradesmen

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