Databases can be extremely valuable resources for businesses. They help you to keep track of all of your customer information, while tracking their sales and identifying which customers are the most profitable. But databases must be handled the right way to get the most out of them. Here are 10 super useful database marketing tips to help you get more value from your databases.
1 – Keep your databases right and clean
First thing’s first, your database must be in a proper format. Try to choose a format that can easily be transmitted back and forth between the programs that you use, so that everyone at your company who needs to work with your databases can do so easily, no matter what kind of hardware they are using.
2 – Organise your databases properly
It is important to sort the contacts in your databases by how far along in the sales process they are so that you can target them the right way. You can also choose other categories to sort your prospects by, such as their lead source or what kind of demographic or socio-economic bracket they are in.
This is why using a right marketing automation software is so important for your business to maximise database usage. Leads with high scores resulting from their interactions with your brand, are those who your sales team should be spending most of the time with.
3 – Create and send the right messages
Once you have segmented contacts in your databases, it’ll become easier to create tailored messages to attract and convert them better! For example, you can’t separate the contacts into different industries, and send them a case study that is relevant to that industry.
4 – Notify your sales team about the prospects close to buying
Like we mentioned before, automation software can help you determine which prospects that are close to the purchase stage in the sales cycle and assign them to a salesperson. Those likely be buying soon will want to get in touch with a real person who can help advise them on what is right for their needs.
This should be a regular process that is done frequently. This will also help you better measure your deal close rate and your sales team performance
5 – Stay in touch, stay relevant
Depending on your product or service, It might take a few weeks or even a few months’ worth of correspondence before a prospect in your database decides to make a buying decision. Don’t get discouraged! Stay in touch periodically and remind them about how amazing you are.
6 – Analyse your database marketing performance
At any point, you must have a broad sense of whether or not your database strategies are working. Using metrics about close rates and contact frequency can help you get a better picture of your database marketing success.
7 – Keep filling up your databases!
Once you have a sufficient list of contacts, it is important that you don’t put your focus solely onto following up with these leads. Instead, you should start thinking to find a way to keep adding new leads onto your databases to sustain a full sales funnel.
Neglecting this concept could endanger your entire marketing campaign, so make sure that you consider adding some lead generation tactics to keep growing your database
8 – Collect the right information
A database should at least have names and email addresses, but the more contact information that you can get from prospects in your databases, the more benefit you will gain from your databases!
Having more information for your prospective customers will also allow you to broaden your marketing efforts, making it much easier for you to connect with them using various channels.
9 – Use the right database management tool
There are plenty of database management tools that will give you the ability to edit, delete, and export database information. Try to train at least one or two people at your company how to work these tools, so that they will know what to do and how to edit the databases when required. That way, if someone is sick or working from a different location, you can still edit your databases sufficiently.
10 – Don’t neglect your existing customers!
New leads aren’t the only ones that you should have a database for. Your existing customers are a great source for repeat business; keep track of these customers and be sure to reach out to show your appreciation for their business from time to time.
This is one of the most important tips because customer retention is crucial. Just a 5% increase in customer retention can improve profitability by as much as 95%, according to a study published by Harvard Business School.