Nurture your Prospects

Source: eGrabber Newsletters

Not all prospects make an immediate purchase, especially in a B2B environment. In the case of high-end / expensive products, the decision to buy could take days, weeks or even months. This behavior is even more pronounced in a slow economy. But, eventually when your customers buy, they buy it from the person or company that helped them most with their buying decision or from those that stayed on top of their mind.

Hence, it is important that you nurture your prospects and leads. Make efforts to stay connected with them in a meaningful manner. Send, at least once in 2 weeks, information they might find interesting and useful - white papers, articles, tips, etc. Make it personalized. This keeps your leads warm, and you on top of their mind, until the right buying time.

How to quickly scrape contacts from the web page and transfer them to Excel?

The web remains the major source of business leads that are available for free. Unlike old databases, online web directories like Yellow Pages, White Pages, Super Pages; association websites; membership directories; MLS listings, etc. provide fresh leads that can be immediately leveraged upon by sales/marketing professionals.

The question now is, how to quickly and accurately transfer those leads into the database? As a busy sales/marketing professional, you cannot afford to spend most of your productive hours in manually entering the contact details. This is where a web scraping software like ListGrabber can be handy.

With ListGrabber, you can automate lead capture process and save more than 50% of your time. You can quickly and easily scrape contacts from the web page and transfer them to Excel, Outlook, ACT, CRM applications, etc. in just a single click. You can transfer multiple contacts from multiple pages without any manual intervention. More importantly, you can maintain an error-free database as ListGrabber eliminates typos.

Let us see how we can quickly transfer contacts from the web to Excel spreadsheet.

For a free trial, Click download web scraper software

Please follow the steps given below:

For example, let us take a web directory.

Step 1: Launch any Yellow Pages directory, enter the search criteria and click

Search. For example, “Real Estate Agents” in “CA”

Step 2: The results are displayed. Select the results page and click the Microsoft Excel icon on ListGrabber toolbar.

Step 3: The ListGrabber – Capture Settings dialog box is displayed. Click the Proceed button.

The eGrabber - Confirmation Window is displayed. You can verify the address and other contact details in this window.

Step 4: Click Transfer All to transfer the contact information to Microsoft Excel.

Note: By default, the eGrabber - Confirmation Window is displayed when you transfer the contacts directly to your database. If you do not want the confirmation window to be displayed every time you transfer the contacts, select the option Always transfer – do not display this results window and click Transfer All. The next time, when you transfer the contacts, the eGrabber – Confirmation Window will not be displayed.

The selected contacts are transferred to the Microsoft Excel sheet as shown below.





For a free trial, Click download contact capture software

Apart from websites like Yellow Pages, Super Pages ListGrabber also supports:

www.192.com, www.askalix.com, www.bt.com, www.lawyers.com, www.hoovers.com, www.realtor.com, www.switchboard.com, www.upmystreet.com, www.whitepages.com, www.whitepages.co.au, www.whitepages.com.nz, www.yell.com, www.infospace.com.

Note: You can also get customized drivers for the website of your choice. Contact eGrabber's Sales Specialists for more details.

Find Missing Email Addresses of Contacts in your Database

Source: eGrabber Newsletter

The new LeadResearcher from eGrabber is an automated Internet research tool that allows you to instantly find the missing email addresses in your database.

LeadResearcher helps you save hours of Internet research. All you have to do is:

1. Input the Contact's Name and Company-name
2. Click on "Find Email"

LeadResearcher intelligently scours Search Engines, Company Websites, Networking sites, etc. and finds a valid business email address.

Our sales specialists can quickly show how you can use LeadResearcher to find missing email addresses in your database. You can either Schedule a Demo with them or Download a 10-day trial version of LeadResearcher to try it yourself.

Give Serious Thought to Drip Marketing Campaigns

Source: eGrabber Newsletter

Drip marketing can be particularly useful in a damp market that is characterized by slow purchases. It involves sending messages on a regular basis through email / post (usually weekly) to your prospects. By doing this, you are on top of their minds when they are ready to purchase. This method can be extremely effective if your

- products involve a longer buying cycle
- prospect has put off purchasing for a month or more
- prospect will research for a few more weeks before deciding to buy

Prospects are most likely to do business with you if you regularly send them helpful information. More importantly, to deliver successful drip marketing campaigns, work in conjunction with your sales team to provide information that is relevant to your prospects.

Small Ads More Effective than ‘Framing’ Ads

clipped from www.marketingcharts.com Smaller online ads may be more effective than their larger counterparts, a new study by Dynamic Logic found.The study shows that ad shape and placement may be more important than size. Half banners, at 234 x 60, and 180 x 150 rectangles were shown to be more effective than ads that frame the page, like high-profile leaderboards and skyscrapers. It is possible that users no longer see such framing ads because they have developed “banner blindness.” In addition, smaller ads may be more effective because they tend to be better incorporated into the content of Web pages. However, that does not mean that larger ads don’t work, Dynamic Logic’s svp of custom solutions Ken Mallon says. He points out that the research was based on 2,390 online display campaigns that took place over the past three years - before the Online Publisher’s Association standardized three new oversized ad formats in March. Mallon says he believes the new OPA formats are likely to do “very well,” writes ClickZ.

Tuesday Tops for Facebook Brand-Page Clicks

clipped from www.marketingcharts.com Content posted on Facebook-based brand pages has an average click-through rate (CTR) of 9.89% on Tuesday, the highest for any day of the week, according to data from social media services vendor Vitrue. Tuesday is followed closely by Wednesday, which has a CTR rate of 9.87%. Not surprisingly, Friday and Saturday have the lowest click-through rates, with 2.67% and 2.70% respectively. Brand pages, which are similar to human profiles but are organized around companies, typically aggregate news about the brand in question. Users can become “fans” of brands for which they feel an affinity, and receive updates from them on their news feeds. CTRs Higher than Display Taking all days of the week into account, click-throughs for Facebook brand pages average about 6.76%. This average is lower than Sunday, Monday, Tuesday and Wednesday, but still much higher than average CTRs for display advertising across social networks in general, including Facebook itself, according to Vitrue.

Negotiation techniques for a Downturn

Source: eGrabber Newsletters

Among the skills most sought after in a seller is the ability to negotiate. Here are 3 things you should know as you prepare to negotiate:

• Know what you want exactly
• Decide on the lowest price you are willing to accept from the prospect
• Know when to walk away
  

It is also prudent to determine the above 3 things for the other side (prospect) too. Given the nature of the economy, many sales people make the mistake of rushing in with offers and discounts without determining what the prospect is willing to pay. They then negotiate on the discounted price. You must resist the urge to do so.

Remember, your negotiation should always focus on solving the problem and closing the gap between what both parties (you and your prospect) want.