August 2011
Core. BtoB marketing essentials
from Arketi Group
Is It Time to Say Good Bye?

As BtoB marketer, we know what follows flies in the face of all that’s instinctive. But the time has come for all of us to confront a tough reality – some of our prospect relationships just aren’t working anymore. And it may be time to turn these prospects loose.

Today’s metric-rich email, CRM and automation tools have given us the ability to identify and profile prospects and track their reactions to our email and web marketing efforts in a way never before available. They have also helped identify the curse of today’s marketer – the passive opt-out. The individual who doesn’t formally opt-out of emails but never opens, clicks, responds or submits anything. And, unfortunately, our databases are full of them.

Breaking Up Is Hard to Do
If you want an eye-opening experience, do a quick check of the prospects in your database that have taken any action over the past 12 months. We think you’ll be surprised at the low number. In our experience, it can range as low as 10% to 15% of the total.

So instead of continuing to try and entice the other 85% – the passive opt-outs – why not just purge them (or at least relegate them to a “low value” list) and target ongoing marketing at those who have at least expressed some interest? By focusing attention on the prospects who have taken action, we end up creating stronger, more targeted email messages and calls-to-action – as well as providing more reasons for prospects to remain engaged.

The statistics back this approach up. According to Marketing Sherpa, 77% of polled individuals consider any email they did not sign up to receive as spam. And none of us wants to be branded with that label.

The Hidden Cost
In the pre-email days (remember those?) we would regularly purge lists to avoid spending the $3+ cost to send something to someone of marginal value. But along came email and the cost-per-contact dropped dramatically. So it became easier to take the “batch and blast” approach. Recent studies, however, confirm that this is seldom effective. The best way to convert a prospect to an opportunity is, not surprisingly, to start with a motivated prospect. And finding the motivated prospect begins by segmenting existing lists and databases.

To those who argue “but what about that one individual that I might miss if I purge or don’t stay in closer contact?” we suggest that spending time ensuring all campaigns are relevant to everyone, cripples the effectiveness of the marketing efforts directed to the smaller but critically important segment of motivated prospects. We are all increasingly concerned about falling responses, increased spam complaints and poor overall conversion rates. So maybe it’s time for us to say good-bye – before our prospects do.

If you are looking for assistance with implementing or executing a lead generation campaign, we’re always happy to help. Start a dialogue with Arketi at

2011 Arketi Media Survey Now Available

Industry sources 99 percentAccording to the 2011 Arketi Web Watch Media Survey: Inside BtoB media usage of Social Media, 81 percent of journalists turn to corporate websites looking for story ideas, reporting on breaking news or seeking a corporate spokesperson. Additionally, 51 percent of journalists participate in company-sponsored webinars.

A free copy of the report’s findings and more can be downloaded at

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