NFTB. is a Web3 development company providing end-to-end Metaverse & NFT solutions for Brands & Creators.
The client reached out to us after facing the following issues:
Overextended contact data research: Although operating in quite a narrow niche, keeping its sales pipeline fueled with new contact data turned out to be a complicated and time-consuming process for NFTB.
Complicated email outreach: The issues associated with gathering contact data often culminated into problems that ruined NFTB's overall email strategy - a vital source of new B2B relationships and connections.
Lack of consistency: With contact data research and email outreach in disarray, NFTB. faced difficulties in securing consistent software demos for potential buyers that in turn affected its ability to maintain a high conversion level and sustain growth.
1) Data scraping
As a first step, we dug into the client’s contact database and filtered out the best potential candidates. This process was immensely important since it was the principal aspect of the account-based marketing strategy necessary for building an organized sales process.
Why is it important? This is since a thorough scan of the client & aposs database and its segment-wise rearrangement helps in understanding the priorities. For example, you can create A-tier prospects (those that perfectly fit the sales team and are ready for conversations), or B-tier prospects (the ones needing more nurturing before getting started with sales), etc. This streamlined structure lets sales personnel navigate through their tasks and plan freely, thus accelerating the workflow and securing more closed deals at the end of each month.
In addition to using available leads, we started targeting new companies that could be interested in the client’s services. While converging our attention on countries having solid research facilities, e.g. the United Kingdom, Germany, Canada, Israel, the USA, and Switzerland, as part of our strategy, we focused on academic organizations pursuing innovative and reliable means of variety testing.
2) Securing a steady flow of emails
With potential prospects clearly in our sight, we made sure that NFTB. was sending a steady volume of emails to verified addresses.
Why is it important? Given the fact that email spam filters pay attention to the sender’s domain performance and the way emails are sent, for keeping the Sender Score above 0, it's advisable not to cross the acceptable limit of messages that can be sent per day. At the same time, it's also necessary to increase the number of emails gradually to build up inbox capacity and improve the domain’s health. This is what is known as inbox warm-up, and the 'to-do' list must unmistakably include it once a new business inbox is created.
3) Template crafting
After fixing our targets, we proceeded towards developing an email outreach strategy that would be most appropriate for NFTB. We had to be careful in our approach since creating email templates for academic organizations was different from the process of developing templates for seed companies. As the first step, we made a separate set of templates for EU academic societies.
Why is it important?
When it comes to segmenting the target audience, it's well-nigh impossible to do it without considering the specific factors, both internal and external that may impact the workflow of the organizations.
However, when it comes to plant variety, since every region has its unique conditions and goals, it's vital to make sure the templates mirror these goals and indicate that the product meets the requirements. Because academic organizations work with large volumes of scientific data, we at B2B ROCKET made sure to compress the time taken to integrate them and make them usable for client’s software.
Our approach was straightforward: introducing the client’s offer swiftly and at the same time acknowledging the prospects’ contribution to the scientific database and also expressing our commitment to accelerate their achievements in the future.
It's obvious that academic organizations and research facilities want zero or no interruptions. It implies that an assurance of cleaner and less time-consuming data processing would interest them more than increasing profits or competitiveness. Thus they prefer vendors that are well-educated about their research directions and offer solutions specific to their needs and academic aspirations.
Within 3 months of our cooperation, we achieved the following results for NFTB.:
1. Weekly demos: With not a single week going without scheduling a demo with a prospect, it was indeed an incredibly satisfying result that further signified that the creative direction for academic societies paid off and was productive enough to build a stable demo calendar. We secured 114 demonstrations for the client in a total of 3 months.
2. Increase in response rate: After launching an email outreach campaign, we observed an increase of over 20% in response rate. Given that 20% is the average performance benchmark for business inboxes, going beyond this indicator was a positive dynamic that only needs monitoring to sustain the growth momentum.
Refreshing database: If new challenges come on the way, it's pertinent to scrape your customer database and separate apples from oranges as some leads would be more viable than others. Therefore, embarking on changes or adapting new strategies, it's prudent to take some time to review your leads and earmark the ones that align perfectly with your new needs and targets.
Building a constant workflow: As consistency is the key to a successful email outreach campaign, it will be tactically wise to keep such messages flying to your recipients’ inboxes and you’ll have your share of incoming messages to work with. Naturally, it means that you should monitor your inboxes and secure
perfect domain health to keep your Open Rate high. Here, you will feel the need for a competent mailbox engineer to work on your deliverability.
Creativity matters: It's necessary to keep in mind that each segment of your target audience has specific preferences and it's only then you’re ought to to win your prospects over. In case your prospects contribute to the knowledge database via cases or articles, make sure to acknowledge that contribution and highlight how your product can assist your prospects in their work.
Process each response: All responses are valuable and it would be judicious not to dump all negative emails into one folder. While some of them may be a definite “NO”, some may mean “Maybe later” — the difference is self-evident.
Be methodical: Building a structure of folders and labels will help in making the most out of each interaction with your target audience.
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