Blog for Building Materials Companies

GENFLEX Understands Email

  |  Posted in Marketing, Online Copy

GENFLEX Understands Email

Too many building materials manufacturers still don’t understand how to communicate with their customers. Email is an area where building materials manufacturers frequently blow it.

The subject line and headline are critical to getting a super busy customer to take a moment and read an email.

The most common mistake is the assumption that, “We’re important! Anything that comes from us will be read.”

The second mistake is the writer’s measure of success. Too frequently the measure of success is, “The email was sent out.”  It is not based on the open or click through rates or comments. I also chalk this up to laziness on the part of the writer.  It’s marketing 101, write about benefits not about features. Describing features like, “You can install it at lower temperatures,” is easy and just plain lazy.  It takes a little more time to find the benefit by both understanding the product feature and what it means to the customer.

The email shown above from GENFLEX gets it right. In the commodity market of single ply roofing, they have taken a feature and done a great job of communicating the benefit to the contractor.  It’s too bad so many building materials manufacturers don’t get it right.

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About The Author

I am the leading sales growth consultant in the building materials industry, I identify the blind spots that enable building materials companies to grow their sales and retain more customers.  As I am not an ad agency, my recommendations are focused on your sales growth and not my future income.

My mission is to help building materials companies be the preferred supplier of their customers and to turn those customers into their best salespeople. Contact me to discuss your situation.