We sell both direct marketing and content marketing to our clients and both of these methods of promotion help clients to find the budget-holding, decision-making entrepreneurs to whom you can sell your products and services.

If you want to make quick sales to entrepreneurs, we want to show you why you should promote your business and what it sells to entreprenuers using what some would consider to be an old-fashioned approach – direct marketing.

So, we’re going to ask you to ignore building a brand and forget market positioning for a moment.

For the next few minutes, don’t think about creating downloadable content for your business social media account on Facebook and trying to gain the attention of industry influencers.

Don’t worry about your web site, pay per click, and search engine optimisation for Google.

They all very much have their place and they should certainly be part of your long-term marketing strategies.

Instead, we’d like you to convince you to spend some of your time, money, and resources on three of the oldest and most established promotional channels around – email marketing campaigns, telemarketing campaigns, and postal campaigns.

What’s different about direct marketing

Direct marketing allows you to choose exactly who you market to (by company type and job title), what your target audience sees, and how and when they receive your message.

Direct marketing can bring forward purchases from entrepreneurs instead of your having to wait for enquiries to come from your website. You’re in much greater control over the sales process with direct marketing.

Although we live in a digital era, marketing your products and services in this way direct to B2B decision-makers provides companies with the greatest returns on their advertising budgets.

To find out more about our direct marketing services, please call 0330 010 3495, or you can click here to email us.

So, what is direct marketing and why does this more traditional form of advertising to businesses continue to be so successful?

Marketing to entrepreneurs

Email marketing
Telephone marketing
Postal marketing
3,000,000+ decision makers
Sell direct to entrepreneurs
Data only or managed service
To find out more about selling your products & services direct to entrepreneurs, please fill in the box on the right or call us on:
0330 010 3495
or you can click here to email us

    Leave an enquiry
    Send us your details and we'll email or call you back.
    To send us a message with your enquiry, please use the form at the bottom of this page
    To speak with an account manager about selling your products & services direct to entrepreneurs, call
    0330 010 3495
    or you can click here to email us

    The direct marketing strategies you can use today to market and sell to entrepreneurs

    With direct marketing, you choose the product or service you wish to sell first.

    Then, you choose the audience you want to promote your product and service too.

    You then decide the method of approach – email, telephone, or post.

    And, finally, you select when the campaign goes.

    You’re in control at all times.

    With direct marketing, you can contact the entrepreneurs you’re targeting direct regardless of whether they have heard of your company before.

    The main three direct routes to market are:

    • email advertising
    • telephone campaigns
    • postal marketing.

    Creating a successful direct marketing campaign involves several steps:

    • select the businesses most likely to become your customers,
    • figure out how your product or service solves a problem or creates an opportunity for these potential customers,
    • buy or build a list of entrepreneurs who have the budget to buy from you,
    • send targeted messages to each entrepreneur you want to sell to, and
    • follow up on the leads generated by your campaigns.

    What is entrepreneurial marketing?

    As entrepreneurs are often much closer to the day-to-day running of businesses than more established companies, entrepreneurial marketing tactics and strategies strongly highlight the opportunities for additional growth or efficiency offered by a particular product or service so that an entrepreneur get from point A to point B faster and cheaper.

    Who is your audience and what should your message to potential customers contain?

    First step – Research your audience

    The first significant element in creating a successful direct marketing strategy is understanding what added value your products and services offer to entrepreneurs and knowing which business owners will benefit from this added value.

    Sometimes, what you sell will appeal to companies and entrepreneurs in many different sectors, and, other times, what you sell will only appeal to a limited number of potential customers.

    Your direct marketing campaign success depends on identifying and selecting the entrepreneurs who benefit the most from working with you.

    We’ll help you research the types of entrepreneurs for whom your product or service benefits greatly outweigh the cost.

    When selecting the entrepreneurs you decide upon, your goal is to stack the odds of success in your favour by targeting where your most likely wins will be.

    The lower your expenditure and the more precise your targeting, the higher the number of quality and closeable leads you receive and the higher your likely return on investment.

    What information does More Than Words hold on UK entrepreneurs?

    Choose by line of business, geographical area, and company size (up to £10m turnover), we can put you in touch with:

    The second step – Understand how your product or service solves a problem or presents an opportunity for entrepreneurs

    Entrepreneurs spend money on other companies’ products and services only when they deliver one or more of the three following outcomes:

    1. Competitive advantage

    Does your product or service give the entrepreneurs a noticeable advantage over their competitors?

    2. Cost reduction

    Are you able to help your clients make more money with less staff or become more efficient?

    It’s important to stress that what you offer won’t restrain the company resources and put demands on their free time.

    3. Enhanced profitability

    Can you offer something they already buy but at a lower price and similar quality and efficacy?

    In any direct marketing campaign, you must be able to quickly quantify in some way the financial or operational difference that your products and services deliver to an entrepreneur you are targeting.

    The third step – Separate the benefits from the features

    A feature is a quality which a product or service has while a benefit is an advantage that a product or service delivers.

    During the sales process, a benefit is always much more understandable for prospective entrepreneurs to understand and appreciate than features.

    However, features can also make a positive difference for more complicated products or services when selling to technically-literate audiences.

    But remember that B2B marketing is not there to sell.

    Its job is to deliver a message of interest to target entrepreneurs to generate a lead. It’s then the sales team’s job to take the lead and close it.

    In every marketing campaign, make sure that the benefits are clear and understandable to a non-expert if you want the most significant number of leads from your marketing efforts.

    The fourth step – Build your social influence

    More Than Words has helped many customers find new prospects in over 17,000 companies across 400 different business sectors.

    With More Than Words, you can target over 3,300,000 UK budget-holding decision-makers from different business areas.

    When you’re advertising to entrepreneurs, a good strategy is to provide examples of how your products and services have helped similar businesses overcome a problem or exploit an opportunity.

    When you do this, the audience you’re targeting will know you have the tools, the insights, the experience, and the expertise to help them.

    Do you have a video testimonial from a customer in the same line of business or industry? Do you have blog posts and case studies explaining your solutions’ complex and bespoke nature and showing that you’re not a one-size-fits-all supplier?

    If you do, make sure you focus on re-using and re-purposing the ones which reflect the commercial interests and needs of the customers you’re targeting.

    If you don’t, please speak with us and we can create them for you.

    Marketing to entrepreneurs

    Email marketing
    Telephone marketing
    Postal marketing
    3,000,000+ decision makers
    Sell direct to entrepreneurs
    Data only or managed service
    To find out more about selling your products & services direct to entrepreneurs, please fill in the box on the right or call us on:
    0330 010 3495
    or you can click here to email us

      Leave an enquiry
      Send us your details and we'll email or call you back.
      To send us a message with your enquiry, please use the form at the bottom of this page
      To speak with an account manager about selling your products & services direct to entrepreneurs, call
      0330 010 3495
      or you can click here to email us

      Finding your audience with direct B2B marketing

      Types of companies

      Once you decided which entrepreneurs you’re targeting, you will need to source the data for your direct marketing campaigns.

      Additionally, you can choose your target entrepreneurs by geographical location, the number of employees, or turnover.

      Types of buyers and how to pitch them

      In the case of entrepreneurs, the owner and the business are one and the same in many cases.

      Entrepreneurial buyers might be more receptive to a pitch where you demonstrate how your products and services alleviate some of their anxiety about their particular situations they face in business – so- called “pain points”.

      In most cases, the senior contact within an entrepreneur’s business will have all of the purchasing responsibility. However, they will often be aided in decision making by the business owners.

      You may wish to create separate marketing campaigns for business owners and subject-specific decision-makers like finance directors, and sales directors within medium-sized or larger companies.

      Choose your contact method

      We recommend you try to include all as many of the main three direct marketing channels when marketing to entreprenuers as possible – email marketing campaigns, telemarketing campaigns, and postal marketing.

      However, digital email promotion to entrepreneurs is the most responsive and most affordable of all three, followed by telemarketing and direct mail.

      Direct marketing’s three channels and how to use them

      1. B2B email marketing

      B2B email marketing offers companies an average turnover return on investment of £42.24 on every £1 spent, according to the UK Data and Marketing Association.

      To have the greatest chance of attracting the interest of an entrepreneur, your email should feature:

      • a subject line which incites attention without sounding too salesy,
      • easy-to-read email content which delivers valuable information and addresses both the reasons why they should purchase from you and what might stop them from making a purchase (don’t forget to include a call to action),
      • an elegant, minimalist design focused on readability. Remember that over half of B2B emails are now opened on mobile devices. So make sure the design is mobile compatible.

      How often should I email business owners?

      You should email at least once a month. However, we would recommend, if possible, once a fortnight.

      You should vary the content of your emails each time making sure that you offer something of value in addition to the information about your product or service delivered by your company.

      This way, recipients will continue to open them.

      What should I do when a marketing campaign is over?

      We recommend running a report within 72 hours of the send.

      You will get valuable marketing insights from each report.

      You should especially do telesales follow up with the entrepreneurs that open your emails and click through to your website the most.

      2. Successful telemarketing to entrepreneurs

      According to the UK Data and Marketing Association, telemarketing returns £11 worth of turnover for every £1 spent on it.

      Unlike email and direct mail, telemarketing offers you the opportunity to open a two-way dialogue with entrepreneurs, book appointments, and find out important marketing information on each of the businesses you reach.

      When should I contact potential customers by phone?

      When they’re at work as entrepreneurs as this won’t put additional demands on their personal time. It’s generally easier to get in touch with business owners at the very start or end of their day.

      B2B telemarketing is particularly useful for those sectors of industry that work non-office hours (like the night-time sector) or require travelling.

      What should be the aim of the call?

      Before you or your sales team pick up the phone, you should decide what the outcomes you want from each call are on a sliding scale from making a sale to collecting information on a particular entrepreneur.

      Follow-up email containing contact and social media details

      Every time you’ve spoken with a decision-maker, regardless of whether the call was particularly successful or not, you should email that particular person thanking them for their time.

      Your email should contain your direct contact information together with an invitation to follow you on social media.

      How often should you engage with entrepreneurs by phone?

      A good strategy is to stay in touch with entrepreneurs by phone at least twice a year.

      3. Lead generating direct mail campaigns to your target market

      Direct mail marketing is the most expensive type of marketing.

      However, mail offers something tangible and of high quality and this opens doors better than email and telemarketing especially on high-ticket items and content of critical importance to an entrepreneur.

      According to the UK Data and Marketing Association, postal marketing achieves a response rate of 4.4%. Compare that with email marketing’s average response rate of 0.12%.

      How often should I use postal mail campaigns to generate new leads and sales?

      Considering the higher costs related to postal mail marketing, you should do it as often as you can afford it to enjoy the highest returns.

      However, more so than email and telemarketing, you need to vary the message content between each mailing to sustain higher returns. It means that you will pay more for copywriters and designers.

      Marketing to entrepreneurs

      Email marketing
      Telephone marketing
      Postal marketing
      3,000,000+ decision makers
      Sell direct to entrepreneurs
      Data only or managed service
      To find out more about selling your products & services direct to entrepreneurs, please fill in the box on the right or call us on:
      0330 010 3495
      or you can click here to email us

        Leave an enquiry
        Send us your details and we'll email or call you back.
        To send us a message with your enquiry, please use the form at the bottom of this page
        To speak with an account manager about selling your products & services direct to entrepreneurs, call
        0330 010 3495
        or you can click here to email us

        Marketing to entrepreneurs in the UK - FAQ

        An entrepreneur is an individual who creates a new business, bearing most of the risks and gaining most of the rewards.

        Entrepreneurs play a key role in any economy using their skills and initiative to anticipate needs and bring good new ideas to market.

        A successful business is rewarded with profits, acknowledgement, and continued growth opportunities.

        Demonstrate value to an entrepreneur and you have the chance of making a sale.

        You should use direct marketing as part of a broader strategy, including digital marketing, social media marketing, content marketing, online marketing, website marketing, and more.

        It would help if you used every advertising channel open to you to search for and find the business owners most likely to need the products and services your company offers.

        You may wish to allocate some of your marketing resources to making direct approaches to business owners on social media platforms.

        Cold approaches to business owners on Facebook don’t really work. However, many marketers have experienced good results from approaching entrepreneurs on some social media platforms.

        Marketing to entrepreneurs is important so that you can introduce, describe, and sell your products and services more effectively to active and engaged owners of businesses.

        Marketing to entrepreneurs should be disruptive, engaging, written in plain English, and benefits-driven.

        Direct marketing to entrepreneurs – get your count and quote

        Content marketing and online marketing work. The concept behind them is that an entrepreneur can easily find your company and its products or services when they’re looking for them.

        However, although having an online presence is important now for all companies selling to entrepreneurs, waiting for leads and sales to come in seems a bit passive to many sales and marketing teams.

        Direct marketing is proactive and, through the use of intelligent and persuasive marketing backed by a talented sales team, you can find entrepreneurs at the right part of the buying journey, ready to purchase from your company straight away.

        In addition, for those business owners not quite ready to buy, marketers recommend to promote what you sell and your expertise in delivery and begin to build a relationship with them.

        To find out more about our services, please call 0330 010 3495, or you can click here to email our direct marketing team for help.

        Call 0330 010 3495

        Direct marketing to entrepreneurs

        To find out more, please call us on 0330 010 8300, click here to email us, or fill in the form and we’ll get back to you.