If you’ve ever had the job of putting your marketing email, ezine or e-newsletter together – whether designing the format, writing the blurbs, testing different subject lines or segments, sending it out to subscribers, dealing with unsubscribes – 7 Proven Tactics to Increase Response for your Email Campaigns seemed the session to attend at Search Engine Strategies 2010 London.
Having spent much of last year producing a monthly email across nine segments for a major car insurance and breakdown company, I was interested to hear latest best practice and get some inspirattion. After all, we tracked KPIs, tweaked designs, improved clarity on calls to action buttons, yadda yadda blah blah, and saw a leap in click-throughs. But what else could we have done?
Tamara Gielen, Independent Email Marketing Consultant, who ran email programmes for eBay among others, had some ideas. She promised seven tactics in the presentation but instead, I counted 30. So there’s lots to know, too much to reproduce here.
Here are 10 bulletpoints.
- Sell your email programme on the website – don’t just have a button asking them to subscribe to your email but clarify the offer on the button, eg, ‘train me to profit’, ‘be the first to know our special offers’, ‘free email tips’, and so on. Agencies may need to advise the client to do this if emails are outsourced.
- Tell them why you are asking for their info on the sign-up form (perhaps add a ‘why are we asking this?’ button on the page). Be transparent, it builds trust.
- Welcome your new subscribers – send a welcome email within 24 hours, when they are highly engaged. Let them know, ‘This is what we are going to be sending you.’ Ask them to do something (of benefit to them) and send them back to your site.
- Listen to your unsubscribers – they will tell you what they don’t want. Maybe they don’t want to fully unsubscribe but are fed up of your monthly email outs. So give them the option of getting less emails on the unsubscribe page, eg once a week/month. Or just email seasonally, even just once a year, when they are likely to be shopping for your service or product. Better this, than losing them altogether.
- Give ‘unsubscribe’ alternatives – eg if emails are unsuitable, ask them to sign up for an RSS feed, suggest a ‘follow us on Twitter’ option or to become a Facebook fan, would they like to sign up for the catalogue – offer alternative channels for you to communicate with them.
- Use social networks to grow your list – eg, encouraging your customer to become a fan on Facebook means other people see that in their newsfeed. Why is that interesting? Make it interesting, eg, Papa John’s on Facebook offered a free pizza if you become a fan and won a million more subscribers to their email as a result.
- Allow subscribers to share your content via share buttons to help acquisition. First figure out where your audience is, eg, B2B is great for LinkedIn. B2C may be on Facebook, Twitter, etc. But remember people will only share links if there is something of value in the content.
- Emails do not have to be weekly or monthly – use triggers, eg, a Birthday trigger, such as 'Fiona, Birthday greetings from [brand], here’s a [discount/freebie/offer] to celebrate.'
- Subject line length/content – include the most important message in first 4-5 words, ask questions, sell benefits, and include an urgency.
- When should you send your email? – think about when your customers are likely to be browsing and when buying, eg, a retail email may do better at the weekend when people are free to click through and buy. But test your timings. Tamara sends hers at 9.30 on a Monday morning – because few send at this time (the bulk of emails is sent on Wednesdays/Thursdays). Stand outs from your competitors. Also she notes that many have a 9am start and are going through emails at this time – her email then pops up on top (she has 50% open rate by the way).
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