The success factors of email marketing, using the mnemonic “CRITICAL“:
- Creative – This refers to the overall design of the email (layout/images/colour). Specifically, it is a good idea to ask each customer whether they would like the emails in text or HTML as there is often a great preference for one over the other.
- Relevance – Targeting, targeting, and more targeting. Make your emails relevent and personalised to each recipient if you want that response rate to rise.
- Incentive – Recipients look at emails and think “WIIFM?”, i.e. “What’s in it for me??”. There’s no such thing as a free lunch right? Well… Offer the recipient a “free lunch” for participating and they will be more likely to respond.
- Timing – Don’t send out an email that recipients will receive overnight, let it pop up in their inbox during their working day. This also expands to selecting certain days, months and even years. Remember – You can test and measure what timing works best for which email.
- Integration – Companies can not just rely on one method of marketing, nor can they rely on several methods of differentiated marketing. Instead, best marketing practices utilise integrated marketing communication (IMC) where all aspects of their promotion work together to create a whole. Email marketing must be including here, therefore your emails must carry the same image and message as your entire operations. Even the timing of the campaign must work in with other aspects of your marketing mix.
- Copy – When considering the copywriting for your email you must consider all aspects of the language, from subject line through to your mail signature. With emails, not all links should be saved for the last sentence, pop them in early to grab that impulsive customer!
- Attributes – Here Dave talks about the email header, with attributes including the subject line, from address, to address, date/time of receipt and format. Once again, testing your campaigns can rule out the attributes that customers consider spam and highlighting the attributes that will work best for your business.
- Landing Page – Want those emails to turn into sales conversions? Don’t just hyperlink your customers to your home page; show them exactly where you want them to go and make it quick and easy to complete any forms!
So yes… Email marketing is a vital component in many industries, especially for creating those important customer-firm relationships. Learn to use it well and it will definitely bump up your company’s success.
Just try not to send out another email that goes straight through to my spam folder. And, if the email does manage to make it through to my inbox – Make it worthwhile to read!