key email marketing actions 2010
DESCRIPTION
Presentation on key email marketing actions to deploy in 2010. Presented at UWEBC conference in Madison, WI November 2009.TRANSCRIPT
Key Email Marketing Actions to Take in 2010
Loren McDonaldVice President, Industry RelationsSilverpop
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Email Marketingis not
Dead
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Bad Email Marketingis, however
On Life Support
Free Shipping, 20% Off – “So What”
Competition With Alerts/Social Notifications
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Are you pounding or
engaging your subscribers?
6 Actions for 2010
1. Capture and Use the Right Data2. Create a World Class Welcome
Experience3. Use Personality/UGC4. Create Value Through New Message
Streams5. Re-engage and Retain
1. Capture and Use the Right Data
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Do your emails stand out?Do they involve the
subscriber?Do they talk to, or at
customers?
No Data, No Relevance
Logical Personalization?:
• Gender• Marital status• Age ranges on signup• Wedding anniversary• Significant other’s birth date
No Recognition of Their Value Proposition
How About Product Selection & Content that recognizes I’m:
• Male• Married• Kind of old guy • Married 25 years
26th Anniversary…and I get This?
Progressive Sign Up
My Expectations:• Birthday wish and/or coupon
• Age-based content/offers• Gender-based content/offers
Now for that haircut, I’d Pay More Than $16!
Loren
What I Get
• No birthday wish
• Content does not
reflect age or gender
Net-a-Porter
Society of London Theatre
Targeted Communications Based on Age
• Under 26 targeted mailings – Age centric subject
line – Sent to recipients
under 26 years– Open rates around
double average open rates
• Mailing for the over 50’s– Targeted discount
offer– Open Rates 75%
above average open rate
Preference Center Touch Points
• At opt-in• Welcome email• Normal email stream• Transactional emails• Web site/Transaction process• At opt-out
2. Welcome Emails – Start the Relationship Right
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What is the first email your subscribers receive?
Do you throw them in mid-stream, or “welcome”
them into the relationship?
Research by marketing publisher MarketingSherpa shows email subscriber
interest begins to disintegrate as soon as two weeks after the opt-in, as measured by the
open rate.
Within two months, the open rate typically falls 20% to 25%.
The Honeymoon is Over!
Williams-Sonoma 3-Part Series
Welcome Email Ecommerce Case Study
• Text• Single email• IT Generated• No marketing messaging
• HTML• 2-part email series• Marketing generated• Promotions, education
75% increase in conversions
3. Incorporate Personality/UGC
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Do your emails stand out?Do they involve the
subscriber?Do they talk to, or at
customers?
Ratings, Popularity, Top Sellers
Incorporating Social Aspects Within Emails• Comments• User ratings• Top read, top purchases,
etc.
Leveraging Member Reviews in Email Content
We Like Personalities
Jim Cramer – Mad Money
Keith Olbermann – MSNBC
…Not Faceless Corporations
Can we talk?
• More than ever, we want to connect with brands via real people– Think Twitter
• We want a personal note, not a direct marketing promotion
A Dash of Personality
• Tone• From a real person• Humor• Employee,
customer stories/comments
• UGC• “Relatable”
Can You Say Mimes in Portland?
Woot is a Hoot
Like, Awesome Dude!
• Personal reviews/ comments from staff members
• While not objective, puts real people behind the products and emails
Fun Subject Lines
One-of-a kind content
4. Move to Lifecycle / Behavior/ Trigger / Event-Based Messaging
Free Shipping20% off
20 Emails in 22 Days
You Know Who You Are…
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Have you calculated the long-term impact of
increased frequency?
Do your emails create value for subscribers?
What’s the Potential Impact of Over Mailing?
5 times per month
5 times per month
12 times per
month
12 times per
month
Revenue – Churn – Reputation….
Retailer – Increased Frequency
Unsubscribes and spam complaints went through the roof
Financial Impact of Increased Mailings
Pinball, Earrings, Shredder…
Relevant – Based on Purchase Data
Cross-Sell/Upsell
Behavior-Based Programs
Cataloger shifted to behavior-based
series after key purchase:- Warranty
- Accessories- Related products
Customer Lifecycle Series Emails
• Thanks• End Of Lifecycle Series
– We Miss You– We Want You Back– Last Chance
• Birthday Email• Anniversary Email
Prospect Lifecycle Series Emails• Conversion Series
– Give Us a Try– Please Give Us a Try– Survey*
• End Of Lifecycle Series– We Miss You– We Want You Back– Last Chance
• Birthday Email
Big Results after One Month:(compared to all previous email
campaigns)
48% lift Click through rate
129% lift in Net Conversion rate
Accounted for 10.4% of the total revenue from email marketing
while representing only 2.7% of the total email volume.
Break Through the Clutter With New Message Streams
• Triggers• Notifications• Alerts• Reminders• Aggregators• Updates• Closeouts• …and more
Date/Event-Based Emails
•Birthday•Anniversary•Holiday•Season/Weather•Renewal•Replenishment•Sale/Special•Service due
•Special Event – e.g., Super Bowl•News event•Recent purchase•Abandoned shopping cart•Status or preference change
Wine of the Day - Cadence
Consistency – Every Tuesday
5. Re-engage & Retain Unsubscribers
List Churn and Inactives – The Good and Bad News
The bad news…
• A typical list will lose 1/3
of its members each year
– Bounces + spam
complaints +
unsubscribes = 2-4% /
month
• 25% to 80% of your list is
inactive
– Subscriber has not
opened or clicked in
specific time frame (e.g.,
6, 12 months+)
The good news…• Churn can be reduced• You control most of your
destiny• Some inactives can be
reengaged
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Do you know what your list churn rate is?
What percentage of your list is “inactive”?
Why Recipients Go Inactive
Never fully engaged - just wanted the incentive
Interests have changed
Content did not meet expectations
Emails are being routed to junk folder
You send too often
You send un-personalized, irrelevant emails
Why Recipients Unsubscribe
• Too Frequent
• Irrelevant Content/Offers
• Also, lack of email address change functionality
Don’t Wait, Be Proactive• Preference centers• Surveys, ask for feedback• Behavioral dataData
• Identify inactive subscribers• Determine root causes, patterns• Test frequency, content, personalization
Monitor/ Analyze
• Use the data – segment, personalize• Deploy triggers, act on behavior• Offer alternatives
Increased Relevance
Don’t Wait, Be Proactive
• Monitor inactive subscribers– Look for demographic, list source, etc.
patterns
• Test different frequency, content• Promote preference updates• Survey subscribers• Obtain feedback• And of course, send more relevant
emails
Ask for Feedback
Dell Survey/Preference Reminder
Value Proposition Reminder
Alternatives Are Promoted In the Email
50% of Art.com subscribers presented with alternative to unsubscribing stay!
Preference Center/Unsubscribe Pages
Q & A Email: [email protected]:@LorenMcDonald@Silverpop