I often end up with my head in the data and need to check myself to ensure that the basics are happening. This was a deck that I pulled on getting a marketing email right.
Why email marketing? Because it still works and provides relatively good value in terms of marketing spend. We might be getting ever lower open rates over time in aggregate, but that means as marketers we need to be more focused on what makes a great email.
So what does success look like, what constitutes great? If you work in digital marketing you probably have heuristics in the back of your mind based on an article you’ve read or how previous projects have turned out. The reality is that it changes by country and by industrial sector.
There are some interesting variations, such as the US / Canada or UK / Canada click to open rates for email.
Or the comparatively high of churn rate in the UK vis-a-vis the US and Canada.
Getting to open
There are a number of factors that can aid getting to open. Some of them will be hygiene when the General Data Protection Regulations kick in across the EU next year.
A lot of the basics seem obvious, yet there is a lot of unpersonalised, unrequested, irrelevant mail is still sent out. For business-to-business relationships in particular having a phone and online double opt-in is desirable. For consumer marketing an online opt-in followed by a confirmation email and opt-in link.
In some ways we have gone back to the early web. Lean download sizes for email are really important. There have been so many times I have been deleting marketing email on the tube, as the mobile device and spotty wifi can’t download the image heavy communication in a timely manner. For some reason clothing and shoe e-tailers are really bad on this.
Back when I started in digital marketing, people laboured long-and-hard over crafting highly clickable message subject lines, but preview is as important now; especially in ‘three pane’ email clients like Outlook or Mail.app on Mac and iPad.
Design is a key part of getting an email viewed. The design needs to be responsive because of the variation in possible device display sizes and the foibles between email clients, web email clients, web browsers and mail providers. Previously one would have worried about not being black listed (still important), plain text and HTML options. Business to business marketers used to get stressed over will the email work on Lotus Notes (historically no, unless it was in plain text).
When you are thinking about content and design layout the inverted pyramid approach is a good place to start from. With the call to action what kind of behavioural cues would work best? This is where A/B testing can be employed. Marketers aren’t great at intuitively picking these.
Here are some examples of effective email design, notice the vertical alignment that makes them mobile friendly
And here are some examples of effective personalisation (in both these cases based on previous behaviour on-site).
The biggest mistake that organisations fail to do is internalise learnings from previous campaigns. This isn’t just about improving numbers over time but learning what has, and hasn’t worked. Often this knowledge will disappear when the marketer responsible moves on, or when the agency responsible has a similar change on their side.
Thanks for making this far, here are my details if you want to find out more.
You can find this presentation on Slideshare.