Mistakes are powerful lesson builders. Nowhere is this more evident than when you a) Measure everything, b) Are in the “Marketing for ROI” business, and c) Have teenage children in your household.
Email marketing inherently brings mistakes. Since it’s free and everyone can send an email, you see both wise and idiotic marketing side-by-side. Usually the higher the media cost the higher the research and testing.
Yet the wise have certainly learned from the mistakes, testing multiple email methods to maximize results.
Here’s what a 4 year study from the minds of MarketingSherpa in a multi-million dollar test updated June 2010 says are do’s and don’ts that are costing you big time. There were dozens but I condensed it to The TOP 9 EMAIL MISTAKES from Contractors. A few of these are shockers.
• The “From” line: How many emails do you send with your company in the “From” area, thinking, “Hey, they know me and my company, so this is a good, trustable source?” WRONG. One of the primary strengths of email is being “personal”, so making the “from” box appear personal is the exact same advice behind “blind” or “shielded” Direct Mail envelopes. (As your PowerPack advised you years ago!) Personal emails get read first, many company ones are trashed instantly. Get in that first group.
• Remain consistently “known”: Often a company will send an email from the salesperson, then from the CSR, then from accounting, then back to the the tech to confirm an appointment. BAD IDEA. Finally, the branders ‘win’ one, but we knew this one anyway. It is better to have either a) consistent spokesperson communicating in the ‘from’ line by name, OR b) “customer service”@, OR c) Something creative like, “TheDreamTeam@”.
• Watch the “Subject Line” Branding Attempts: Have you been told by the “experts” that putting your company name in the subject line is a good branding idea? WRONG. Findings from the research team indicated, “This single mistake sends response rates tumbling.” Another shot in the ‘branding’ vs. ‘direct response’ marketers mini-war.
• Subject Lines RULE Open Rates: Are you sending emails without thought to the Subject line? Are you ‘salesy’ sounding things like, “Check this out” or “We have some great deals”? KISS OF DEATH. Fact: the highest paid group in all of marketing are Direct Response copywriters. Within that, are the elite “headline” writers whose fees can be in the thousands per hour. Yes, per hour. Their trade has ballooned by writing emails that get opened, and that dear friends is from “Subject Lines” since they are the ‘headline’ of your email. I save the emails I get with the best ‘Subject’ lines, and have for years.
A Hint: Novelty, entertainment, intrigue, question, controversy ALL outpull the corporate ego schlock everyone else is sending.
• Subject Line Brevity: I got a subject line this week that said: “Come By Our Booth at Comfortech to See the New
•Formatting Nightmares: We all get emails in two basic forms: HTML (graphics, formatting) and plain text (plain and legible). But which is better? This battle has raged on like, “Is it Lady Gaga or Lotta Gaggy?” The answer is finally here.
Send in HTML but with very plain graphics. Why? The test showed that high graphics – though nice to see – slowed emails, reduced opens, and appeared as ‘blanks’ more often. And thought Plain Text gets read more often, it does NOT share stats like HTML. Thus, the “hybrid” model. (If you send in MIME format, your emails will be sent in both formats, but you’re still cautioned against high graphic emails.)
• Common Link Mistakes: Lazy marketers or unaware contractors often send links that are more than one line long, causing it to slip to the next line, rendering unopenable except by cutting and pasting. Response Killer. Avoid link-wrapping and long tracking links.
• Prefix Disaster. Lots of email senders think its “old fashioned” to include the http:// because you don’t need it. HOGWASH. Include the ‘http’ because larger providers won’t present your link as “live” without the URL. Give the full prefix or expect a far lower open rate.
• Readership List Death. Many business owners felt that “cheap” or “free” meant “smart” in their corporate communications. So many swapped out product announcements, home show appearances, and newsletters from hard mail or traditional “paid” media to email. The study showed two things happened, both bad.
First, email is to be short or linked to a longer subject like we do in SMI. When the email was long, it was summarily discarded. (We reported this in SMI over two years ago.)
Second, since email is known to be cheap and fast, customers saw company information delivered this way as cheap, thus deletable. (How “warm” do you feel when you get an e-birthday card vs. a mailed one? Just checking.)
Research shows that mailed vs. emailed gets higher open rates, better branding, imaging, and most importantly higher response rates. The study showed between 4 and 22 times the response rate for a variety of items from the same company, for same product, to same list. Pretty good test.
Hudson, Ink recommends (this was not in the study) that you send short, content-rich emails to your broad “free” list, linking them to a longer article or product info within that email. Then supplement your email communication to your “paid” list (customers) with real mail. This way, you’re communicating both ways to the higher value list members.
We have seen response rates actually increase over the past 2 years with traditional “real” mail. (Same as the now-famous Wall Street Journal article on Direct Mail versus Email response.)
So if you’re going to use email – and you should – use it well.
So there you have it. Keep this list. Forward to a friend. You just saw how to make all the emails you send get opened more, read more, and pull better.
