How I Use Email Marketing
This post is part of a creative marketing series sponsored by HP
With the advent of social media, email marketing has taken a bit of a back seat in terms of buzz – but not with marketers that understand the power this tool has for long term trust building and short term conversion.
I’ve been an advocate of this tool throughout the rise of social media and find it telling that many bloggers and social media types that have built followings online are now turning to email marketing to cash in. I don’t mean cash in as a bad thing, I mean that they have found email marketing to be a way to generate customers in this more commercially acceptable avenue.
Email marketing is a central tool I still employ for building trust, doing research, announcing new products, selling products and services, educating customers, and expanding the awareness of my web presence beyond my web site.
While there are many ways to use email marketing I thought today I would share a little about how I do it so you could have one simple and practical road map.
My email marketing routine
List building – Obviously for email marketing to be an effective play, you’ve got to possess a list. Don’t ever, ever buy one! You must build your list and you must do it by offering value, that’s it.
You should, however, employ some tools that make it easy for people to subscribe. I place a sign-up form on most pages (it’s over there in the left sidebar if you’re reading this on my blog) and I use a drop down script from dynamic drive to offer the newsletter to site visitors. I know some folks don’t like these in your face forms, but there’s no denying how much more effective they are.
I offer people a free report for signing up in addition to the offer of the newsletter and this definitely drives sign-ups. I also make a special offer to buy my books through a thank you page once someone does subscribe. This is a low cost product that I add lots of valuable bonuses to and it often starts the relationship deepening very quickly.
I also promote my list when I speak and encourage you to consider ways to build your list from your other offline activities as well.
Getting started – I use an autorepsonder to reply once someone subscribes. I send an evergreen issue of my newsletter so they get a taste of the value right away. A few days after they subscribe I also send what feels like a much more personal thank you note from me. This is a text email that is very simple and tells them I am glad they subscribed. I get constant feedback from people that, while they may know it’s not really a personal note, love the personal feel. I suggest you adopt this tactic. (The content of the note is on page 215 of Duct Tape Marketing, you know in case you want to buy the book.)
Content – Your readership will grow and spread only if they find your content valuable. While I do send occasional product pitches, I choose to do these in solo emails (a tactic that makes the offer stand out) and choose to fill my weekly newsletter with content that I think readers have come to value. Increasingly this is snack size tips that lead them to other great resources.
Format – I send my weekly newsletter in HTML format as reading and engaging with the content is much more enjoyable in the visual format. I do also send a text version for those that don’t allow HTML and as a further tool to help get through some spam filters.
I have moved to a format where I point out a lot of great content that I’ve written or that others have written. I used to include the full content in the email, but have found over the years that people have grown very comfortable with the digest format that allows them to click through to the full content online. One word of advice, as so many people now read email online through Gmail and Yahoo make your links open in a new window so they don’t have to keep coming back to find the email. (You simply add target=”_blank” after your link in HTML code to do this.)
As stated above I use text only email when I am doing a straight pitch for a product or service offering or promoting an event. I don’t include anything extra in these emails as I’ve found that total focus on one topic, in this format, generates the highest response. (A/B testing of your emails is a standard offering in most email services.)
ESP – ESP is the acronym for email service provider. If your list is more than a dozen names you need to use a service to send your emails. There are many great, low cost solutions for this that allow you to easily create, send and archive your email newsletters, offers and campaigns. These services also help you build and maintain your list and comply with CAN-SPAM laws.
I use Infusionsoft as part it’s part of my CRM and shopping cart set-up, but I’ve also experienced good things over the years from Constant Contact, Vertical Response, AWeber, MailChimp and iContact. In my opinion any of these services will meet your needs.
MailChimp wins the award for education. Take a look at their list of email marketing ebooks.
Integration – Email is a great way to expand beyond the newsletter communication to build deeper engagement in your community. Certainly it’s become very standard to include all of the ways for people to connect with you online in your email communications. You should add Twitter and Facebook links to your emails, but also cross promote your blog content, archive your newsletter issues as web pages on your site, and promote your new issues in Facebook status updates as well. (Here’s an example of an issue of my newsletter online.)