4 Ways to Marry Your Email Marketing and Website Optimization Strategies

Do you hear that? It’s getting louder. It’s the sound of millions of emails, targeted ads, and personalized web experiences fighting for relevance. Despite the noise, B2B and B2C brands succeed at delivering relevant information to their target audiences. According to Direct Marketing Association, for every $1 spent on email marketing, the average return-on-investment is $40.56. But there’s a difference between threading the needle and really creating something.

In many cases, data is being used to deliver personalized email campaigns with fantastic results. The Aberdeen Group says that personalized emails improve click-through rates by 14% and conversion rates by 10%. With results like these, the motivation to test, segment, and personalize email campaigns will no doubt increase. However, the success of these incremental improvements to email marketing depends largely on the next steps customers take after engaging with your email. Whether you’re sending them to a specific landing page or inviting them to take advantage of a personalized offer on-site, the work doesn’t end in your customer’s inbox.

By looking at how you use data to improve email marketing from the broader perspective of your web or mobile experience, you can multiply the impact of your targeting. And it’s worth it. According to Steelhouse, using correct targeting and testing methods can increase conversion rates up to 300%.

Break Down the Barriers

Closing the data loop and breaking down the organizational divisions between email marketing and website optimization is increasingly common. Marketers are adopting this strategy, particularly as facts about open-rates on mobile come to light and digital teams unite forces. But any brand making a significant investment in email marketing will soon be throwing good money after bad without an optimized, personalized mobile experience. Eisenberg Holdings says that companies typically spend $92 to bring customers to their site, but only $1 to convert them. Instead, make your money count twice by investing in a strategy that combines data from email marketing with on-site behavior for a comprehensive approach to optimization.

According to EConsultancy, 64% of companies would like to improve their personalization, 64%, their marketing automation, and 62%, their segmentation. The key is to unify these three key areas for a strategy that will keep your communications relevant and your audience engaged. Here, I’m going to share four ways your website’s optimization strategy can enhance your email marketing efforts, and vice versa! Let’s get started…

1. Use Website Data to Validate Email Segmentation

Segmenting your audience for email marketing is not an uncommon practice. However, the segmentation of your website traffic is often treated as a mutually exclusive effort.

Try This: Use your website data to validate predefined segments for email marketing campaigns with a URL parameter. By doing so, you can find out whether your segments behave how you expected them to with metrics that look at their behavior from first click to exit.

2. Use Email Marketing Attributes to Create a Better On-Site Experience

The data from email and websites can interact in either direction. One leading travel brand worked with Maxymiser, a website and app optimization solution, on an email campaign designed to bring users to the site by converting email prospects with a featured destination that best reflected their preferences (either collected or expressed.) Using Maxymiser’s optimization solution, the brand selected 36 destinations to offer and used each one as a specific variant of the test.

Try This: Segment visitors who came from email and determine which predictive attributes will make their visit the best possible experience. In the above instance, the brand took the attributes generated by an email campaign and used them to test and target on their site—and you can too.

3. Map Email Engagement and CRM

With the right tools, you can map the unique identifier to a CRM file and target specific individualized content to that visitor.

Try This: The data-driven marketer (you!) could place an individualized identifier in the URL of an email campaign. You can also match up an individual from the aforementioned unique URL to segments or visitor groups defined in the CRM file.

4. Test and Target from Email to Landing Page (Mobile or Desktop)

Using your optimization solution, you can test custom content on your predefined email segments by redirecting them from email to a specific landing page.

Try This: Optimize both your emails and landing pages in a single test and combine your analytics for a clear perspective on your user’s behavior. This might be a particularly interesting test to run on a mobile landing page.

In Q1 2014, more email was opened on iPhones (38%) than all desktops combined (34%). You can be sure that these percentages have only increased in the last 12 months. With that being said, if you’re hoping to convert a visitor with email, you have to optimize your mobile landing pages. A website optimization solution like Maxymiser can run the aforementioned desktop landing page test on mobile as well. A unified optimization and email marketing team could easily work together to generate a rich tapestry of insights by segmenting email audiences and testing the optimal experience on desktop or mobile, depending on where the user comes from.

So, don’t just think about the connection between email marketing and optimization; plan for success by aligning your strategy with a multi-channel approach like the one I have described above. On the road to becoming a holistic digital marketing organization, the marriage between email marketing and website optimization is one of the most valuable steps.

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40 Brilliant-but-Easy Ways to Build Your Email List

 

Email marketing is a high-impact, low-cost way of delivering your marketing message to current customers and prospects — if, that is, you have a great email list. If you don’t, this article is for you. Read on for the most effective and creative ways to build your email list.

If your email list is short, scant on information, full or errors and redundancies, or just not on-track with your targeting, that poor-quality data can be worse than having no data at all! Without a good email list, all your other digital marketing efforts are little more than wheel spinning.

There’s a lot to be said for the human touch, and these ideas rely on good old-fashioned human interaction to help you build your email list.

Build your email list the right way

1. Put out the sign-up sheet

Whether you’re at a trade show, community event or in your own storefront, collecting email addresses in person can be as easy as putting out a signup sheet and encouraging people to write down their details.

2. Leverage business cards

When you meet people face to face for any reason, ask for their business card. Offer yours. Set a glass bowl on the counter in your store or the reception desk in your office, and ask visitors to drop their cards in it. Offer some incentive to do so — a free product or service, gift card, etc. Use your own business cards to further drum up emails; add an offer on the back of your card that encourages people to sign up to receive your emails.

3. Host an event

Stage an event — lunch gathering, topic talk, book club or whatever works to get people in the door. Drop invitations at nearby businesses, post the notice on your front door, and advertise in local media. Ask people to RSVP with their email addresses.

4. Invite people to ‘join the club’

Offer a birthday or anniversary club that allows people to “enroll” by providing their email address and relevant date. Reward them with a special offer for signing up, and follow up with something else special, such as a discount coupon, on their birthday or anniversary date.

5. Organize a giveaway

Using snail mail and/or your existing email list, send people a postcard asking for email information and offer them a reward for providing it.

6. Drum up emails with direct mail

Sometimes you have a physical address but no email address. Send a direct-mail offer they can only get by going to your website and joining your email list.

7. Try some telemarketing

Throughout the day, you and your employees probably interact with many customers and prospects on the phone. Before you hang up, always ask if they would like to join your email list. Give them a brief statement of the benefits of enrolling — for example, exclusive offers and discounts only available to email subscribers.

8. Optimize your website for opt-ins

If a customer or prospect visits your website, they’re already at least somewhat interested. Don’t miss the opportunity to add them to your email list. Include email registration forms on every main page of your site, as well as on the pages for popular products and services.

9. Build with your blog

Your blog provides a great way to build a personal relationship with customers and prospects — and to gather their email addresses. Consistently end blogs with a call to action that encourages readers to sign up for your email messages. Require blog visitors to provide an email list in order to leave comments, and set it up so that they have to actively opt out if they don’t want their email address included on your mailing list.

10. Engage through social media

Social media participation can allow you to reach new audiences and make new connections. Stay abreast of trending topics that are of interest to your customers and prospects. Use social media to encourage people to visit one of the channels where they can sign up for your email list.

11. Don’t give up on bounce backs

Everyone hates to see the dreaded bounce-back alert in their inbox. If you have snail-mail information to match an email address, send a postcard asking the contact to provide you with an updated email address so you can stay in touch. Consider rewarding them with a discount or freebie for taking the time to respond.

12. Piggyback on a colleague’s efforts

Consider sharing email lists with neighboring businesses. Offer them space in your newsletter in exchange for including a link with your opt-in form in their newsletter.

13. Don’t let website visitors get away

If a visitor gets through your entire website without opting in, grab them one last time before they go. Set a lightbox to appear asking for an email address whenever someone is about to navigate away from your website or blog.

14. Create an online community

Platforms like BuddyPress for WordPress make it easy to set up a community and foster interaction between your brand and your customers. Include a sign-up form for your newsletter on every page of the community.

15. Leverage ‘email only’ specials

Reward your loyal email followers with specials that are only available to subscribers. Encourage them to forward the link to your sign-up page to friends and family.

16. Don’t forget your own email

Be sure every email you send has an opt-in form so that anyone who receives one of your emails via forward from someone else, can sign up directly to be on your list.

17. Use Foursquare

Offer a reward for customers who buy something from you and show that they checked in at your business on Foursquare using their mobile device. When they do this, they’re telling everyone in their network that they’ve done business with you. Each month, reward the person who gave you the greatest exposure by offering a discount, and asking for their email address.

18. Be active on blogs and forums

Frequent the blogs and forums your customers do and offer insightful comments. Include a link to your website where visitors will find your opt-in form.

19. Get employees involved

Reward employees for collecting valid, testable email addresses. Remember to have them obtain the person’s consent before giving you the email address for your list.

20. Encourage customers with a daily deal

Daily deal sites can be useful for retail or local service businesses. Offer your discount (daily deal) through the site for a limited time and ask anyone who wants to grab the deal to provide their email address in exchange.

21. Word of mouth still rocks

Ask current and new customers to refer new subscribers to your list. Sweeten the deal by offering them a discount as a reward for valid, confirmed and consent-backed email addresses.

22. Encourage forwarding

When you send an email, include a forward-to-a-friend link in case recipients want to forward your content to someone they think will find it interesting. Make sure the link directs newcomers to a page with your opt-in form.

23. Serve up a sandwich board

Sandwich boards are nothing new, but what about using one in a new way? Place one on the sidewalk in front of your storefront or office to advertise your newsletter and offer a reward to anyone who signs up. Invite customers into the store to enroll, or give them the web address where they’ll find your opt-in form.

24. Use receipts

Customize your credit card receipt with a field/line where customers can jot down their email address while they’re signing. Or, simply ask them to write their address on the back of the receipt. At the end of the day, enter the addresses into your database and send out a welcoming email.

25. Take it to the street fair

Spring, summer, winter, and fall — your community probably has at least one street fair or similar event throughout the year. Participate in the event and collect email addresses right at the fair. Sweeten the deal by offering new subscribers a discount on their first (or next) purchase in exchange for sharing the email with you.

26. Encourage competition

Sponsor a video contest in which customers create a one-minute video about why they like your business, products or services. Ask them to send the videos to you and post them to your Facebook page. Invite visitors to vote on which video should win a cash or merchandise prize. Include an email opt-in on your Facebook page. Be sure to follow Facebook’s rules regarding contests.

27. Go mobile

When you’re out in the world at a tradeshow, business meeting or other public forum, use your smartphone to collect email addresses. And be sure to include an email opt-in with your business’ mobile app. If you offer the app for free download through your website, “charge” users the “price” of their email address in order to download the app.

28. Inside-the-box ideas

If you ship products, it’s a perfect opportunity to expand your email list at no cost! Include an inbox request on a card inside every package you ship. Be sure to tout your “email only” offers and direct recipients to your website’s opt-in form. After they join, redirect them to a page where they’ll receive their first promotional offer.

29. Make it more than just a bill

When you send out an invoice, include an option to sign up for email communications with you. Again, sweeten the deal by offering an incentive such as a discount or free shipping on the next order as a reward for providing email addresses.

30. Signs of the times

Include a link to your opt-in page in the signature of all your emails, personal and professional.

31. Network for emails

Join your local Chamber of Commerce or another business networking group. Email the member list (if it’s opt-in) about your services and include a link to sign up for your emails and newsletter.

32. Download freebies

That e-book or buying guide you created to establish thought leadership in your industry can also help build your email list. When visitors to your website request a free download, ask them to complete your opt-in form in order to download.

33. Speak up for yourself

Speaking engagements are a great way to establish your company as active in the community, but you can also weave into your talk the idea that more information can be found on your website. Offer free consultations in exchange for signing up for your newsletter and emails.

34. Giving it all away

Every month, offer a giveaway of a valuable or fun item to anyone who signs up for your email list.

35. Subscriber-only access

Everyone likes the feeling of being in on something exclusive. Offer your email subscribers something only they can get. It might be a special discount. It could be access to a video, e-book or another piece of useful content. Promote the availability of this exclusive access in order to encourage more email enrollments.

36. Give them subscription options

People like more choices, so consider creating subscription levels that let people sign up to receive content that’s relevant to them. For example, if you sell widgets and tax advice, provide three options on your opt-in form that allow users to sign up to receive info about widgets, info about tax advice or both. Further customize by allowing them to designate how frequently they’d like to hear from you — weekly, monthly or only when something really special is going on. People may be more likely to sign up for your email list if they have some control over the content they’ll receive.

37. Don’t forget the power of print

Add a QR code (a bar code that people can scan with a smartphone app) to print ads, direct-mail post cards and other printed marketing materials. Use the code to allow people to opt-in to your email list simply by scanning the code.

38. Leverage testimonials

Make your opt-in form extra convincing by including testimonials from current email subscribers touting the quality of your content.

39. Create a teachable moment

Are you an expert in something people want to know about, like weight loss, home improvement, cooking, etc.? Promote an exclusive online email course available only to subscribers.

40. Reel them in with a scroll box

Visitors to your website might overlook the call to sign up that you have at the top of every page, but it’s harder to ignore a lightbox or pop-up. Scroll boxes pop up on visitors’ screens after they’ve scrolled down a certain length of the page. The box encourages them to sign up for your email list. They can be effective for encouraging a user who’s already shown interest in your content (by staying on the page long enough to scroll) to sign up for your email list.

Building an email list takes time and is critical to marketing success in the digital age. What tactics do you use to collect more emails?

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7 Email Testing & Delivery Tools for a Biz on a Budget

You hear so many rumors about what you can or can’t include in your email if you don’t want it to land in spam. But a lot of those are exactly that, rumors.

Using an ESP, like VerticalResponse, is an excellent start to ensuring inbox placement, but spam filters look for various things in emails to determine where they end up. Are there too many links in your email? Did you use the word “Free” one too many times? To help dispel the myths, we put some email testing and delivery tools to the test using the same HTML code and subject line from one of our recent newsletters. Here’s what we discovered:

Puts Mail

Puts Mail is a basic testing application, but you can get some good information about your HTML using this tool. First, they send you a test of your email, so you can see it in your inbox. If you’re using an ESP, you probably have this feature already, but if you don’t, it allows you to see your how your email will appear in the inbox of your choice. Then the tool goes through your code and detects if there’s anything that could cause an issue and what that might be. Our newsletter checked out okay, though anyone using Lotus Notes or Eudora may have some issues with the CSS that was included.

CSS is something that can be tricky in different email programs; if you’re using CSS, be sure to keep it inline to ensure it will work across a variety email programs. For more tips on HTML for emails, check out our HTML Tips for Designing Your Email guide.

Email on Acid

We’re fans of this tool because of the various email program display views. It’s always important to know how things will appear for all of your readers and the different programs they use. Email on Acid offers a free version that shows what your email looks like in Gmail and Outlook 2003, plus they take a look at your HTML and let you know if there are any issues. The paid versions offer more inbox examples, more analysis, and check for spam filter triggers. Our newsletter looked great with the free trial test on these two programs, but as we learned from the previous tool, there could be some rendering issues on older email programs.

Email Reach

Email Reach takes a different approach to testing emails by providing a seed list of addresses to test. The nice thing about this service is that they can test email programs around the world and on mobile.

You just need to download the list they provide, upload to your ESP and then send test emails to that seed list. They’ll give you reporting on how your email works in all the different accounts that they monitor. They offer a 24-hour free trial and then a paid version once that expires. They also check for spam folder placement and will analyze content and HTML for possible spam problems.

Lyris ContentChecker

If you’re worried about specific content that could cause your email to land in the spam folder, this is the free tool for you. Lyris checks the HTML and the content of your email and gives you score based on where the email will end up. Zero is the best, anything over 3.0 and they recommend changing your content to help ensure your email doesn’t get marked as spam. They’re checking through SpamAssassin, a very popular spam filter, for anything that is usually associated with spam. Their website gives you a quick analysis and then they send an email with more info and links to help you understand email delivery and how you can improve yours.  Our newsletter got a zero; we like to practice what we preach!

Litmus

Much like Email on Acid, Litmus offers a limited free test and a paid version with more bells and whistles. The free test covers pretty much any email program your readers could be using, plus mobile ones. While the other tests are done in seconds, this one takes awhile, but for free we were willing to wait a bit. There is also a subject line checker, to see how your From label and subject line will look in different email programs, landing page links and again, HTML analysis. There is one test per email address, but the paid version allows unlimited testing for all the features mentioned. As with the test on Puts Mail, our CSS was trouble but otherwise the email looked good.

Email Spam Test

Email Spam Test is another free tool that provides you information about whether your email may go to a spam folder. They don’t provide much detail, but if there was a potential issue with your code or content they let you know. Our newsletter did fine, although they weren’t sure about the subject line.

When we actually sent this newsletter, the subject line performed on target and our opens/clicks stats were right on the mark.

Postmark

This is also a free spam test, but it requires a bit more info than you may have. Not only do you need to paste in the HTML from your email, but you also need to include the full headers as well. It makes for a much more thorough test but also more time consuming. Just like Lyris, they’ll give you your SpamAssassin score and let you know how close to spam your email is.

There are many applications out there to test your email; these are just a few to get you started. Continue to test different things with your email and content especially if you find any problems getting delivered to the inbox.

We also have free guides to help you, and for more anti-spam specifics, check out our webinar, How to Avoid the Spam Folder.

Have you checked out any recent email testing apps yet? Let us know in the comments.


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Email Testing 1,2,3 – How to Get an A+

 

When it comes to email marketing, once you’re content with the copy and design, it’s tempting to forgo all email testing and just send it out – especially when you’re crunched for time. However, testing, editing and proofing your email on a regular basis helps to ensure a successful campaign. Here are some easy-to-implement email testing tips that’ll take your email campaigns from average to ace in no time flat.

Email Testing for Accuracy

Once you’ve added images and links to your draft email, you need to send out a test email. Send one to yourself as well as a few coworkers or eagle eyed friends to proofread and click your links, as it can be easy to miss something when you’ve been looking at it for a while. When you get the test, do a quick check of the following:

• Is the subject line attention-grabbing and typo free?
• Do the images render correctly?
• Is there alternative text for images? (Most email clients block images by default, however the alt text will appear)
• Do your links go to the right places?
• Is your font easy to read and consistent throughout the email?
• Are there any typos in the content?
• Is there a clear call-to-action (or calls-to-action)?

Testing Email Clients

Because emails consist of HTML code, each email client has its own rules that determine how your email will look in a recipient’s inbox. Outlook, Apple Mail, Hotmail, Yahoo and Gmail are all commonly used email clients that you may want to test. We recommend sending a test email to a few of these email clients to ensure your bases are covered. If you want to test multiple email clients at once, you can try Email on Acid, which is a tool that allows you to preview your email to see how it looks.

When testing your email, be sure to preview the way your email appears without images, as many email clients render or display an email without images by default (Gmail is a good example of this.) By using alternative text (alt text) in your images, you’ll ensure the message isn’t lost even without the images. If your email uses large images from Photoshop or a similar tool, keep in mind that the text inside these images will not appear when your image doesn’t.

Email Testing on Mobile Devices

A recent study by Litmus indicates that the email clients with the largest market share are Apple iPhone (23%), Outlook (17%), and Apple iPad (11%). Yep, mobile is hot. According to another study by by Knotice, 41% of emails sent in the second half of 2012 were viewed on mobile devices. (This was an increase of 14% from the year before.).  So whenever you test your email, it’s a good idea to also view it on mobile devices if have them available.

Here are a few things to consider when testing on a mobile device:

• Is the font large enough to read?
• Do the images work on the small screen? Very large images or too many can cause issues on mobile devices.
• Are the links large enough and spaced out enough for someone to click on? (It’s very helpful to use buttons to make it easier for mobile users to click.)
• Does the email load properly? Sometimes if your email is too large, it’ll require the mobile user to download the remaining portion.

Keep in mind, any extra time required by the recipient can be a deterrent to act on your call-to-action.

Testing Browsers

You may or may not be aware that emails can render differently across the different web browsers. It’s a good idea to view your email in the most popular web browsers – Google Chrome, Mozilla Firefox and Internet Explorer. Each browser has its own set of rules that govern the appearance of your email, so you may not be able to get identical results, but you can at least be sure the email looks pretty similar in all three of these browsers. BrowserStack is a great tool for testing how your email looks in different browsers quickly.

Some things to check for:

• Is the background color the same in all browsers?
• Do the images show up properly?
• Is the font color and size consistent?
• Are the column widths the same or similar?
• Is the overall appearance clean and legible?

As you can see, there are many facets to testing your email before sending! One important thing is not to get too bogged down by wanting the email to look exactly the same in every email client or on every browser. Most importantly, focus on the message being easy-to-read with clear calls-to-action.

What’s the first thing you test in your email?

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