Email newsletters are an excellent way to communicate multiple offerings and nurture relationships with consumers (Neilson, 2010). 77% of consumers prefer to receive permission-based marketing communications through email (Lacy, 2012).
So how do we ensure we are getting the best out of our email newsletters? Here are some best practice tips…
Set out your email newsletter objectives
There is no point building an email newsletter with no purpose! Email newsletters are cost-effective and a useful channel for communicating, but if you haven’t identified and prioritised the objectives you hope to achieve, you won’t be able to reap the rewards as readily (Fariborzi & Zahedifard, 2012). Is the primary purpose to promote business events and activities to the consumer, drive traffic to the website or brand building? The answer to this question will dictate factors such as the content and design of your email newsletter.
Know your target audience
It’s imperative to identify the target audience and to know what appeals to that audience. The target audience for Pampers won’t seek the same content as the target audience for the Financial Times. Not only do those who subscribed to the financial times probably not wish to read a Diaper Rash 101 on their morning commute, but the audience will also significantly influence other factors such as the imagery, tone, language and even the frequency of emails. If you have a broad target audience, segment the audience into different lists and send each list a different email newsletter.
Source: Pampers (2015) Source: Social Times (2014)
Create engaging content
Getting the balance between promotional and informative can often be difficult, you have a great product or service, and of course all you want to do is shout about it. 70% of email recipients seek discounts and offers in emails (Falls, 2012), so exclusive offers and advertorial content have their place. However, businesses, should avoid the temptation to send out e-newsletters full of promotional content and instead focus predominantly on engaging the reader with interesting articles and informative material. For example, a company producing and distributing headsets might want to share an article on the benefits of hands-free working for efficiency to educate and engage the recipient, rather than boring the recipient with discounted products and their USPs. According to Soskey & Eridon (2015) a newsletter should be 10% promotional and 90% educational. A good example is Miss Selfridge (see below), who send out a little bit of promotional content, but keep the rest of their content educational surrounding fashion trends with blogs.
Source: Compiled by author (2015)
You should be careful not just to throw in any article that seems relevant. In fact, 49% of unsubscribes from permission-based emails are due to the content being too repetitive and 25% are due to the content being irrelevant (Soskey & Eridon, 2015) . Remember, once someone unsubscribes it’s pretty impossible to get them back so ensure you engage them, not annoy them. If you are seeking interesting and informative content, use a range of third parties, hire or outsource a dedicated content writer who can produce content surrounding the business offering, or alternatively just dedicate time to work on something great within the team.
CNET increased click-through rates by 7.62% through the elimination of redundant content and building a slimmer, dynamic portfolio of material, click here for the full case study (Eckerle, 2013).
If your audience is segmented, produce segmented recipient lists and use dynamic content to change the stories for each segment to make it appropriate.This means each recipient will have content displaying in their email based on preferences, demographic, location and more!
Create a content calendar
Email newsletters should be sent at an appropriate frequency for the business, this is usually weekly, fortnightly or monthly. The appropriate frequency will depend on content available for the email newsletters (Micheaux, 2011), producing email newsletters too frequently without new content available will result in repetition. Conversely, producing email newsletters monthly, when you have plenty of material to broadcast could result in email newsletters being too long or important content just being skipped out entirely.
Consistency is important when it comes to scheduling communication of the email newsletter (Fariborzi & Zahedifard, 2012). The email newsletter should be sent at the same time after each interval so the consumer knows when to expect it.
Any events or time sensitive content should be pushed in the appropriate email newsletter, so the recipient knows in advance.
Consider email design
Subject line – 35% of email recipients open an email based on subject line alone (Baer, 2015). According to Mail Chimp’s best practices for email subject lines, they should be informative and concise. (Fariborzi & Zahedifard (2012) found subject lines with fewer than 50 characters are better performing.
Source: Adapted from Mail Chimp (2015)
Social Media – provide the recipient with social media links to give them the opportunity to share email newsletter content with their friend and networks. This plays an important role for growing the audience receiving the information (Fariborzi & Zahedifard, 2012). Emails that include social sharing buttons have a 158% higher click-through rate (Kurcwald, 2013).
Mobile compatibility –All email communications should be compatible on mobile devices. In 2014, 53% of emails were opened on a mobile device (Demers, 2015). If you fail to make your emails responsive on mobile devices, you could be missing the potential to reach over half of your mobile subscribers.
Content hierarchy – Email newsletters should be designed to ensure the key call to actions stand out. Content should be ordered with the key news story at the top and the colours and size of the different call to actions should vary based on importance for the business. A good example of this is this email of news from LinkedIn, in which there is a clear dominant story at the top, and news deemed less significant lower down in the newsletter.
Source: Compiled by author (2015)
Template – Keep the email template and design to minimum to ensure clarity and ensure the recipient can digest the information. Email newsletters that are too cluttered will require too much patience, and lets face it, will end up in the ‘deleted’ box.
Alt text – Emails are definitely more visually appealing when images are in place, but what happens when the recipient doesn’t have images enabled? Alt text is the alternative text that displays when images aren’t available and it should tell a story as much as the rest of the email does.
For more insight into email newsletter design best practice, take a look at this infographic by Email Monks on Social Times (Glenn, 2013).
Test!
Testing is crucial to be able to identify any issues surrounding the rendering of your email before it’s too late! It’s certainly embarrassing when an email lands in the recipient’s inbox full of mistakes and bad formatting, and the only thing that is clear to them is your company’s branding.
Testing to see what your audience responds best to is pretty useful too! Alpha/Beta testing enables you to change certain email features or stories for two different groups, and see which gets the better response! Email literature, examples and case studies will only take you so far, to identify what works for your target audience you have to put it to the test!
Measure
Finally, monitor your emails. Email Marketing is a highly measurable method of communication, and this should be utilised. Open-rates, click-through rates and unsubscribe rates are essential for realising how you emails are being engaged with (Fariborzi & Zahedifard, 2012) and identify trends. Use delivery rates to evaluate the accuracy of your recipient list and consistently update it. If your audience isn’t engaging with your content, seek to improve it!
References
Baer, J. (2015) ‘15 Email Statistics That Are Shaping The Future’ Convince & Convert, 17th January 2015 [Online] <http://bit.ly/1sRxcL3> [accessed 22nd April 2015]
Demers, J. (2015) ‘How Important Is A Mobile-Optimized Email Newsletter?’ Forbes, 8th April 2015 [Online] <http://onforb.es/1NUkFM7> [accessed 22nd April 2015]
Eckerle, C. (2013) ‘Email Marketing: CNET increases engagement by cutting nearly half of newsletter portfolio’ Marketing Sherpa, April 16th 2013 [Online] <http://bit.ly/1Deq9uE> [accessed 22nd April 2015]
Falls, J. (2012) ‘Why Email Marketing is Alive and Thriving’ Social Habit, 26th September 2012 [Online] <http://bit.ly/1HVUtkH> [accessed 22nd April 2015]
Fariborzi, E. & Zahedifard, M. (2012) E-mail Marketing: Advantages, Disadvantages and Improving Techniques. International Journal of e-Education, e-Business, e-Management and e-Learning. Vol 2, Issue 3, pp. 232-236.
Glenn, D. (2013) ‘Email and Newsletter Design Best Practices’ Social Times, 26th March 2013 [Online] <http://bit.ly/1aT4O3s> [accessed 22nd April 2015]
Smith, L. (2014) ‘From the Inbox to the Landing Page: Email Marketing Best Practices In Action’ Litmus, 2nd May 2014 [Online] <http://bit.ly/1h6ddTP> [accessed 22nd April 2015]
Soskey, G. & Eridon, C. (2015) How to Create Email Newsletters That Don’t Suck. [e-book] Cambridge: HubSpot, Available at <http://bit.ly/1EdkY3i> accessed 22nd April 2015]
Kurcwald, K. (2013) ‘Social Sharing Boosts Email CTR By 158%’ Get Response, 27th March 2013 [Online] <http://bit.ly/1cWj1Ir> [accessed 22nd April 2015]
Lacy, K. (2012) ‘91% of Consumers Use Email At Least Daily’ Salesforce Cloud Marketing, 26th September 2012 [Online] < http://bit.ly/1cdRbFP > [accessed 22nd April 2015]
Mail Chimp (2015) Best Practices for Email Subject Lines. Mail Chimp. 16th April 2015. [Online] <http://bit.ly/1uYIbz5> [accessed 22nd April 2015]
Micheaux, A.L. (2011) Managing E-mail Advertising Frequency From the Consumer Perspective. Journal of Advertising. Vol 40, Issue 4, pp45-65.
Nielson, J. (2010) ‘E-Mail Newsletters: Increasing Usability’ Nielsen Norman Group, 29th November 2010 [Online] < http://bit.ly/1DOPWxu> [accessed 22nd April 2015]
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