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Email Done Right: Still the Most Effective Marketing Strategy for Small Businesses

Alison Stripling • Mar 18, 2014

Email marketing, when done wrong , is the biggest waste of time, money…and electrons.

Why I Love Email Marketing

To be honest, there are more reasons to love email market than you want to read about, so I’ll stick to the high points.

Permission Based

This is the stupendously HUGE caveat: email marketing based on a list you build yourself can take you anywhere.

People who volunteer their email address are more likely to open your marketing material and less likely to opt-out in the short term.

Also, with a permission-based list, you know you are talking to people interested in what you have to say.  

Cost Effective

According to the Direct Marketing Association, email marketing returns almost $40 for every $1 spent . While your results can vary, that’s a sweet number.

A big reason email marketing can produce such a nice fat return is that you are not investing in the physical necessities of a print campaign including paper, envelopes, and postage. And that leads to…  

Eco-Friendly

Electrons are recyclable. You cannot destroy them; just rearrange them to a different configuration.

Some form of energy production is required to create, send, and read an email campaign; however, there is no need to cut trees, process paper, or drive cars.  

Doing it Wrong

We have all seen email done poorly – our SPAM filters cannot catch them all. What makes for a bad email?

  • A bad subject line: a subject that screams ADVERTISEMENT or does not appeal to your target market will significantly reduce your open rate.

  • No name or wrong name: if you personalize your campaign – something I highly recommend – it is critical that your list is complete and accurate. Who wants an email that greets them with, “Dear <first name>”?

  • No value: If you are not giving value to your readers, you will lose them. While the numbers vary, professionals agree (the committee of “they”) that the number of emails that give good information need to greatly outnumber those that advertise – even if the advertisement includes a coupon or a “subscribers-only” special.

  • Annoying: If you say you will email monthly, than emailing weekly is annoying. And, emailing daily is a sure way to have people opt-out of your list.

  • SPAM: Do you know that in 2003, Congress passed a law regulating email marketing? Violation of the CAN-SPAM Act can cost you up to $16,000 per email. (Not campaign, but per email sent. The bigger your list, the more massive the bill.) The good news is that the commercial service providers will help ensure your messages are within the law.

Doing it Right

To get the great ROI, you mustdo your campaign right.

  • Have an exciting and engaging subject line.

  • Vet your list regularly for incomplete data.

  • Give, give, give. I teach the 80/20 rule – 80% should teach and educate, while 20% should promote you and your stuff.

  • Persistent is good, annoying is bad.

  • Keep within the law: have easy opt-out, avoid content that anyone could find offensive, and be open and honest about who you are.

Next, to keep them opening your campaigns:  

  • Keep the content fresh , current, and of interest to your target market.

  • Do offer subscriber-only specials. After all, a majority of us say we subscribe to email lists specifically for the offers.

  • Use an Email Service Provider (ESP). PLEASE, please, please. This is the best way to keep your campaigns consistent and within CAN-SPAM rules; you protect your list, you do not need to worry about the opt-outs, and the information that must be in every campaign becomes part of your form. There are several ESPs out there, so research your options and pick the one that will deliver what you need now as well as in the future.

Bottom Line

We are flooded with ads (and bright shiny objects all day long)…from radio ads to T.V. commercials. Even my Pandora station plays annoying ads.

But if you have good content that I can learn from…I’ll be on your list for LIFE. Just, please, do it RIGHT.

Image courtesy of adamr / FreeDigitalPhotos.net

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