Grow
Grow
Email acquisition is
an important part of
any email marketing
program.
A report by Custora
showed that email
acquisition quadrupled
from 2009-2013,
demonstrating that the
channel is one of the
strongest available
to marketers.
Read the report
>>
Grow
01.
Optimize your opt-in pages
02.
Create multiple opportunities for sign-up
03.
Create a stellar welcome email
04.
Develop valuable email content
05.
Implement an email preference center
06.
Focus on email deliverability
What’s Inside
Optimize Your Opt-In Pages
Once you’ve captured your users’ attention, you need to reel them in. So
make sure your opt-in pages are working hard for your email program, and
not against you. Here are some tips
.
>>
Make Your Opt-in Form Visible
Email sign-up forms are now competing for real estate, so if you want new users to sign up, don’t bury your sign-up form. Include it in your navigation like Bed Bath & Beyond does below and design a standalone sign-up page that promotes the benefits of joining your list. In addition to the link placement, make sure content and calls to action on the actual sign-up page are limited so there are no competing messages (figure 1).
Don’t Ask for Much
Depending on what you’re asking people to sign up for, in most cases, less is more. If you’re requesting them to sign up for a newsletter, a name and email address may be enough. If you’re offering a free trial, you might need additional qualifying information. Whatever you ask for, make sure you need and will use the information. You can always ask for more information later using your email preference center or email nurturing program.
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Make your opt-in form visible.
FIGURE 1
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Provide Incentives
To encourage sign-up, offer something of value like a research report or coupon upon sign-up completion. Providing an email address to get something they need is a low risk commitment for the customer. Petco, for example, incentivizes new subscribers with a 20% off coupon to get them to convert fast and start shopping right away (figure 2).
Disclose Everything
Make sure you include your privacy policy so that users know how you will use their email address. Setting expectations from the very beginning will foster a healthy start to your new customer relationship.
Provide Your Credentials
Subscribers want to know that they are giving their personal information to a legitimate sender. Include logos of your certifications, affiliations, or testimonials from your customers on your opt-in pages. You may even want to provide a sample email to give prospective subscribers a preview of what they will receive.
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To encourage sign-up, offer something of value.
FIGURE 2
A Shining Example
eMarketer’s opt-in page is a great example of how to combine all of the elements above into one opt-in page. It includes a clear description of the content being offered and the frequency in which it will be sent. It also shares a sample issue and testimonials supported by a concise form backed by their privacy policy.
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Create Multiple
Opportunities for Sign-Up
Once you’ve optimized your opt-in page, you need to promote it so that
more potential users can engage with your brand. Here are some easy
ways to promote your list.
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Thank You Page
Every time a visitor completes a form on your site, they should receive a “thank you” message. This is an excellent opportunity to include a call to action that encourages the user to sign up for your email list. Make sure to include information about the list and the value gained from joining it.
Blog
Your blog may be one of the most visited areas of your site, so it’s another great place to include a call to action. Whether it’s on the sidebar or in the top navigation, make sure the opportunity to sign up to your list is visible.
Website
Include sign-up calls to action on your homepage and subpages, where
appropriate. You can include them in your top navigation, in the footer, and on the sidebars to keep it visible to visitors at all times. Also, don’t forget the power of the pop-up to put your call to action front and center (figure 3).
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Include sign-up calls to action on your homepage.
FIGURE 3
Landing Page
Include an opt-in field (i.e. checkbox) within your landing page forms to opt users into your list. This gives visibility to your email offerings and provides a value add to customers who have already engaged with your product. Also, it’s important to not pre-check the box–instead allow potential subscribers to choose whether or not to opt in.
Lead Nurturing Emails
If you’re using lead nurturing to stay in contact and convert potential users over time, encourage those recipients to sign up for a relevant newsletter or provide a link to another offering they’ll find useful.
Reward Your Current Subscribers
Give your existing subscribers incentives like discounts, account credits, additional features, and more for referring other subscribers.
Collect in Person
Bring an iPad to events and ask people to sign up for your lists in person and at the register (if you’re a retailer.) Just be sure to have them enter and submit their own information to show consent.
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Create a personalized welcome email.
FIGURE 4
Create a Stellar
Welcome Email
Once you have a new subscriber, you need to welcome them in the best
way possible. Make sure you focus your message on validating their
decision to opt in to your list.
The adage, “You never get a second chance to make a first impression” is
especially true when it comes to email. The welcome email sets the tone
for every email delivered to your subscribers’ inboxes thereafter. So be sure
to start off on the right foot by keeping your email well branded, friendly,
and helpful. Here are some tips:
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Make it Personal
During your sign-up process, you’ve probably asked for first name, last name, and an email address—use them! Some companies like
Visual.ly address their users by their username instead. Whatever method you choose, make sure to personalize your welcome email (figure 4).
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Say Thank You
Customers have a plethora of choices out there, so be sure to thank them for choosing you. It’s a simple phrase that can make a big impact on how your customers view your brand. Retailer, Kate Spade New York relays a BIG THANKS to their new subscribers
(figure 5).
Spark User
Engagement
If you have a service or product that needs a little explaining or requires a next step to get started, use your welcome email to give them a few tips on how to get there. EventSpot, for example, provides a video tutorial, step-by-step guide, and a webinar to help new users take advantage of their tool. It’s important to find ways to incorporate quick and easy “getting started” steps to spark user engagement and help foster higher retention rates from the get go (figure 6).
Deliver Your Email
Right Away
Don’t hesitate to acknowledge receipt of your new user’s request to subscribe. Users expect immediate confirmation when they sign up for something; when they don’t get it, they think something is wrong. Be sure your first impression is a good one and let them know you not only received their request, but that you are all over it.
Say thank you.
FIGURE 5
FIGURE 6 Spark user engagement.
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Provide Incentives
You want to get customers using your service right away. If you’re a retailer, you may want to offer a coupon within your welcome message to entice your new subscribers into becoming paying customers. You can put a time limit on the offer to help ensure a faster sale, but the main point is to get subscribers to click through and start browsing your site for something they want. It’s a great way to get subscribers familiar with your brand and to stimulate a sale.
Gather Additional Information
To maximize conversion on your landing page, you may have limited the number of fields you had, and as a result, you may be lacking the data you need for
segmentation information. You can use your welcome message to gather additional demographic or preference information to target your offers in the future as
Marshalls does in the example below (figure 7).
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Use your welcome message to gather additional information.
FIGURE 7
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Develop Valuable Content
All of your efforts detailed above will be for naught if you don’t have
something interesting to say to your subscribers. Content is still king and
you have to provide useful information if you want to stand out in the
crowd. Here are several ways that you can create meaningful, relevant
content that is tailored to your audience.
>>
Write Addictive Subject Lines
Have you ever seen a subject line you just had to open? That’s exactly what you need to create. The subject line’s one and only goal is to encourage an open. Though there’s no exact science, a very general rule of thumb is that the subject line should be no more than 50 characters, but you’ll have to test what’s right for your audience.
Get To The Point
Keep your content short and straightforward. Introductions to longer articles are fine, but emails should be just a few short paragraphs with a main call to action.
Stay True to Your Topic
No matter the length, write a subject line that captures
attention and accurately reflects the content of your
email. Nothing is worse for your reputation than a bait
and switch, so stay true to your email content while
being absolutely captivating in its introduction.
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Dress Your Email to Impress
How your email looks is just as important as what it says. Some may argue it’s even more important. A well-designed email will ultimately be more appealing to your subscribers, so make sure your email is responsive to accommodate all devices and don’t forget to have a text version in addition to HTML.
Personalize Your Messaging
Before you press send, make sure that what you’re saying is something your subscriber wants to hear. Segment your email by location, demographics, and past purchase behavior to give your subscriber the most personalized
experience possible.
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Cultivate Brand Ambassadors
Your content should focus on how you can fulfill your
customer’s needs. So make sure every email you send
provides value. Most importantly, refrain from telling
them how great you are, but instead make your email
messages all about them. If your brand helps them
accomplish something or be something better, they’ll
turn into ambassadors for you without you even asking.
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Create an Email
Preference Center
An email preference center is a tool that helps you establish a healthy
communication cadence with your subscribers. It provides an easy way for
your subscribers to manage their email by giving them a centralized portal
to control what they receive and how often they receive your messages.
What might motivate you to set up a preference center?
Preference centers have a positive impact on both your deliverability and
on your relationship with your subscribers because they:
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Reduce Unsubscribe/Complaint/Spam reports
There are many reasons why a customer may decide to unsubscribe from your list and attrition is normal. However, an email preference center helps provide alternatives for those who may be unsubscribing for reasons that are within your control.
When people want to remove themselves from your list, there are
3 things they can do:
» Unsubscribe
» Report you as spam
» Manage their preferences
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HubSpot administered a survey
that revealed
that 54% of their respondents felt that they were
receiving emails from a sender too frequently. And
49% of respondents said that “the content became too
repetitive or boring over time.” Both of these reasons
are easy fixes if you implement a preference center!
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You really want your customers to select “manage your preferences” instead of hitting the spam button. By asking your customers how frequently they want to hear from you and about what content, you’re putting control back in their hands.
See the example below by FTD where they provide two paths for
their would-be unsubscriber:
» An option to reduce the number of emails they receive to once per week. » The original option to completely unsubscribe.
FTD also collects data on why people are unsubscribing to presumably improve their email program for their current subscribers. Well done (figure 8).
Use your welcome message to gather additional information.
FIGURE 8
Showcase Your Email Offerings
Do you have multiple email lists? Your email preference center is a great way to let subscribers know about them! Via the preference center, they can not only remove themselves from unwanted mailing lists, but also self-select the ones they are more interested in. This is a great way to manage your content frequency and relevancy.
However, when you ask your subscribers to manage their preferences, you have to make sure that you have enough content to provide them to make this choice worthwhile. If someone wants to receive emails and tips every day, you need to have that; if you want to vary your emails by industry, role, etc., you need to have that content ready as well. The key here is to start slowly with a few options and build it out as you have more options.
Conversely, too many choices can be overwhelming, so if you have plenty of content, consider dedicated preference centers by subscription or subscription groups for a better customer experience.
Here, eMarketer’s email preference center provides their email marketing lists along with a description of each to help the subscriber decide what they want to receive (figure 9).
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Showcase all of your email lists.
FIGURE 9
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Help With Segmentation Strategies
Email preference centers remove some of the guesswork from your email
marketing campaigns. By asking subscribers about their interests and preferences, you can deliver customized campaigns that are sure to elicit a better response.
For daily deals site, Groupon, their preference center is grouped
into three main categories:
» Location » Types of deals » Notifications
With this information, they can localize their content based on what their subscribers want on a daily basis. They also give subscribers the option to change their frequency (figures 10 & 11).
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FIGURE 10 Encourage your customers to manage the frequency of communication.
Having an email preference center is key to managing
your email deliverability and to building a transparent,
respectful relationship with your customers.
If you’re able, consider asking your subscribers to
set their email preferences from the get go—either
in your welcome email or in one of your other initial
interactions with them. There’s no better way to build
an initial trust with your subscribers than by asking them
how they’d prefer to be communicated with.
FIGURE 11 Encourage your customers to select relevant topics for communications.
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Email Deliverability
Getting your messages to your customers’ inboxes should be your main
goal for any email campaign.
22% of email routinely goes undelivered
,
so you can’t afford for email acquisition practices to negatively affect your
deliverability. To help you achieve your goal, there are a few best practices
you should follow to keep a clean subscriber list.
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Use Strong Permission Practices
Don’t take the easy way out by purchasing or renting lists. Only send to those who have specifically opted into your email program.
Eliminate Inactives
Remove emails that have been non-responsive for the past 6 months (or less, depending on your industry). This will ensure that you are only mailing to active and engaged subscribers. For more details on how to clean your list, and for more specific schedules for removing inactives, reference our blog post.
Focus On High-Value Customers
Evaluate who is the most engaged, who purchased the most often, and who has the highest order value. Once you identify your highest value customers, tailor your communications accordingly.
Test Before You Send
Testing your campaign with a small group of subscribers before deploying to the entire list is a great way to ensure maximum response from your users and to catch delivery problems prior to it affecting your campaign on a larger scale.
Monitor Your Engagement Rates
Employ tools, like SendGrid’s Event Webhook, that allow you to view your subscribers’ engagement rates. This information will help you better tailor your email campaigns to keep your subscribers happy and active.
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