Selena Blue

Email Marketing: Top 5 most effective list growth tactics

March 2nd, 2015

In a digital world, where 72% of U.S. adults prefer communication with companies through email, how do you capture new email addresses?

Acquiring emails for our list is a continuous task. We have to work to not only retain the list we have, but to also grow it to build a larger audience of prospects and customers.

In fact, 63% of marketers reported “growing and retaining subscribers on our list” as a marketing goal, according to the MarketingSherpa Email Marketing Benchmark Report.

But with so many tactics and strategies out there, where do you begin?

In the Benchmark Report, we asked email marketers several questions about the different tactics out there. This MarketingSherpa blog post will break down the five most effective list building tactics, as reported by your peers.

 

Tactic #1. Registration during purchase

The most effective tactic according to respondents was gaining email addresses during the checkout process. This make perfect sense. After all, you already need an email address from customers during the online purchasing process. You’re not technically asking for anything they aren’t already giving.

It simply requires adding a small checkbox for customers to check if they’d like more information, promotions or discounts. This could be why 52% of marketers said it was also a very or somewhat easy tactic to implement.

However, I caution you to think about how you implement this. You don’t want to prevent customers from purchasing because of a confusing or required registration or list sign-up.

To learn about the two registration options — front-end vs. back-end — read the MarketingSherpa Blog post, “E-commerce: Why a forced checkout registration is never a good idea.”

 

Tactic #2. Website registration page

The second tactic is viewed as the easiest, with 85% of respondents saying it’s very or somewhat easy.

There are many ways to add a registration form to your site, whether it’s a form on the homepage or a landing page all its own.

Even if you already employ this tactic, it could be worth it to reassess your current strategy. Kodak revamped its strategy, including updating its capture page and adding more opt-in requests, to increase email subscribers by 33%.

According to the Benchmark Report, 29% of marketers found white papers and other premium content is effective for registering new email subscribers on their sites. This could be for one-off downloads or to access a library of premium content. To see how a free paywall can grow your list by using content you already produce, see how Copyblogger grew its email list by 400%.

 

Tactic #3. Online events

Online events, or webinars, are no exception to the rule that providing prospects with content is a great way to achieve a value exchange. Customers get valuable information in exchange for their email address.

Webinars can require a significant amount of time, planning and resources, so it’s not a surprise that only 31% of marketers say they are very or somewhat easy to execute. However, as the third most effective tactic — with 37% saying it’s very effective — they might worth the investment.

Partnering with another company could be a great strategy for webinars. One, you have another set of hands to help with the webinar creation and execution. Two, you’ll have access to another email list, potentially filled with new customers.

You can create buzz around the event through social media, blog posts and even paid advertising. HubSpot attracted 25,000 sign-ups, which turned into 10,000 attendees. The team was then able to turn 3,500 of those attendees into new leads. Learn how the team achieved these results in the MarketingSherpa case study.

 

Tactic #4. Offline events

Depending on your industry, you might be involved in different offline events. Trade shows, for both B2C and B2B, can be a great place to build awareness within your market. It’s also a great opportunity to gain email addresses.

A popular tactic is a drawing for a free prize, where entrants must hand over their email address. However, there are other ways to stand out on the show floor.

Loggly — a cloud log management company — created an event sponsor guide for an industry event it was sponsoring. Reaching out to the other sponsored vendors, the team created a crowdsourced guide they posted on their blog.

The company generated its highest level of engagement with the event, and while they posted the guide to a blog post, it could have also been easily gated behind an email capture page. Learn more by reading the case study: “Tradeshow Marketing: Why a SaaS company helped competitors generate leads.”

A great offline tactic for brick-and-mortar retail stores is offering discounts and promotions in exchange for an email address. KooKoo Bear Kids, a children’s furniture and décor retailer, set up iPads for email list sign-ups in plain view of the checkout counters. The retailer found three benefits to this method: 

  • Customers use a popular device, which adds to the appeal of signing up.
  • Customers do not have to say or spell embarrassing email addresses they may have created years ago.
  • KooKoo Bear does not have to manually enter email addresses at the register or from a slip of paper.

This tactic, along with asking for sign-up during online checkout and on most pages of the website, has increased list growth by 15%. Read on to learn more: “Email Marketing: 142% higher open rate, 15% bigger list from retailer’s strategy.”

 

Tactic #5. Paid search

While a quarter of marketers thought paid search was a very effective way to gain new email subscribers, not many more — 29% survey respondents — reported actually using it to drive list growth. This could be because 80% of marketers reported paid search as somewhat or very difficult to use.

You could use paid search to increase traffic to your site overall or to draw traffic to a sign-up page for a webinar or landing page for a white paper.

While the case study, “PPC Marketing: Testing value proposition messaging increases clickthrough 88%,” uses paid search to increase site traffic, not list growth, it does detail the process of finding the best PPC ads for your potential customers.

Understanding how value proposition affects the success of your ads could not only increase the effectiveness of your campaigns, but it could also reduce the difficulty of knowing what to focus your ads on.

 

But above all else, test to know what is most effective for your audience

Just because one tactic is effective for many companies doesn’t mean it will be best for your customers. After all, if you don’t have an online purchase option on your site, adding an opt-in during checkout won’t help you.

This list just provides you a starting point for optimizing your email strategy. To know what draws in subscribers to your company, you’ll want to test multiple tactics.

Take Techlicious, a site that publishes simple and straightforward advice on technology for women, as an example of the power of testing when it comes to email list growth. Over five months, they tested six channels to determine which generated the greatest number of engaged subscribers. Read the case study to learn how they garnered 230% more readers from the six-channel test.

 

You might also like

Email Lists: How sweepstakes work for CNET [Live from #SherpaEmail] [More from the blogs]

Lead Generation: How to build your own list [More from the blogs]

Marketing Research Chart: 63% say registration during purchase effective for list building [MarketingSherpa Chart of the Week]

Lead Generation: Content and email combine for high-quality list building [Case study]

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Categories: Email Marketing Tags: , ,

Erin Hogg

Email Lists: How sweepstakes work for CNET [Live from #SherpaEmail]

February 26th, 2015

Before jetting out to MarketingSherpa Email Summit 2015, Daniel Burstein, Director of Editorial Content, MECLABS Institute, and I took a little trip down memory lane and reviewed some top takeaways from Email Summit 2006.

Of course, it’s exciting to see how some things have changed and laugh at how far we’ve come. In 2006, consumer marketers were warned about Yahoo and MSN Hotmail adding preview panes to email services.

We were using words like “ezines” and “hotlinks.” We assumed email would be dead because of junk mail. We were just getting the hang of using Web analytics and email systems together to track customer value.

While we have come a long way since then, there were some things that have stood the test of time.

Keeping opt-ins actively engaged with email content is key to improving ROI. Don’t have Marketing operate in a silo — work in coordination with not just Sales but also IT to gain the right solutions and tools you need to succeed.

One takeaway caught our eye, as it is something I discussed onstage with Diana Primeau, Director of Member Services, CNET, earlier this week at #SherpaEmail.

In 2006, we heard from David Kreitzer, then Marketing Director, Bella Pictures, and his advice for using sweepstakes to build email lists.

According to David, although sweeps and free bonus offers can dramatically raise email opt-ins, list quality suffers. You may get tons of new names on a list, but they could just be there for the contest.

I’m sure many marketers even now have been advised not to use sweepstakes or contests to build a list.

Fast forward to yesterday, Diana shared how one way CNET builds its list is through sweepstakes and had the numbers to prove that subscribers can stay actively engaged post-contest.

 

What do we know now that’s different from what we believed in 2006?

It’s simple really: create a relevant experience with users with personalized content to retain them for the long term.

We knew this back then, but our capabilities over the years have grown to allow marketers to leverage the tools and platforms they need to segment, test and optimize an email experience for each subscriber, serving up content that creates a one-to-one relationship.

Read more…

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Taylor Kennedy

Live from Email Summit: Two tactics to reduce perceived cost in your email capture forms

February 23rd, 2015

I’m reporting live today from the MarketingSherpa Email Summit in Las Vegas, one of the most exciting weeks of the year for email marketing practitioners (woo hoo!). While I never imagined being this pumped up about email marketing growing up (I had a passion for dinosaurs and Transformers as a kid), it’s incredible to see this many email marketers in one place sharing what works for the benefit of the whole industry.

Today marks the start of the Summit with a workshop on “Effective Email Messaging” taught by Flint McGlaughlin, Managing Director and CEO, MECLABS Institute, and the MECLABS team.

One of the concepts that seems to be resonating especially well with the marketers in attendance today is the concept of email marketing as a continuum, where the relationship you establish in the email capture form (lead generation form) affects each interaction that occurs thereafter.

Therefore, starting your “email relationship” off on the right foot with a well-thought-out email capture strategy is of critical importance. Let’s avoid any and all applicable first date metaphors and dive right into the key principles that Flint has covered in this session, backed by tests to support them.

 

A framework for reducing perceived cost of the email capture

When testing your email capture fields, where do you begin? It’s important to remember that any action you wish the visitor to take on your website is a balance between two forces — cost and value. In order to increase the likelihood of the visitor taking the desired action, you should always be seeking to minimize cost and increase value.

In today’s post, we’ll be exploring the cost side of the equation.

 

Typically, one of the easiest places to start is by looking at your email capture forms for any unnecessary elements that might contribute to the perceived cost.

Cost takes on two forms when dealing with email:

1. Amount of information required — Think the amount of form fields involved. How many form fields are actually getting put to use by either the marketing or sales team once captured. If you’re not using  a particular form field currently (or not planning on using it in the near future), then get rid of it. Also, make sure your audience is clear on which form fields are required to participate in the email list.

2. Nature of the information required — This is the type of information that is required in the form fields. If you require a telephone number for a digital download, this might convince the visitor that you have an ulterior motive for their contact information. Also, think about more personal information types, such as driver’s license number or social security number. This information may be more difficult to obtain or could cause concern to the visitor.

Read more…

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John Tackett

Landing Page Optimization: How a navigation test increased leads 34%

February 19th, 2015

Site navigation can make or break the user experience on your site.

So what can you do about it?

In today’s MarketingExperiments Blog post, I wanted to share with you an interesting experiment from our latest Web clinic that shows how a tourism group increased leads 34% by testing their site navigation.

Before we get any further, let’s take a look at the experiment:

Background: A tourism commission seeking to enhance visitor interaction with their website content in order to boost appeal for choosing their city over other destinations.

Goal: Test the site navigation to increase visitor engagement with key site content.

Primary Research Question: Which navigation type will increase site engagement?

Secondary Research Question: Which navigation type will lead to the highest lead generation rate?

Test Design: A/B/C split test

In the control above, the MECLABS research team hypothesized that the navigation was increasing user friction by including an almost-overwhelming amount of options.

Read more…

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Sam Caruso

SEO Marketing: Adding value without risking search rank

February 16th, 2015

It’s common knowledge that search engine optimization (SEO) often plays a major role in how companies group their key terms, whether they be in the headline or in the bottom of a page.

This practice can also lead some companies to avoid testing certain areas of their site in order to maintain page rank.

However, there is one area where company value can easily utilized without risking online ranking. Here’s a recent experiment where we tested one minor change in an SEO headline and achieved a significant lift in conversion.

The MECLABS’ Research Partner wanted to concentrate on headline testing for one of their high-ranking SEO pages but had a few stipulations on how the headline copy could be laid out.

To avoid any ranking pitfalls, we went over various value points for the Research Partner to find the best way to incorporate value without damaging any SEO rankings if any treatment were to outperform the control (the existing high-ranking page.)

After careful review of the partner’s various value points, we found that the partner had a price guarantee that presented good value to potential customers.

For the experiment, the copy for the treatments had to be worded carefully as to not interfere with key search terms. To keep in line with the partner’s SEO parameters, we developed logos depicting the price guarantee alongside headlines that featured the word “guaranteed” and mixed them with the key search terms used in the headline.

The main rule that had to be followed when putting the treatments together was that the first two words of the existing headline had to remain where they were to keep search ranking in place. The following logos were placed next to the headline to express company value:

  Read more…

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Ken Bowen

Value Proposition: NFL’s Jaguars increase revenue with customer-centric marketing

February 12th, 2015

The Jacksonville Jaguars, located in the home city of MECLABS Institute, have not had a winning season in nearly a decade. By some measures, the team has actually gotten worse in recent years.

Yet, despite a miserable 1-7 home record for the 2013 NFL season, the Jaguars actually enjoyed a significant lift in local revenue in 2014 and increased average game day attendance by over 3,000 fans.

How did they accomplish this feat?

By viewing their product from the perspective of their prospects and answering one simple question: “If I am the ideal customer, why should I purchase from you rather than your competitor?”

 

Background

Jacksonville is the NFL’s smallest true market, and by most metrics, it’s a borderline miracle that a metropolitan statistical area of only 1.35 million people has been able to sustain a franchise in the country’s most expensive sports league for 20 years and counting.

The per-capita ticket buying pressure on the city is astronomical — approximately one in 20 citizens must purchase a ticket to each game to keep the stadium full on Sundays — as is the sponsorship demands on local corporations.

For this reason, the Jaguars do not enjoy the same leverage to arbitrarily raise ticket prices as do teams in much larger cities where season-ticket waiting lists are the norm and NFL tickets are truly a scarce commodity, cities where demand will likely always outstrip supply.

We live in an age when professional sports (particularly in mid-sized markets) have never faced tougher competition for discretionary income and mindshare. Whereas once there was only a handful of entertainment and recreation options available to consumers, major sports now must compete with the likes of Netflix, Hulu, Spotify, YouTube and a rapidly expanding universe of low-cost entertainment options hyper-specific to each customer’s personal tastes.

At the same time, live professional sports also have to compete with the home theater experience.

In the last 10 years years, economies of scale have made it possible for the average family to afford a high-fidelity home theater setup that provides a perfectly suitable alternative to being at the game in person, at a fraction of the cost. No parking hassles. No overpriced concessions. No traffic bottlenecks. And no $85 tickets, on average.

Without the leverage or on-field product to justify a price increase, the Jaguars made a multi-million dollar bet that they could positively impact local revenue at existing prices simply by putting customer-experience first and enhancing the value proposition of their existing game day experience.

Perhaps the best way to visualize this customer-centric approach is via the exchange fulcrum.

 

The exchange fulcrum:

 

Every purchasing decision that a prospect makes is driven by a competing set of forces — value and cost.

“What value am I receiving, and at what expense?” Every time a customer is confronted by a call-to-action, these two elements will wage war in his or her mind until the scale is ultimately tipped in favor of either conversion or rejection.

The exchange fulcrum — with value force and cost force on opposing sides — brings life to this analogy. Taken one step further, the fulcrum can be given predictive powers via the exchange heuristic:

VfAC – CfAC = Nf

Where Vf = Value Force

AC = Acceptance

Cf = Cost Force

Nf = Net Force

  Read more…

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