The first treatment was designed based on the hypothesis that visitors did not convert because the copy didn’t engage them enough, so it took a direct response tone. The second treatment was based on the hypothesis that visitors experience high levels of anxiety over potential high-pressure salespeople or spam phone calls. This treatment took a more “customer service”-oriented tone.
Email is a great medium for testing. It’s low cost, and typically requires less resources than website testing. It’s also near the beginning of your funnel, where you can impact a large portion of your customer base.
Sometimes it can be hard to think of new testing strategies, so we’ve pulled from 20 years of research and testing to provide you with a launching pad of ideas to help create your next test.
In this post and next Monday’s, we’re going to review 16 testing opportunities you can test around seven email campaign elements.
To start you out, let’s look at nine opportunities that don’t even require you to change the copy in your next email.
Subject Line Testing
Testing Opportunity #1. The sequence of your message
Recipients of your email might give your subject line just a few words to draw them in, so the order of your message plays an important role.
One of the most discussed sends in email marketing is the welcome email — and for good reason. This first email often acts as the first point of direct contact a customer has with your brand, so the pressure to make it as perfect as possible is there. That’s where testing comes into play.
In her session at MarketingSherpa Email Summit 2015, Diana Primeau, Director of Member Services, CNET, spoke on the importance of testing her brand’s welcome and nurturing series as well as how the brand utilized segmentation to create a more personalized content series. Described by Erin Hogg, Reporter, MarketingSherpa, as a “mentor and teacher here at MarketingSherpa,” Diana has spoken at several brand events and has an impressive amount of experience when it comes to testing.
[Note: MarketingSherpa is the sister company of MarketingExperiments]
The typical CNET user is someone who is interested in technology and wants to research certain technology to reach a buying decision. According to Diana, CNET is the largest tech site in the world, and the site sees over 100 million unique visitors every month. CNET also has a large newsletter portfolio, which includes 23 editorial newsletters that are hand-curated by the brand’s editors, two large marketing newsletters and three deal space newsletters.
“I feel pretty fortunate. I get to play in a pretty large sandbox,” she joked.
One of the most dynamic tests Diana presented during her Summit 2015 presentation tested CNET’s welcome series against five different treatments. This test was conducted with an A/B split design, and the changes to the treatments were made according to three factors:
Watch the video excerpt below to learn how these drastic changes compared to Diana’s original hypothesis of including as much information for the user as possible.
Personalization is not new to email marketing; but has it lost some of its appeal with marketers?
Only 36% of marketers said they dynamically personalize email content using first names in subject lines and geo-location, according to the MarketingSherpa 2013 Email Marketing Benchmark Report. The report also revealed that only 37% of marketers segment email campaigns based on behavior.
However, marketers from various industries have seen incredible success with personalization. I dove into the library of MarketingSherpa, MarketingExperiments’ sister company, to find out how marketers have used both tried-and-true personalization tactics and innovative, tech-savvy strategies to better engage their customers and email audience.
No tactic or strategy is foolproof, so we suggest using these campaign tactics as testing ideas to see what works with your audience when it comes to email personalization.
Idea #1. Turn your email into a personal note, not a promotional email
As Flint McGlaughlin, Managing Director, MECLABS Institute, says, “People don’t buy from websites, people buy from people.”
Assumptions can be a dangerous territory — especially when it comes to being relevant with your customers.
When a brand has a large gap between purchases, keeping customers engaged becomes a consistent concern.
The team at the Kentucky Derby faced that issue when they decided to use the weekly newsletter to identify and validate customer segments.
“When we look to grow a brand like the Kentucky Derby, that breadth of engagement is really core to our growth path,” Jeff Koleba, Vice President of Marketing and Programming, Kentucky Derby, said in this session from MarketingSherpa Email Summit 2015.
To solve this issue, Jeff and Kate Ellis, Marketing Analyst, Kentucky Derby, decided to begin segmenting and directing content directly towards the customers who wanted it most. Within its established customer personas, the Derby focused testing on three segments:
Social content interests
Once they set up segmentation and supported it with relevant content, the team began optimizing for maximum engagement.
When we talk about A/B testing, we often think about it on a test-by-test basis. While this singular focus is beneficial, it overlooks testing’s role as an ongoing system for optimization.
At MarketingSherpa Email Summit 2015, Courtney Eckerle, Manager of Editorial Content, MarketingSherpa, sat down with Lauren Wagner, Senior Manager, and Tessa Srebro, Lead Generation and Marketing Associate, both of VolunteerMatch, to discuss how to utilize A/B testing to constantly evolve programs.
Lauren and Tessa’s company, VolunteerMatch, is a nonprofit organization that is the world’s largest volunteering network. It also has an interesting funding model. The company sells a Software as a Service (SaaS) product to companies to help fund its organization and, so far, this model has generated almost $1 billion in social value each year through its work with nonprofits and volunteers. VolunteerMatch is also more than familiar with the benefits of testing, as evidenced by the subject line test it ran with MarketingExperiments.
Watch the excerpt below from the MarketingSherpa Media Center to learn how keeping up with current trends and thinking like a consumer can help evolve your testing and your company.
Keep up with current trends and your customers
Keeping up with current customer trends is one of the most important pieces of advice Lauren Wagner gave when asked how to keep a company’s A/B testing constantly evolving. Be sure that you’re keeping up with current trends in the marketplace, but don’t forget to take the time to learn about your customers.