Posts Tagged ‘Email Programs’

Use email marketing to build brand loyalty

February 15th, 2009 by XDXY eMarketing

Marketers should view email marketing as a valuable channel that can help build a long-term, brand-loyal relationship with your customer (as opposed to just reducing upfront marketing costs or driving immediate revenue). As much as possible, attune your outreach to your customers’ needs and tailor communications for their particular preferences. As a guideline, consider the following questions when it comes to customization of digital messaging:

* Transparency. Do you explain to your customers exactly what they are signing up for?
* Privacy. Do you make your privacy policy explicit, so that your customers know they can trust you with their information?
* Confirmations. Do you send a welcome message to new customers in a timely fashion after they’ve signed up, and do you use that opportunity to deliver information?
* Relevancy. Do you segment your lists according to customer interests and past behavior?
* Frequency/Timing. Are you being careful about how often you e-mail your customers, and are you sending your messages at times that are most useful or practical for customers to act upon them? More is not always better—marketers who indiscriminately flood their customers with e-mails run the risk of eroding brand loyalty and losing subscribers to e-mail fatigue.
* Channel. Are you asking your customers which communications channels they prefer (e.g., e-mail, SMS, IM, RSS, Facebook, etc.) and making use of those preferences in your outbound campaigns?

In addition to considering these questions, marketers should follow the 4 golden rules of engagement:

1. Continually refresh permission in order to keep pace with the ever-evolving needs and preferences of the customer. The best way to do this is to build in an interactive component into your mailing in which you prompt a response from the customer to continually solicit and eventually fine-tune your messaging just for them.
2. Periodically survey customers to determine if they’d like to continue to receive e-mail communications or if they’d like the frequency of e-mail communication adjusted.
3. Deploy an e-mail technology solution that allows you to segment your messages to a variety of different audiences, and reach them according to their expressed preferences.
4. Pay attention to the metrics for their e-mail campaigns—e-mail affords the unique ability to look at deliverability rates, click-throughs, and actual sales. Marketers should look at these metrics and act upon them instantly.

By making a dedicated effort to attune to their customer needs and by leveraging the right technology solutions, marketers can deliver against their immediate revenue objectives while building brand loyal customer relationships for the long term.

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How to adjust e-mail programs in slower economy?

February 3rd, 2009 by XDXY eMarketing

At a time when economic concerns are forcing companies to look carefully at marketing budgets across the board, e-mail is still an attractive option given its extremely high ROI. (According to the Direct Marketing Association, e-mail will generate $45.65 for every dollar spent in 2008.) To achieve that ROI however, you must look at allocating your spending so that every dollar is working to drive the maximum benefit.

The first step is to categorize and analyze the expenses associated with your e-mail programs, including the money being invested in database development, customer profiling and segmentation, strategy, e-mail creative, e-mail deliverability, e-mail production and e-mail deployment. Because highly targeted, tested and well-crafted e-mails almost always generate better results, you’ll want to make sure that you’re investing properly in these areas.

If you find that a lot of your budget goes to e-mail deployment, you should ensure that you’re leveraging the right solution to meet your needs. While many companies have historically outsourced e-mail marketing to e-mail service providers for lack of a viable alternative, the latest generation of in-house e-mail marketing solutions can enable companies to lower their costs by eliminating CPM fees, which increase alongside e-mail volumes.

The bottom line is that reducing your e-mail deployment costs will allow you to allocate more of your budget to strategic areas that can actually lead to increased conversion rates, such as A/B testing, dynamic content creation, database enhancement, transactional e-mail optimization and Web analytics integration. Spending your money on the areas that can make the most difference is always a smart decision, but even more so in a slowing economy.

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