Don’t Forget Email Marketing: Stats, ROI… It “Stacks Up”

Don’t let all the buzz surrounding social media distract you from the power of email marketing. Sure feeds are great and social media participation is a powerful way to demonstrate the value your business offers. But email reading is still the thing most people do most online…

It may be old-fashioned but it’s low cost and it works: email marketing should be an important part of your online marketing mix.

Okay, “old-fashioned” may be overstating things — is online marketing old enough for any tactic to be old-fashioned? But reading as much on online marketing as I do, it’s easy to forget about email, when all the buzz is about blogging and social media.

Bottom line: not everybody online is tweeting, blogging or social networking and RSS feeds, spam free though they may be, aren’t yet a well-subscribed channel. Everyone online uses email from my 73 year old stepfather to my 8 year old second cousin.

Some Email Marketings Stats That Matter:

Why is email marketing front of my mind? Well my RSS feeds [hat tip to irony here] and inbox have been full of good numbers around email marketing in the last day or two.

• According to eMarketer retailers think email is recession ready:
  • Smith Harmon’s “Retail E-Mail Year-End Trends for 2008″ (January 6, 2009) report shows 90% of the top 100 retailers (the ones with the resources to know and implement best practice) sent more email in the Holidays, 15% doubled or more email frequency in December over other months… They didn’t do it for fun they did it because it pays.
  • The U.S. Direct Marketing Association released a study in October showing commercial email returning $43.52 per dollar spent versus $11.74 for direct marketing in general.
• And a little more from eMarketer on“The Powerful Potential of Permission-based E-mail”:
  • An Epsilon and ROI Research October study found 40% of consumers were more likely to purchase more from companies that emailed them after a purchase.
  • And the same report found 49-72% of people willing to “read email from companies they know after days or weeks” or save email for later reference when purchasing.

Be Careful Though: There Are Risks With E-mail

There is a risk in the increasing how frequently you email customers, as the chart shows.

Seven in ten people don’t want more email from your company. And they might just unsubscribe if you flood their inbox with stuff they don’t value.

That’s why I urge clients to make sure they have something worthwhile to offer in any email they send. So it’s important to:

• plan to email people regularly but not at a frequency that leaves you struggling to find something of value to recipients to communicate.
• demonstrate that value early in the email so it is hard to miss in email client preview windows or on a blackberry or phone.

Remember: people will save your email to read later but it needs to pass the initial scan for “what’s in it for me” test first.

If you are finding it hard to prioritise marketing strategies in current hard times, keep the email going out with good strong offers.

And, speaking of current economic woes, how many times have I read that existing customers are your best/first option for improving sales in “get your business through the recession” articles lately. How do you contact them? Well, email isn’t a bad bet…

Bonus link:

Are you a small business owner wondered whether all this corporate email data applies to your business?  “10 Email Marketing Tips for Small Business Owners”, just published by MarketingProfs, offers a useful guide to how email marketing can help your business.

Cheap Internet Marketing Know-How?

Are most internet marketing courses overpriced? My limited experience has been that many courses offering “the secret” to some aspect of e-business are overhyped and, shall we say, interestingly priced.

Copywriting, Internet marketing, usability, conversion, etc…. You can easily spend many thousands of dollars on courses, conferences and coaching promising to let you in on the secrets of “six figure” per annum or better wealth. The question is whether it is money well spent.

Often, but not always, the marketers of these courses, etc. know what they are doing. They definitely have knowledge to share.

And they use that knowledge to do a great job of convincing prospective students of the value of the courses. You know the technique — long copy pages with recognisable sales letter elements: red headings, lots of testimonials from other course/conference/coaching purveyors, lots of “free” extras, and a certain reticence about price.

If I’d had a bit more money to play with over the years I could have spent thousands….

But.

• Being skeptical by nature
• Being careful with my money by nature and need
• Being a voracious reader of everything the people behind these courses put out
• Being the owner of some of their books — sometimes republishing of ideas I have read in email newsletters
• Being the recipient of many pricy ebooks as reward for signing up to said newsletters
• Being high in the outside corner of the analytical* quadrant of the personality types graph…

I haven’t succumbed to the well practiced sales pitches very often.

(*Hey. I once spent so much time assessing industry and customer reviews and comparing prices on a pair of skis I wanted that they had sold out in Australia, where I was living at the time, by the time I went to buy them… Positive spin [for the context of what I do for a living]: as a reluctant purchaser I know how to cater to reticent prospects/customers.)

When I have I haven’t been hugely impressed with the results. A webinar series from a guy who has some great perspectives on selling and web success padded out just one of those ideas. An online/virtual conference that didn’t go beyond ideas that speakers had covered elsewhere — other participants seemed to think the event was great value but they hadn’t been reading the speakers’ newsletters for as long as I had… maybe.

So, in short: I am skeptical about much of the information being marketing by information marketers.

Interesting then to read a post script on a recent Bob Bly newsletter offering advice to information marketers/copywriters on what to sell in straightened times:

“In this market, e-books can far outsell all other information products. Reason: in a recession, customers who can’t afford your $1,000 coaching or $249 CD set can still come up with twenty, thirty, or even forty bucks to pay you for the same content in e-book format” [My emphasis]

“…the same content…” Two very different prices. Hmmm… I’m sure he doesn’t mean the exact same content.

Think before you buy even the ebook that will turn you into a master of copy. Think hard before you pay thousands of dollars for that online course. What is the cost of the packaged information? Is it less than the cost of your time to do a search on your favourite search engine and trawl through its’ authors’ back catalogue of freely available internet marketing know-how? It could be.

Then again: today’s $39 interview transcript is tomorrow’s free giveaway you get when you sign up for a newsletter.

“Unique” Article Content?

Arghhhh: another from the junk Web content and article marketing related naivete file… A thread from Sitepoint.com’s busy forums starts off with a question about whether a rewritten article is “unique” — well, um no — and highlights a disturbing phenomenon in article marketing. An all too common scenario if you look at jobs appearing on freelance work sites.

There is always useful discussion about website content, optimisation and online marketing going on somewhere. So from now on I’ll be choosing a thread to highlight here every week… This week a thread from Sitepoint.com’s Content Writing forum caught my eye because it points to a regrettable attitude toward creating content.

The thread starts with a question about the uniqueness of rewritten content. Little context is given but I’m guessing the scenario goes something like:

“I need content for my site. Hmmm… Writing’s hard. Wonder if there is a shortcut? Maybe I could just rework some other people’s content in my own words…”

I might be wrong and I’m not suggesting an attempt to deceive. The issue here is more about naivete.

Naivete that is all over sites like Guru.com and Elance.com. It’s based on two key misconceptions:

1. Search engines like content and as long as it is keyword rich the quality doesn’t matter too much.
2. Good content can be aquired cheaply — about $3 to $4 per 500 word article will do it — or copied, if you are clever.

Wrong! Search engines are well beyond keyword richness in terms of assessing content’s value. You can’t get a chunk of good content for $3. And rewriting others’ content is not ok as long as you change a lot of the words.

Rewriting others’ content and presenting it as your own is categorically wrong. It’s theft if you don’t acknowledge the source of your ideas or insight or, indeed, words.

But wouldn’t there be reasons you might rewrite content?

Well, yes. Freelance writing gurus/teachers/courses often talk about getting maximum value out of an idea or experience by offering different angles on that idea or experience for different markets/contexts. But the key thing is that they are your experiences/ideas and the pieces of writing are completely different.

All too often I see people after someone to rewrite some articles for their website for a few dollars a pop. Cheap content! No thought. Just reword and publish. Easy….

Argh! It is not a question of changing the words enough to pass some copyright infringement software test. Rewriting others’ ideas is not unique and presenting them as your own is reprehensible.

I remain depressed by the number of people that fail to understand the value of good — compelling, unique to your site, written by/for your site, showcasing your expertise and an interesting point of view — content.

Take the Trouble to Label Images

More on demonstrating expertise on other sites with care: after advising someone to offer text alternatives for images I jumped on a chance to comment on a related blog post in detail… Problem: the blog has moved — in haste I missed the date in my feed reader and on the page. And since the comment hasn’t been approved and may never be…

Labeling images and offering text alternatives is not only good for search traffic generation it’s also best practice for accessibility… It offers people using screen readers an insight into images on your pages because the reader can read the text.

Years ago when there was more weight attached to alt text (i.e. text to display when images are turned off coded as alt=”relevant keywords”) for images we used to suggest using image descriptions to improve keyword density without making your content read like keyword spam.

This technique was abused by people who loaded image alt text tags with unrelated keywords. And, as with meta descriptions and meta keywords content, search engines stopped attached any ranking weight to it.

But adding appropriately keyword-rich text/labels still has value in the image search context and also in context of universal or blended search (where search engines show web page, video and image search results together). As Deb says, making it easier for search engines to understand what your images represent will pay search visiblity dividends.

Best practice:

• do a quick check for popular keywords related to your image (Google Adwords free external keyword tool is perfect for this)
• name the image file using popular keywords separating individual word with a hyphen — popular-keywords.jpg or popular-keyword.gif. (Search engines will identify keywords in merged names and when you use underscores, which they don’t recognise as breaks, but creating a space between individual words with hyphens is worth the effort — as it is in URLs*.)
• give images alt text (alt=”popular keywords”)and title tag (title=”popular keywords”) that include — you guessed it — popular keywords.

Note: most content management systems and blogging platforms offer fields to enter this data as you upload an image file; use them.

Attention to this little detail — even if you skip the keyword research step when keyword choices are obvious — can amke quite a big difference to your blog/site’s chances of getting search traffic.

* There is continuing debate about the value of keywords in URLs but many CMSs now offer control of the URL so why not attend to this little detail too?

Um… Ah… Building Links, Link Bait & Interview Podcasts

Um.. Ah… Building links can be all about demonstrating expertise in link bait on your site but… Um… But an interview I did yesterday for a podcast illustrates why you should be prepared when demonstrating expertise on other sites.

I am not a big fan of the traditional link request way of building links. The Web is all about links but they should occur organically… How do you get links then? You offer link bait and you engage with relevant websites. And, ideally, you do so in a way that builds your brand…

Do an interview with a journalist running a site offering podcasts about making money online? Of course.

Perfect: demonstrate my expertise to the site’s audience and build a link.

Lesson learnt: remember your tendency to “um” and “ah” when forming your thoughts; ask for questions first and get those thoughts half way formed before the interview. Listen and see what I mean.

Boring as it is to repeat the tired phrase, content is king in the link building realm too. Good content on your site will attract links. Good content you provide on other sites will drive traffic (assuming you think about it enough for it to be “brand enhancing”).

Mike Moran and commenters covered the request vs build links issues succinctly in a Search Engine Guide piece and resulting discussion

As I tell clients, building links is very similar to offline networking where you seek out relevant people and build a relationship. Online links represent that relationship. People will link with you if you offer them something of value to their business or site.

And the value should go beyond the value of a link — “Hi I wondered whether you would like to link to our site because we [insert tenuous association]? We’ll link to you too!” just doesn’t cut it. As Brian Clarke of Copyblogger suggested recently in an excellent post offering five value-based link building strategies:

“The days of flat out link begging are fading…”

Requesting links will work in some cases. But as Mike Moran suggested in a Search Engine Guide piece and commenters, generally, agreed an earned link is preferrable to a requested one.

Building links should be all about offering value on your site and on other people’s sites and demonstrating your expertise as you do it. But do it in a considered way and know your weaknesses… No more interviews for podcasts without some prior knowledge of questions for me!