Email Marketing For Leads

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About 70 percent of marketers use email in promotions. Why do businesses like email marketing?  It’s a valuable channel for both lead generation and lead nurturing.

Email is one of the most powerful tools for engaging consumers and generating high levels of ROI.  But previous research has revealed a disconnect between how marketers view their email campaigns and how recipients perceive the messaging.  Just eight percent of consumers are “very satisfied” by the efforts.  That’s from an Adobe-commissioned study by Forrester released in June.

We focus on eliminating that disconnect by helping businesses zero in on consumers’ needs and interests.  We love email marketing.  We especially enjoy working with small business owners who need experienced professionals to make their email marketing work.

A dollar-saving bonus makes it great for small businesses.  Email marketing costs a lot less than many other marketing tools.  There's no printing and no postage, making it a low cost marketing bargain.

Email Marketing that Works - Three Tips to Success

Is email a cornerstone of marketing for your business?  It should be.

A lot of small business owners seem to struggle with how to succeed with email marketing.  Here are three tips for using your email marketing campaigns to help increase revenue.

Number One.  Make An Offer Your Customers Can’t Refuse
Giveaways are great, especially giveaways that don’t cost you anything yet help your customers with a problem or a need.  For example you may offer a free guide covering five main points that customers need to know before they buy.  Discounts are also useful to get people in the door.  These days a discount on a new service or a new item generally needs to be at least 20 percent to get someone’s attention.

Number Two.  Your Email Needs Compelling Headlines
Make your email headlines specific and timely – and include a call to action.  And test the headlines.  A great thing about email is there’s no cost other than time to split your campaign into two flights and test different headlines.  Then you can see which headline pulls more response. 

Number Three.  Ask for the Sale.
How many emails do you get that contain some information that’s nice to know but they don’t give you any clue about what they want you to do.  This is where the call to action gets serious.

We Love Email Marketing
And we're good at it.  If you're trying to figure out how to make your email list work for you give us a call for a no-cost consultation.  Learn more about our email marketing services.

But Can They Read It?

Writing for Your Audience

You pour your heart and soul into growing a thriving business.  And if you're driven enough to succeed a big part of what gets you there is the way you marshal your marketing communications.  How well you articulate what you do and what you sell may very easily make the difference between going back to the office with a new client or wondering where you went wrong.

So it's more than worthwhile to be as sure as you can that what you're saying is what your prospect is actually hearing.  Today that means getting it right in social media as well as in your traditional media, collateral literature and interpersonal communications. Your Facebook business page, your blog, your email newsletter, your web site all have to communicate effectively.

The question is how.  One way is to use something called a reading comprehension scale.  It's a tool that helps you figure out how easy it is to read what you wrote.  Some business owners are surprised to find that they write at a very high level.  That's a good reflection on their intellect, language skills, knowledge and experience.  But if their prospects are more comfortable reading at a more moderate level the intended message may be lost in a lot of complex compound sentences that contain lots and lots of long words.

Two Main Tools

The two main readability tools used today are the Flesch Reading Ease scale and the Flesch-Kincaid index.  Google them and you'll find more than you wanted to know.  The gist of it is the Flesch scale ranks a writing sample on a 100-point scale.  The higher it scores the easier it is to read.  The Flesch-Kincaid index estimates the grade level reading proficiency needed to comprehend the text.

Our general rule of thumb is to shoot for at least 60 on the Flesch scale and no higher than 8th grade on Flesch-Kincaid.  If your text requires greater reading skill it's a good bet that your reader is going to need some extra time to understand what you're trying to say.  So save them the time and say it as simply as possible.

Lowest Common Denominator Argument Misses the Point

We've run into way too many wannabe highbrows who are self-described sticklers on grammar and proper English.  Invariably they accuse us of pandering to the lowest common denominator by using simple straightforward language.

Guess what?  I'd rather have a piece of copy that someone can read through once and understand it than an elegant grammatically perfect construction that people have to read three times before they think they know roughly what you may be getting at.

Even those who read at post-graduate levels can find it more comfortable to read at a much lower grade level.  Why?  Because it's faster, it's easier to understand and retention is better.  Stuff that in your lowest common denominator!

Both the Flesch and Flesch-Kincaid are baked into a number of software applications these days from word processors to blogs.  I was dumbfounded when I saw a post today on a respected social media site in which the author recommended ignoring these tools.  Instead, this author opined, you should just write for your audience.

Seems to me that's the whole point.  These scales can tell you where your copy is in readability and how comfortable it will be for your reader to get through it.  If you're writing for a blog that's read primarily by university faculty, rocket scientists, think tank experts and other brain trusts write with a bit more complexity.  But if you're writing for us mere mortals keep it at a comfortable level.

Readability is Vital on Facebook

This is particularly true these days when most of what happens on social media like Facebook happens on mobile devices.  That's because we're all trying to fit in as much as possible during each hectic day, and our smart phones and tablets are convenient means of reading whatever we can whenever we have a chance.

We're looking for knowledge, yes – but convenient knowledge.  If it's too difficult to read forget it – I'll go back to Google and look for something that gives me what I need to know quickly, straightforwardly and simply.  And if you don't do it chances are your competitor will.

So which would you rather be?  The choices are A, a grammatically correct stickler who writes proper English but doesn't communicate very well or B, a colloquial speaker and writer who articulates simply and well – and thrives as a result.

I'll take a B any day.

(Writing for readability doesn’t have to be hard and it doesn’t have to be perfect.  This was written quickly and the score is good enough.  Flesch Reading Ease – 64, Flesch-Kincaid – 8.6)

Email Marketing With A Newsletter

We're frequently surprised to find small business owners who have an email database of customers - and they're not using it.  Email newsletters are one of the fastest, easiest and most cost efficient ways of reaching your clientele with important product and service updates that they're likely eager to hear.

When it comes to receiving permission based marketing communications 77% of consumers said they prefer to get it through email.

Yes, you need to be creative about your email content.  Equally important if you really want your email to produce you need to spend at least as much time on the strategy behind the email.

Email is easy to use for split testing, or AB testing.  For example you can test the subject line – and most serious email marketers do.  Try subject line A and subject line B.  And keep testing to see what works best.  Don't stop there - you can test any number of elements in your email to determine if there's an offer that works better than others.

Choose your email platform with care.  Our experience is that some are much more straightforward to work with than others.  And if you're not using a platform that can be easily viewed on a mobile device you're missing out on 75 percent of your potential target.

Our clients who use email newsletters for marketing love it.  They like the direct channel to their customers, they like the quick turnaround from concept to delivery, and they like the fact that it's so much less costly and more immediate than surface mail.

Another advantage is that there are few barriers to entering the email marketing realm.  All you need is a good permission based email list and some great content about your products and services. 

And as long as you provide useful information and great offers you'd be surprised how frequently you can connect with your clients without wearing out your welcome.