I was recently asked to shed some light upon email marketing, whether it ‘can’ work and what are the problems faced when trying to reach audiences through email.
Consent
I’d say that the strongest perceived problems come from unsolicited ’junk’ email or spam. Its something that most people have to deal with everyday. The main point here though is the fact that the email was never asked for in the first place, does not apply to an interest area shared by the recipient and usually arrives along with many more similar variations on the same original email.
Marketers should seriously consider the locations where they solicit subscription to the email newsletter, updates or mailing list and the manner within which it is carried out, in the same manner that it applies to any other form of solicited and unsolicited advertising. This is as much important as the contents and design of the email itself. A good place to start is to look for locations where there exists a shared enthusiasm for the product or an inherent need. Its obvious that involvement will be much higher and if the product is in fact worthy, you will generate positive word of mouth.
Emails are Personal
Messaging with emails are quite personal. Its not traditionally (nor desired) to be a public broadcast medium. Usually the recipient will already know the sender. Keep this in mind. Email messaging today easily takes advantage of personalized elements as well as personalized messages written within the template by a friend. Use this. Its extremely powerful. Also draw upon personalized content from previous points of contact with the user, but not content that is private. Be genuine. Be authentic in both communication and manner. This is the fine detail, but its also shows respect towards the user (potential customer). Its a level of transparency that today is expected.
A common misconception is that computers, the internet, and technology will do everything for us. Mailing lists are easy to put together and require little resource to maintain. Yet the fact is that we are lazy. We don’t care that 95% of the recipients will not be engaged. We ignore the fact that many of them will in fact be turned off and that there is a consequence of generating a negative aura around the product. There is no real problem with the mechanism of communication itself but rather the manner that we carry out our communication.
I personally subscribe whole-heartedly to mailers from Sketchers shoes. I love to know whats coming out, when and where promotions are taking place. There is a shared enthusiasm here, but please keep it simple.
Having designed html picture emails for over a year, I know that clients and users alike appreciate emails that are shorter and easy to quickly identify the message.
What is it useful for?
Email is being used for B2B marketing because it is free and relatively easy to maintain. If you take the approach seriously there is a lot to be gained.
What can be tracked?
- the number of recipients (not very helpful)
- the number of recipients who open the email (more helpful)
- the number of recipients who click on embedded links, and what links they are clicking on (useful)
- the number of recipients who send the message on.
Content that can be delivered
- text, image, animation, video, sound, personalized messages
- content can draw on previous points of connection between brand and user, from a website, phone call, survey – basically any database
What should be delivered
- a clear and visually well designed message with a call to action
- content that will add value to the recipient, ask yourself first – “what has the recipient to gain?”
- a legitimate incentive to send the email on to friends. This constitutes positive endorsement through word-of-mouth. Most of the time incentives are marketing gimmicks manipulating the user – “You scratch my back (send the message on), I scratch yours (show you 30 seconds of that new music video)”
How will e-mail evolve as a B2B medium?
Just to point to Yahoo!’s picture email service which is in early beta. Picture emails and ecards will become more common place, so don’t rely on the format alone to make your message stand out. Actually make your message stand out. Think about your content, your added value to the user, and be better targeted and transparent.

