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Consumer Email Marketing

Email Design Tip of the Week: Email + Video: Take 2: Connections ’09 Panel Recap, Part 1 (of 3)

Thursday, January 14, 2010 by Chris Studabaker
Video in email is one of the most intriguing hot topics regarding email's technological growth and audience engagement capacity. Current support for the combined use of these mediums is low, but audience interest and advertiser investment in online video—and this type of media convergence—continues to grow. This blog recaps the major points I discussed in the "Email + Video: Take 2" panel at Connections '09. Please note that this blog centers on the technological considerations around email + video—the strategy around sending video in email (or not) is another discussion!

Online video
Online video, itself, is young—it only began to take root in 2005—but it's quickly become an integral part of our online lives. Discussed in conjunction with email, it's imperative to note that online video has already seen rough standards emerge (formats such as .mpg, .mov, .wmv, and .avi). Email, unfortunately, continues its history of little to no standards, and the emergence of video in email has created a new set of compatibility issues.

Current support for video in email
Today, there's a near complete lack of support for video across the major email clients. Sporadic support exists for some formats but the animated .gif is the only format reliably supported. Gif is a standard web image format and supports animation, though it's limited to 256 colors, does not support sound, and inconsistent frame rates are possible. It's hardly a true video format—which has given rise to some innovative, albeit workaround, solutions—but animated .gif images remain the best all-around option for including motion graphics in email.

There are also a few companies in the marketplace offering paid solutions to include video in email. These companies offer two main services: first, the technology to send video; and second, relationships with consumer email services (such as AOL and others) to allow the successful receipt of that video. However, the list of ISPs supporting these services is limited and should be researched. Lastly, HTML5 is around the corner and there are indications that it might open more options for including video in email.

Delivery methods
  • Streaming – video downloaded as it plays
  • Linking – click through to externally hosted video
  • Embedding – video data included in sent message
To avoid confusion, it's important to set a few definitions regarding the three methods of video delivery. Streaming video refers to a hosted video beginning to play as soon as enough data has loaded, and then continuing to load as it plays (as on YouTube, for example). Ultimately, this is the experience that marketers hope to deliver with video in email. However, the current standard practice is to use a static image with a "play" button, linking to a page on which subscribers can watch the externally hosted video—your website, a landing page, even your company's YouTube channel. Linking to video poses no technical challenges and will work in all browsers and email clients.

Embedding is occasionally mentioned and refers to actually inserting the video file or video code into the email itself, almost like attaching the video to the email. This is a workaround, represents a negative user experience in many ways, and is not recommended.

Part 2 of this topic will contain a look at benefits & concerns of email + video and give a few concluding thoughts. Part 3 will share some interesting customer experiences and discuss ExactTarget's animated and static .gif testing using Connections '09 emails.

Relevance shmelevance. I'm blasting off!

Tuesday, December 15, 2009 by Karen Balle
Mark Brownlow blogged about, among other fascinating things in a series on what email users say, why people unsubscribe.  What was top reason?

Drum roll please.....

Merkle's View from the Inbox reports that recipients unsubscribe are
75% - Sending me stuff I don't care about
73% - Way too many "valuable offers"

Epsilon's Global Consumer Email Survey says North American consumers unsub because:
Sending me junk I don't care about

There's links to more studies there and guess what they say.  These studies are nicer about phrasing it, as is Mark.  I call it nicer things all the time, but what it comes down to is this.... 

There is a portion of your list that thinks your offers are valuable and really truly wants to get them in their inbox.  They're your fan club.

There is a portion of your list that is ambivalent.  To them, your offers are clutter.  You might be able to turn them into truly engaged, loving subscribers

There is a portion of your list that thinks your offers are absolute junk and never wants to hear from you again.  They hate you

Best practices are there, in part, to help you lose the third portion more quickly (or never add them in the first place) and help turn more of the second portion into the first.  If you increase your volume or frequency, the ambivalent group does not join your fan club.  They become haters and nobody wants that.

Study Implies Best Practices for Social Marketing

Wednesday, November 25, 2009 by Amanda Cross
The Nielsen Norman Group has done a study on people's behavior when they consume marketing messages over social media. They specifically looked at how people interact with RSS feeds, as well as social networking sites like Facebook.

Challenges implied by this study:
  • Finding the balance of posting often enough to be noticed--you're message has to be recent or no one will see it--and posting too much--people don't want marketing messages to crowd out their personal messages.
  • Using the correct tone--people expect a different tone in social settings...except for some companies.
  • Knowing what to say--what will make people find your social marketing to be worthwhile?
You can read about the study on UseIt.com, which also includes a link to guidelines for your marketing in social media.

And once you've decided how to deploy your social marketing effort, check out the ExactTarget Social Forward feature to see how to make it happen.

Coupons Boost Email Response Rates

Thursday, November 19, 2009 by Joel Book
Retailers and consumer packaged goods marketers that include coupons in consumer email communications are experiencing higher open and click-through rates.

As reported in the November 19th eMarketer Daily Newsletter, “There is a pronounced difference between open rates for e-mails that include a coupon offer and those that do not. Open rates of around 24% to 25% for coupon e-mails dropped to just 16% to 18% for non-coupon campaigns.”

Open Rates for Coupon Offers vs. Other Mailings

The eMarketer article also confirms that “Higher open rates for coupon offers translated into higher click rates as well, though the difference was much smaller. emails with coupons that could be used online were most likely to be clicked, at 4%.”

Click Rates for Coupon Offers vs. Other Mailings in the US

As coupon use expands, I believe those brands that are able to personalize offers to the product needs and purchase behavior of individual consumers will have a distinct advantage over those brands that practice a “one-size-fits-all” coupon strategy. To learn more about technology that enables marketers to deliver relevant and timely offers – including coupons -- based on email subscriber data and behavior, check out ExactTarget Live Offers at ExactTarget.com

What About Mobile Coupons?

Are mobile coupons ready for prime time? Not quite, but we’re getting there fast – really fast. According to a recent Mobile Marketing Survey of 511 consumers by HipCricket, 83% of US consumers say their favorite brand has yet to market to them via their mobile phone, even though 37% say they would be interested in participating in a mobile customer loyalty program from a brand they trust.

This indicates growing consumer interest in mobile marketing and represents a significant -- but largely untapped -- opportunity for brands to connect with customers on mobile devices.  “With consumer interest in mobile marketing continuing to steadily increase, it’s clear that now is the time for brands to launch and execute their mobile strategy and programs,” said Scott Debson, HipCricket’s VP of brand solutions.

It seems that brands are starting to listen. Ten million digital coupons were redeemed in the first six months of 2009, up 25% from a year ago, according to Inmar, a coupon-processing company. But they still account for less than half a percent of all coupons distributed.

Top Tips for Using Mobile Coupons

If you’re looking for practical insight on how to use mobile coupons effectively, check back here to see my next post, “Five tips for using Mobile Coupons to Drive in-store Traffic.”

ExactTarget and Forrester Research Report

Tuesday, September 29, 2009 by Amanda Cross
Did you know that ExactTarget has sponsored a research report into consumer marketing preferences? You can download it for free from our website.

ExactTarget and Forrester Research ReportWhile the report promises to help you "Eliminate guesswork — this research provides you with concrete facts about how your subscribers want to hear from you, and how important these preferences are to your marketing success," you have to know your own customers and their particular wants and needs. I don't think anyone would assume that customers of a hospital would necessarily have the same channel preferences as customers of a chocolate maker.

But even if the report doesn't give you the answers to all your questions, it'll help you to see the trends and to think about what questions you want to ask yourself.

Mike Sachoff at WebProNews shared the report with his readers, and they found it useful. I bet you will too.


Consumer Email Marketing: What NOT To Do When Sending Offers

Tuesday, July 7, 2009 by Angela Khan
I recently came back from an East Coast 4th of July trip that left a terribly bad taste for a specific airline in my mouth.  My husband had upgraded us to first class and given up 15,000 reward points only to find out that the airline forgot to upgrade me.  Since all three connecting flights were sold out, the only option left was for him to give away his first class seat on all flights for the opportunity to sit with me in coach.  And of course, the airline was unwilling (or unable) to give the points back.  So, disappointed with one airline, I was at least relieved to know it's not the airline I normally fly with.

However, the airline I do fly with twice a month sent me an offer today that looked like this - "Starting July 6, 2009 the first 5,000 customers will receive a 20% discount with the purchase of 25,000 miles or more."  Now, I am trying to figure out why that offer was sent to me.  Is a 20% discount off an airline ticket really enough to encourage me to buy 25,000 miles?  Note:  25,000 miles cost roughly $500 with this particular airline plus an additional $30 service fee.


Bottom line, when you are sending to a list, make sure you are always sending an offer that appeals to your audience.  Do not offend the consumer's intelligence on the value of the offer.  Or, you may end up with no conversion and no return customer.

Consumer Email Marketing: Creative Limited Promos for with Social Media

Monday, April 13, 2009 by Angela Khan
Avelle has put a creative spin on limited 1 day offer promotions on accessories.  Each day, they will announce a "luxe find of the day" where you have an opportunity to rent an item at a special promotional price but must act on the offer within 24 hours.  Through the use of RSS feeds, they'll be able to capture who has subscribed to the feeds and identify who from those subscriptions is redeeming the offer.  Another great example of how easy it is to use social media to drive conversions!

IBM to Buy Outsource Email Provider Outblaze

Friday, January 16, 2009 by Al Iverson

If you didn't already know, Outblaze is one of the top tier webmail providers out there. Mail.com & email.com are just two of the 1500+ domains hosted by Outblaze, and Outblaze typically ranks in the top ten when ranking ISPs in any large US consumer email list.

CNN reported on Thursday that IBM has announced its intent to buy Outblaze. IBM states that Outblaze's email platform will become part of IBM Lotus' Project "Bluehouse." "Bluehouse" is IBM's online social networking and collaboration service designed for business.

I'm not sure what this means for list managers and email service providers. Time will tell.

Back when I had to deal with IBM on various anti-abuse related issues, they were often non-responsive and seemed to suffer from a malaise typical of a really large corporation. That was a long time ago, though, and if the smart anti-spam folks at Outblaze come over to IBM and continue to do the good job that they're doing currently, then perhaps the impact to folks like us, and the 'net in general, will be neutral or even positive.