Given that most people despise spam email, it can be difficult to see how email can fit into a successful marketing strategy. Isn’t blasting potential customers with email part of the old, outdated marketing system that’s now viewed as ineffective?
Yes, and no.
Yes — when you send potential customers unsolicited emails, especially using email lists you purchase from a provider.
No — when your email messages are used purposefully as a means of initiating conversation with your leads and helping them along the sales process.
The truth is that more than 3/4 of your customers prefer to receive marketing communications by email compared to other methods. It’s also true that 95 percent of online customers use email, with the vast majority of them checking their email at least once a day. When used properly, email can be a fantastic way to stay in touch with your customers reliably and consistently. Here’s what you should keep in mind to make sure you’re getting the most from your emails.
Make sure everyone wants to be on the email list.
The first step to using email effectively is to ensure that everyone actually wants to be on your email list. This means no list purchasing and no generating email lists from random people. Your email lists should be comprised of people who have voluntarily given you their email address. You can use your landing pages, sign ups, and past customers to generate much more effective email lists. Such lists will have a much higher open rate than a randomly generated list. Your messages will be less likely to be marked as spam, and you’ll generate a higher conversion rate.
Use email to cultivate leads.
Email is a fantastic tool for taking people who have shown at least a passing interest in your brand and moving them further along the conversion process. Start by creating an e-newsletter comprised of helpful, relevant information designed to help people no matter where they are in the buyer’s journey. This will remind customers of the value you have to offer. As an added bonus, when you produce content that people like to share, you can generate even more leads. When people receive information about a company from a person they trust, they’re more likely to trust the company themselves.
Use email to stay in touch.
Email is also a great medium for staying in touch with people. Got any past customers you haven’t heard from in a while? Reach out to them with an email asking how you can help them reach their goals. How about people who have visited your pricing page but didn’t make a purchase? Email them to find out if they have any more questions about your products or services.
Email can even be helpful for taking an interested, sales-ready lead to the final step. After making your sales calls, follow up with emails. By opening multiple lines of communication, you’re making it as easy as possible for your customers to contact you.
Spam email has long passed its effectiveness as a marketing tool, much to the relief of everyone. But that doesn’t mean email itself is obsolete. Using email effectively in conjunction with the rest of your marketing efforts can be an excellent way to cultivate more leads and bring your company the growth you seek.