October 9/16, 2017: Volume 32, Issue 9
By Lisbeth Calandrino
Digital marketing uses online channels and methods that allow you to analyze what is and isn’t working. Because we’re talking about electronic media, this analysis can be done immediately. You can make changes on the spot if something isn’t working, which is not always possible with every marketing channel.
When I was in the retail business, I used weekly newspaper campaigns and never knew whether the customer had actually seen my advertisement. We would ask if they had seen our ads and most could not remember. Oftentimes they would tell us about a competitor’s advertisement thinking it was ours. This was just more money sent down the drain. However, this doesn’t have to happen if you plan your campaigns and stay on top of the statistics.
You’re probably incorporating Facebook, YouTube and Twitter into your digital strategy, but when and how often do you post? Do you check your statistics? Do you only post when you have a sale?
You must be consistent to get results, regardless of the methods you use. You have to determine how often you want to post and then schedule it. You need a long-term campaign to determine what to send and when. All of these digital channels have a way for you to check how you’re doing.
Many think email marketing is old. However, it is very sophisticated if done right. What’s more, email marketing ensures your content is going directly to a known customer who wants to hear from you. You just need to have good subject lines and interesting emails.
According to Wordstream, 80% of retail professionals indicate email marketing is their greatest driver of customer retention. Another statistic, according to MarketingSherpa, states 91% of people actually enjoy receiving promotional emails, with 61% stating they would like to receive them weekly and 15% wanting them daily.
Following is what you need to do to make your email marketing work:
Have good subject lines. The subject line is the first thing your customer will see when she checks her emails. Make sure your subject lines catch her attention and spark curiosity.
Segment your customers. Don’t send the same emails to all your customers. Different customers have different needs so when you put customers in your database, choose the appropriate category. I know you’re saying, “Do I have to do all this work?” Using a technique called data mining will help you determine buying and pricing for a specific group of customers. This is what the supermarket does with the information from your special discount card. They find out who you are and what you buy. Then they target you with special offers.
Check your open and click- through rates. If your emails aren’t getting opened, you need different subjects. There’s no reason for a click through unless there’s something to read. Always have some type of offer for the reader.
Keep the focus of the email on the customer, not yourself. All customers want information to help them solve a problem, even if it’s five ways to cook tomatoes. You need to know your customers and their angst. You know, what keeps them up at night? Be personal, be yourself, be trustworthy.
Keep trying. Not everything you write will be a hit. But every time someone says, “I love those articles I get,” you’ll know you’re on the right track.
Lisbeth Calandrino has been promoting retail strategies for the last 20 years. To have her speak at your business or to schedule a consultation, contact her at email@example.com.