Email Marketing Tactics – Inciting Action

October 10, 2014 1 comment

emailmarketingrealestateA few days ago, I talked about open rates in email marketing. Certainly that’s a key step in a successful campaign. But then what? You want your target audience to take action! It could be clicking a link. It could be filling out a form. It could be watching a video, making a call or buying a product. How do you get your email list to do that and what factors are involved.

Let’s take a look at the recent campaigns I ran.

My goal was pretty simple; to share a guide that solves a problem to my target audience. There are lots of ways to communicate that in an email. I wanted to be brief and direct and easily share the information. My key points were they needed to see the guide and it was free. So I uploaded the guide to my server as a pdf and sent a brief email for them to view it.

If you remember from the previous article, this campaign had a pretty good open rate of 16.47%. The click-through rate on it…the number of people who clicked the link to see the document was 6.11% or 45 people. I lost 94% of my list! Ouch.

Remember I said I improved my design on the second campaign which had a different recipient list? Its click-through rate did worse! Even though it had a better open rate, the click-through rate was 5.04% or 36 people.

The last campaign was the worst on on opens and clicks. Five people saw my guide in this group. Despite these numbers, I still consider this to be a successful campaign. Why?

With a little effort, not much time and zero cost, I got 86 people to read the information I wanted them to. On each of these campaigns, the email software also shows how many emails were forwarded. I don’t know whether these forwards were for future reminders or sent to different people, but there were 117 forwards between the three campaigns. And someone contacted me from the campaign which is the ultimate goal.

My follow up on this campaign will be to contact the people who clicked the link in another campaign. I’ll also resend using what I learned from the open rates. Things I can tweak in the message include larger links to read the guide and testing the black template which outperformed with the white template.

 

 

Email Marketing Tactics – 3 Factors

October 8, 2014 2 comments

emailmarketingSome people think email marketing has lost value with the rise of social media. Recent studies show it has better return on investment than social but businesses are still moving away from it. That’s good news for people who still use it. Less competition!

Today I’m going to discuss three factors that influence email marketing results. For this business, I’ve been testing email campaigns to Realtors using different subject lines, offers, content and timing. Let’s look at a few results.

Assumptions – I’m assuming tracking is in place. With anti-spam laws the way they are, it is dangerous and costly to just BCC a campaign from your email client. Using a third party service limits your liability and provides tracking.

Factor 1 – Subject Lines

This is what people see in their inbox. If it’s not catchy or specific, your open rates will suffer. Consider the following example:

 

emailmarketingsubjectline

Click to enlarge

I mailed two separate campaigns to the same list. My not so great subject line of “Free Marketing Evaluation – Our Gift to You” got a 2.5% open rate. That’s not very good, especially considering the alternate below it got a nearly 4% open rate. My next campaign to the same list got a 16.47% open rate. In email marketing that’s a home run! The subject line was “Worried About the Zillow/Trulia Merger?” The difference was three fold; it asked a question, it was timely to a recent industry change, it exposed a pain point.

Factor 2 – Design

With that success in the books, I decided to improve. In my haste to get the guide out, I threw together the email. This time I used a better designed template, a different list of my target market and the same subject line.

emailmarketingdesign

Click to enlarge

That home run from before just became a grand slam. The open rate improved to 20.22%! Was it the design? No. Design has no impact on the open rate because it’s not seen before the email is opened! It was the list. This was a new list that had never seen anything from me.

Factor 3 – Timing

At this point I was pretty pleased with myself. I had another never mailed to list of my target market and I was really hoping to make a big impact on this mailing. I had considered sending it out on a Saturday afternoon with a different subject line, but I didn’t want to tweak something I didn’t feel needed to be changed.

Click to enlarge

Click to enlarge

So I scheduled it to go out first thing Monday morning. The results were alarming! Even though this was an exact duplicate of the “home run” email campaign, the open rate was a disappointing 6.7%. This is still much better than the other campaigns I’d sent, but there was a huge drop off. Both the other campaigns were sent later in the week in the afternoon and evening.

Takeaways

Open rates are just one part of a successful email campaign. Optimizing your open rates improves your chances for branding, leads and sales. Like direct mail, the biggest challenge with email marketing is getting people to see your message. Test and retest your subject lines so you know what works with your target audience. Once you’ve found a successful strategy, build upon it.

Keep refining your email lists. Every campaign you send eliminates dead email addresses and people who don’t want your message. That means your stats will improve, but you have to keep sending mail.

Finally, timing is everything whether it’s social media posts or email. Once you find a good time, target your marketing around it.

Unknown Search Results Make SEO Harder

October 6, 2014 1 comment

unknownresultsGoogle has been encrypting keyword searches for several years now. That makes web searching more private for users, but a lot more complicated for web marketers. In a blog post from 2011, Google claimed,

Over the next few weeks, many of you will find yourselves redirected to https://www.google.com (note the extra “s”) when you’re signed in to your Google Account. This change encrypts your search queries and Google’s results page. This is especially important when you’re using an unsecured Internet connection, such as a WiFi hotspot in an Internet cafe.

Some controversy developed at the time, but as secured browsing has grown, I hardly see search keywords in my reports any more. Part of the controversy has to do with the fact Google continues to display specific keyword searches for its ad program; AdWords. It makes sense to use secured browsing when surfing on a public connection. I’m just not sure I can buy into allowing paid advertisers access when website operators typically keep their organic search reports private.

Unfortunately for small businesses, it’s changes like this where having a professional working for you can be of benefit. There are some pretty complicated solutions detailed here that I won’t go into in this article.

What I will go into are two straightforward workarounds that can still provide the information you’re looking for.

The first is to examine user behavior on your site’s pages. Pages that get traffic are typically ranked. Digging a little will tell you which keywords are on that page and you can have a general idea of which keywords are bringing visitors to your site.

But what if you have a campaign or publicized link out there? Could that skew your results? Yes it could! Which leads me to step two…

ALWAYS use a tracking code for links you promote. What’s a tracking code? It’s a simple bit of php you put on the end of a URL. For example this is the link to the Guide I’m promoting:

http://www.swabymedia.com/downloads/ZTGuide.pdf

This is the same link with tracking code:

http://www.swabymedia.com/downloads/ZTGuide.pdf?src=test

It’s the “?” that initiates the code. You can put whatever you want after that. I use src to indicate a source and test can be anything you want. If I posted this to Facebook I could use -

http://www.swabymedia.com/downloads/ZTGuide.pdf?src=fb

For Twitter -

http://www.swabymedia.com/downloads/ZTGuide.pdf?src=tw

If you use multiple posts to the same source you can track them in more detail by adding a numeric code or date like this -

http://www.swabymedia.com/downloads/ZTGuide.pdf?src=fb1

http://www.swabymedia.com/downloads/ZTGuide.pdf?src=fb100614

BEFORE you publish the tracking code be sure to test it! You don’t want to spend time or money publicizing a link for it to go to your 404 not found page.

I have been an advocate of tracking codes for a very long time. Google’s encryption of keywords is going to force smart marketers to have to use them 100% of the time. Or you can just buy ads…

Social Media for Real Estate – Ranking Test

October 3, 2014 2 comments

The recent announcement of the merger between Zillow and Trulia has a lot of real estate agents concerned. So I did a little research to see if real estate agents could compete post merger. The short answer is they can. You can find the long answer and ways how here.

While I was researching the guide, I decided to do a little test. Could I make a real estate listing post on a Facebook business page and have it show up in a Google search result? My hypothesis was it would get ranked. A few days ago I checked Google to find out. Here’s what I found.

fbserp

I was a little surprised this site showed up. I have feeds set so when I publish something to Facebook, it also goes to Twitter. My Twitter feed shows up here on my right sidebar.

real estate marketing

The entire Twitter post showed up as well. So did another page from this site. That one post on Facebook got three search results on Google.

fbserp2

But I haven’t found the Facebook post itself to be ranked…and it was the source for the content.

My takeaways from this experiment follow-

1. My hypothesis was the Facebook post would get ranked. It didn’t…yet. (I’ll provide an update if that changes.)

2. Social media posts do get ranked. Even if I had no followers on Twitter, a thoughtfully written tweet would get ranked.

3. There is so much power in syndication. I made one post that went multiple places and got ranked at least three times. Every serious online business should be doing this! It’s one of the reasons I said in my guide that every real estate agent should be using an IDX feed.

 

 

 

Utah Web Marketing Company Celebrates Five Years

September 29, 2014 Leave a comment

5 Year BlogiversaryTo be honest, this milestone would have passed me by if LinkedIn hadn’t sent me a notice. At first I thought, “Wow, I can’t believe it’s been that long!” Then I started thinking about the other things it means. It means this blog is five years old. It means I’m five years older. It means I’ve found a place for myself professionally.

When this business started, Utah was hit with the Great Recession. I wrote this blog for a month and then I started networking in person. That’s when I started getting business and this blog served as a resource to show people I knew what I was doing.

A lot has changed in online marketing over the past five years. Social media is a real thing now. Back then digital marketing practitioners had to persuade businesses to use social media. Now social media is just a given of any web marketing plan.

I became so convinced, I changed the name of the company from SEO by Swaby to Swaby Online Media. It was a move I believe reflected the diversity of what I did in online marketing.

I’ve been very blessed along the way to get help from different people. One early piece of advice I got was to be as specific as I could about who I wanted to work for. That’s difficult to do when you’re trying to keep up with the bills and any money that comes in seems to be the same. It’s not. Being specific about your client is probably the best advice I got. I tried to narrow things down, but it still isn’t narrow enough when your clients include a home builder, a doctor and a start-up designer blanket company.

So I’ve now decided I only want to work with service based businesses in finance and real estate. This makes my target client real estate agents and brokers, mortgage professionals and insurance offices. That’s still fairly broad, but much more focused. When you know who you want to work with, it becomes easier to find them!

Another lesson I learned is to network in person. As I said earlier, I spent my first month in business writing for this blog. Then I went out and networked. Networking got me business but it also got me some perspective. It’s lonely being a solopreneur. Networking got me out of the house, gave me fresh ideas, allowed me to speak in public and helped me establish myself as an expert.

Over the years, I did have regular employment in spurts. I had one gig that looked like regular employment, but they were still really a client. Another challenge in being self-employed is commitment. It’s easy to be committed when you have clients, but a lot more difficult when you don’t. One of the main reasons I started this business is I recognized the economy was changing. America is going to be filled with people who have their own businesses, consult or work multiple part-time jobs to make ends meet. This was research I had done 15 years ago, so I was committed to the idea of working for myself.

However, working for yourself isn’t idyllic. It means chasing new business. It means chasing checks. It means criticism. It means losing clients. It means it can be a wild and crazy ride.

My life is a lot different now and more ideally suited for self-employment. I’ve downsized financially so my overhead is low. I have a family commitment that makes my time precious. All my circumstances compel me to be self-employed and keep this business going, so that’s what I’m going to do. I have a new client from my focused target market and I will continue develop business in those industries.

It’s been a great ride so far and I’m looking forward to the next five years!

 

SEO Results

July 28, 2014 1 comment

You know you’re doing it right when…

saltlakeseo

Email Marketing Tactics – Drip vs. Blast

July 16, 2014 Leave a comment

email marketingEmail marketing is still a viable and effective strategy to get sales, referrals and stay in contact with clients. The key is to have a strategy and stick to it. There are two main types of email marketing – drip marketing and blast marketing. Let’s take a look at what they mean and how they can be used in your business.

Blast marketing is designed as a one off, or part of a small campaign to promote a product or service with the singular idea the recipient will take action because of the message. Think about retail sales emails as an example. Email blasts can be sent to your existing database, a purchased list or even a joint venture with another business.

Drip marketing is very different in its execution, but can have some of the same desirable effects of blast marketing. Drip emails are designed for prospects or clients as a stay in touch method. Ultimately drip emails are designed to increase sales, but before that happens, they can be used to generate referrals, build traffic to your website and grow your social media channels. Drip emails are designed to be sent to people who know you – clients, referrals, prospects. They also take more time to create and execute since you are NOT directly selling.

What most small business owners don’t realize is email marketing has to be multifaceted. The goals of email marketing are to:

  1. Get sales
  2. Acquire clients
  3. Get referrals
  4. Stay in touch with existing clients
  5. Increase traffic to your website
  6. Increase your social media channels
  7. Build your drip marketing list

Did you notice the last item on that list? How do you build your drip marketing database? The answer is to get more clients or customers and you do that by making more sales.

Here’s how:

  1. Make sure you ask your customers to join your list. You can do this at the point of sale or when you do post close follow up.
  2. Acquire databases for your list.
  3. Make sure you’re collecting emails and sending them something!
  4. Leverage your social channels to build your list.

Now that you understand the difference between blast marketing and drip marketing, you’ll be able to start utilizing them as part of your strategy. In a future article, I’ll dive deeper into drip marketing.

 

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