On behalf of the DMA/eec Awards Committee, I am excited to announce that we have a winner of the 2013 Stefan Pollard Marketer of the Year award! It was indeed a very tight race.

I hope that many of you will be able to come to EEC13 in Miami to see the winner announced on Friday morning, February 8th.  Our 2013 finalists are... (in alpha order) …. (drum roll please)….

• Ryan Phelan of Acxiom (formerly Blue Hornet)
• Morgan Stewart of Trendline Interactive
• Sal Tripi of Publishers Clearinghouse

Adding to the difficulty in choosing a winner, this year, some of the nomination submissions were simply beautiful tributes.  Many were absolutely in the spirit of the tribute to the late Stefan Pollard. Stefan was an amazing person and a real mentor and educator in our industry – and an active DMA/eec member. Hiring him in 2005 to work with me was one of the best and most rewarding decisions in my career. He made me a better marketer, thinker and I’d like to think even a better person. In this Award, and with the support of the entire DMA/eec community, Stefan’s legacy lives on.

Just a word about how the Award selection is made.  First, we solicit nominations for people who fit the Award qualifications from the DMA/eec community and email marketers at-large.  Nominations are made freely by the nominator – often someone who has worked with the nominee, or has been touched by them.  We then ask our Awards committee to review and vote on their top picks. Every award committee member makes three selections.  We select the top vote winners, and then have a final round of one vote per committee member.  Committee members who were nominated recuse themselves in the final round.  This year, we had a clear winner.

As Chair of the Awards committee, I want to personally thank all of the Committee members for their hard work:  Joel Book (Exact Target); Jack Hogan (LifeScript); Greta MacDonald; Stephanie Miller (DMA); Ryan Phelan (Acxiom); Meg Reynolds (REI, 2012 Awardee); and Sal Tripi (Publisher’s Clearinghouse). (Please know that Ryan and Sal were honestly and enthusiastically nominated by others – and  not allowed to vote for themselves, as much as they wanted to! )

Hope to see you in Miami Beach (swim suits optional)!

Loren

Loren McDonald
Chair, DMA/eec Awards Committee and VP, Industry Relations, Silverpop

In multidisciplinary teams confusion is very common, sometimes outspoken, often not noticed, but always limiting and slowing down the process. This is not a big shocker. Because people are from multiple disciplines, they have different backgrounds and a different frame of reference. When someone for instance is talking about a lead, it kind of matters if he is from sales, SEO email or a singer in the next pop-band.

How are we doing compared to others?

While interviewing some client side email marketers for my new book, one of my favorite questions was and still is: “How would you rate you current email program on a scale of 1 – 10..... And why?” I got different answers from a 5 to a 9. (no 10s yet) and almost all referenced benchmark data. “We are also above or the same as our industry email marketing benchmark.”

You see, although it might not be the best reference data, each marketer wants to know how he is doing both internally and compared to others. It’s also something the boss asks for, he also wants to know if there is more to be done and what the performance is. It’s one of the reasons I think that the dutch email marketing industry reports we did last year were so popular. Especially in travel, which is heavily dependent on online marketing. Finally something to really compare!

The challenge of making metrics count (equally)

Something that should be clear from the start are the metrics we use. The measurements of results success and failure. There are already a lot of ESPs listed as SAME project supporters but from the list of over 300 email service providers that is still not enough.

The challenge of understanding each other is multiplied if we keep speaking different languages. That is why all marketers using an email marketing solution should ask for the SAME (Support Adoption of Metrics for Email) metrics, especially if their email service provider doesn’t offer those metrics yet.

By Jordie van Rijn, an independent email marketing consultant, specializing in smart email marketing, event-driven campaigns and is the founder of emailvendorselection.com platform for ESP selection.

 

If your business is seasonal, back-to-school time and the pre-holiday months of late summer and early autumn are likely major tipping points for driving revenue and ensuring you end the calendar year on a high note. More than ever, this is the time that marketers, especially those with a retail and/or e-commerce business, need to harness all the tools they have at their disposal and implement smart email program decisions.

After all, the bottom line isn’t graded on a curve and there’s no such thing as summer school when it comes to missed opportunities for recognizing ROI from the email channel. When Sam Cooke sang, “Don’t know much about history. Don’t know much biology…” his “Wonderful World” put academics second and love first. Unfortunately, email marketers can’t afford to ignore their IQs when it comes to email intelligence.

While being an A+ student in all aspects of email marketing might be unrealistic, there are a few subjects that marketers definitely shouldn’t ignore:

1. Security: Phishing and spoofing activity has never been more rampant and marketers need to be proactive in protecting their brands. Contrary to popular belief, fraudsters aren’t just going after financial institutions like banks, payment services providers and credit card companies; they’re targeting any legitimate brand that subscribers may be familiar with. This includes social networking sites, shipping companies, wireless phone and internet providers and many more. A phishing or spoofing attack has the power to undo all of the good ground work that has been laid for optimizing inbox placement rates and performance metrics. If a subscriber’s personal details or finances are compromised as the result of clicking on a link in an email that pretends to come from your brand, you’ve not only lost an email subscriber and potential (or existing) customer, but your brand reputation has plummeted. In this age of social sharing, that negative outcome likely includes anyone in that subscriber’s network of friends and family as well. What can you do? Protect your brand by using an anti-phishing and anti-spoofing tool that monitors fraudulent activity and blocks any attempts to hijack your domain. Learn more about Return Path’s solution here.


2. Inactivity: Having a large portion of non-responsive addresses on your file is the equivalent of blaming the dog for eating your homework. Not only does this segment reflect poorly on your list hygiene practices, but the inactive portion of your file isn’t going to diminish by ignoring it or pretending it isn’t there.  Most major ISPs such as Gmail, Yahoo, Hotmail and AOL are factoring engagement metrics into their filtering decisions. This includes metrics like whether or not the message was opened, replied to, clicked on or added to a subscriber’s address book. The more messages being sent to inactive addresses, the greater the likelihood that sender reputation and inbox placement will be impacted, negatively affecting response rates and overall program performance. In addition, depending on how long these addresses have lingered on the file, there could be a large percentage of spam traps. When it comes to email intelligence around inactivity, marketers should have a solid and ongoing plan in place for communicating to pre-defined inactive segments with a specific strategy to reengage and ultimately remove any persistent non-responders.


3. Skimmability: Optimizing your creative templates has never been more important as subscribers increasingly use their mobile devices to check email. Return Path’s latest research study “Mobile, Webmail, Desktops: Where Are We Viewing Email Now?” shows that email opens on mobile devices grew 82.4% year-over-year and Apple devices account for 85% of all mobile email opens. Designing email for mobile viewing has its own unique set of best practices to experiment with based on the devices your subscribers are using to view email. Whether it’s testing single-column or multi-column layouts, trying a variety of “finger-friendly” sized buttons that allow for easy clicking, using a text size that can be easily read on a variety of screens or designing mobile-friendly landing pages and websites that support on-the-go conversions, email messages read on mobile devices need to work even harder to be skimmable. The decision to click-through on an email viewed on a mobile device is made in a split-second, so the clearer and concise your message is, the better.

 

When it comes to realizing ROI from the email channel, what you don’t know can definitely hurt you. The good news is that with a little studying (along with testing, adjusting and optimizing), you can go a long way toward ensuring your program makes the grade for the back-to-school season and beyond.

Margaret Farmakis
Senior Director, Response Consulting
Return Path

The eec members have spoken wisely – our new roster of Member Roundtable co-chairs is an impressive list of email marketing industry luminaries.  Please welcome our 2011-12 Roundtable and Advisory Committee Leadership:

• Cross-Channel Integration Roundtable: Colleen Petitt, Aprimo; Dwight Sholes, Sholes LLC
• Deliverability & Rendering Roundtable: Dennis Dayman, Eloqua; Matt Rausenberger, Return Path
• Email Design Roundtable: Lynn Baus, Responsys; Garrett Ryan, Leo Burnett and Arc Worldwide
• List Growth & Engagement Roundtable: Ryan Phelan, BlueHornet; Nate Romance, ExactTarget
• Measurement Accuracy Advisory Committee: John Caldwell, Red Pill Email; Luke Glasner, Glasner Consulting
• Member Initiatives Advisory Committee: Joel Book, ExactTarget; Stephanie Miller, Return Path
• Speakers Bureau Advisory Committee: Lana McGilvray, Datran Media; Dori Thompson, Information era marketing + consulting

Thank you to all who voted and congratulations to our winners!  We look forward to another great year of productive and useful work on behalf of the industry.

eec Members: Want to join our initiatives?  Check out the Roundtables and sign up today by emailing Ali - ali@emailexperience.org.

Sometimes you need a stat for a presentation, whitepaper, article or blog post.  EmailStatCenter.com has tons of email marketing stats.  Here are some recent ones you can use as long as you provide appropriate attribution.

62% of email traffic share to landing pages comes from Yahoo! Mail, while Gmail provides just 4% of referrals.
- Chitika Insights (2011)

US adult internet users subscribe to an average of almost three daily or weekly shopping emails or newsletters.
- Yahoo! Mail and Ipsos OTX MediaCT, "Consumer Pulse" (2011)

Q4 2010 open rates (22.1%) saw little change over the two-year period, increasing 5% from the same time two years ago.
- Epsilon and eec "Q4 2010 Email Trends and Benchmarks" (2011)

Email has been used by nearly 90% of consumers since 2005.
- MarketingProfs, "2010 Digital Marketing Fact Book"

The eec members have spoken wisely – our new roster of Member Roundtable co-chairs is an impressive list of industry luminaries.  Please welcome our 2010-11 Roundtable Leadership:

• List Growth & Engagement Roundtable: Amy Bills, Bulldog Solutions; Nate Romance, ExactTarget
• Deliverability & Rendering Roundtable: Dennis Dayman, Eloqua; Michelle Pelletier, Return Path
• Speakers Bureau: Diksha Dua, Clementine Digital Boutique; Lana McGilvray, Datran Media
• Email Design Roundtable: Lynn Baus, Responsys; Megan Walsh-Regard, Williams-Sonoma
• Cross-Channel Integration Roundtable: Jeff Chamberlain, Aprimo; David Hibbs, Responsys
• Member Initiatives Roundtable: Joel Book, ExactTarget, Stephanie Miller, Return Path
• Measurement in Email Project: John Caldwell, Red Pill Email; Luke Glasner, Glasner Consulting

Thank you to all who voted and congratulations to our winners!  We look forward to another great year of productive and useful work on behalf of the industry.

New projects are starting in September; what would you like the eec to be working on?  Want to join our initiatives?  Check out the Roundtables and sign up today by emailing Ali.

Are you struggling to increase your in-house email list in order to extend your marketing reach? There is a growing percentage of the online population that does not sign up for emails or newsletters. Instead they get their information predominately through social networking sites and portals. To reach them, one has to get to them either through their contacts, the groups they belong to, or those they follow. But email can be the vehicle to do just that.

Email can enable and even encourage content to be shared with social networks like Facebook and LinkedIn. This then allows for an extended reach to those people who haven't opted in to receive emails from you. Plus the marketer retains some control over what specifically can be shared. For example, it might be a video, particular imagery, or a special offer. You as the marketer get to decide.

In addition to getting your content exposed to a much broader audience, sharing email content gives those doing the sharing the opportunity to add value to their respective networks. This is a huge motivator for many social networkers because it puts them in the role of trusted advisor. (Consider how often a tweet from someone in your network is simply a retweet.) This also allows a marketer to enable their audiences to evangelize on your behalf. 

This opportunity to reach the previously unreachable, and to simultaneously empower your audience to demonstrate value to their network, can lead to very high conversion rates, especially if your goal is to not only reach new prospects but also to add new subscribers to your in-house list.

The latest statistics indicate that the number of people seeing content increases approximately 24% with social networking/email integration compared to relying on email alone. That's a massive increase for virtually no cost. FTF (forward to a friend) has been considered an email best practice for years, and it's one marketers should keep doing. But social forwarding features blow it away when you look at the extended reach enabled by social networking vs. FTF email.

The typical social networker has approximately 160 connections. When they share something in their network, the message they are sharing is exposed to their whole network. Compare that quantity to the person who forwards an email using FTF: Typically 1 in 1,000 email recipients actually forwards via FTF, and of those that do, the vast majority forward to 3 people or less. And hardly any of them subscribe as the result of getting the forward. It's easy to see that when you provide interesting, valuable and relevant content into a socially networked environment (i.e. content people will want to share), some of the new people you've just reached will sign up with your company directly for future news or shareworthy information.

When you add social networking integration via a tool like Share-to-Social or Social Forward, be sure to provide instructions to your audience about how to share specific offers or content, and help them understand why they should. Language such as "Click the Facebook icon to the right to share these recipes with your network" tells the user the action to take (click to share) and implies the benefit (you'll delight your friends).

All of this, however, is predicated on having information worth sharing. Your content has to have value. It must be relevant, interesting and appealing. Period.

The organic list growth opportunity is staggering too, as the latest research from MarketingSherpa and authors David Daniels and Jeanniey Mullen* show that the typical lifetime value of a new email address is between $120 and $180 each! Growing your list by just 100 recipients would play out to something like a $15,000 lift to the bottom line. Cha-ching.

Email marketing still offers the highest ROI. Imagine what you can achieve when you multiply its reach by integrating social networking features into your email campaigns!

*In their book, Email Marketing: An Hour a Day

- Marco Marini
CEO
ClickMail Marketing

Lots of marketers use preheader text, meaning those words that appear at the very top of the email, above any banner or heading. But that text is typically dull and dry, asking to be added to the recipient's address book. Or they link to a web-based version of the email. Bleh. That won't make anyone open your email.

Clever email marketers fit a lot into their preheader text. In a way, it's like multitasking. They ask to be added to the Safe Senders list. They offer a link to a web-based version with images. They have a Forward-to-a-Friend link. And they sell.

There are best practices for preheader text. But before we get into how, here are four reasons why preheader text matters in email marketing:

• Preview panes: Remember that people look first at the From line, then the Subject line, then at the Preview Pane when deciding whether to open your email
• Image blocking: Your preheader text might be all they see in the Preview Pane
• Mobile devices: On that tiny screen, your preheader text has a huge job!
• Snippet text: In Outlook 2007, Gmail and the iPhone, the beginning of your preheader text is displayed following the Subject Line

But the number one reason is you must do everything you can to convince someone to open your email and discover the gems it contains, gems they'll want to act on.

Before you start writing it, first, determine the goal of your preheader text. Your goal might be forwards, getting added to the safe senders list, encouraging opens by picking up where the subject line left off, getting them to a web page so the recipient can see the images, or to a version optimized for mobile. You can do more than one in your preheader area, but you want to prioritize to make sure your most important text is emphasized.

If you thought writing a short enough subject line was hard, now you get to tackle your preheader text, where you face the temptation of just one more word because you have just a little more space. Although your text is small, you don't want to cram too much into your preheader text, or that jumble will get missed rather than noticed. Try to limit it to one or two lines, and make sure you check to see how it's rendering in different email clients.

Formatting becomes crucial with preheader text. You'll want to make sure to maximize your use of that little tiny space, so play with the formatting and check to see how the email renders in different clients. What allows you the most text while keeping the text readable? Chances are it's not centered text. And don't waste precious real estate with spacing between the lines of text.

Successful email marketing ROI is achieved by refining and testing, then refining and testing more. Preheader text is one more piece of the email marketing puzzle that you can continue to improve to improve your overall results.

 

- Marco Marini
CEO
ClickMail Marketing

There are a few things in the small world of email marketing that I believe can be simply attributed to peer pressure. Just like back in our school days, most of our impressionable brains feel the need to keep up with the "cool" email marketers. The fact that you are reading this article tells me that you are at least interested on some level in learning more about and improving your own email program.

We all read trade magazines, blogs, attend webinars, and watch twitter feeds looking for those nuggets that could make all the difference in our ROI. All of the "experts" seem to talk about the same things over and over again in these different mediums. Why do the topics seem recycled? The reason is because these really are the keys to success and they do work.

I wanted to talk about one of those "we hear this all the time" topics and put a bit of a different spin on it. Let's talk about A/B testing. Yes, testing again. Testing seems to be the staple of many best practices discussions. All of us senders know we should test our email. The problem lies in the fact that, for most of us, we have no idea of how to pull that off. I break it down like this: 10% test correctly, 30% attempt testing, 40% plan on testing, and the other 20% could care less. I think these statistics mirror most things in our lives. We have the overachievers, those among us who make the attempt, those who continually plan to start tomorrow, and those who don't even want to discuss it.

Why can't most of us actually get good results from our testing? The answer lies in the peer pressure we talked about earlier. All the cool kids are doing A/B testing, so we feel like we have to do the same thing. There is a big difference in doing real testing with a purpose in mind, and sending two different email campaigns. Testing is all about the results, not the actual tests. If you are not in position to capture data or understand why results were different, testing is a waste of your time. It's time to give up your seat at the popular table.

So you're ready to test…

Step one before beginning a testing program is to determine what element you want to test. It is very important not to change multiple elements in a single test; that makes it impossible to discern what drives your results. Let's say you decide to test subject lines. The rest of the email needs to be the same to determine true differences in the test. I would also highly recommend you anticipate results before testing. You won't always be right – and it's sometimes exciting to be wrong – and this will help to predict what you are going to do with the results.

Test quantity is something we often see handled in a less than optimal way. If you have a campaign going to 100,000 recipients, the way to test is not to send 50,000 to one group and 50,000 to the other. The proper way to test is to send 5,000 to each test group; analyze the results and send the other 90,000 the highest performing copy. The value in testing is to optimize each and every campaign right now. It's too often that I see people testing a campaign 50/50, and then doing nothing in the future with the results.

The last piece of advice I'd like to leave you with today is to think historically. Proper testing can give you the future play book for your email programs. Historical testing results can help develop new campaigns, understand what works for different segments, and generally sharpen your program. Don't miss the opportunity to get a letter sweater, a date to the prom, a convertible, and just generally be one cool email marketers. Testing is where it's at, Daddy-O!!!

- Kevin Senne, Premiere Global Services

For too long, too many marketers have underestimated the value of email's impact on offline retail. Some believe that email marketing boosts only online sales, when in actuality cross-channel messaging carries high value across brand sales, reinforcing relationships with customers and, when optimally leveraged, alerting them to brick-and-mortar sales and events.

We've been seeing a wide range of approaches to retail store messaging in email. Here are some noteworthy tactics to try:

• In-Store Discounts: Entice subscribers into stores by telling them about a special deal that they can't get online. Victoria's Secret advertises a lotion giveaway only available in stores. Betsey Johnson's email alerts subscribers to an in-store-only "spend more, get more" gift card offer, where customers receive a gift card with their purchase, increasing in amount depending on their spending level. QFC invites subscribers to check out sale items at their local store, since deals vary across locations.

• Printable Store Coupons Bar Codes: Including barcodes or printable coupons in email, like Half Price Books and Janie and Jack, is becoming more common. It provides a way to measure the success of email in bringing people into stores, and is an effective way for email marketers to show marketing managers how the value of email reaches beyond online sales. The Container Store email gives a bit of a tease, asking subscribers to click to find out what the in-store offer is. While this has its charm, the extra step of requiring subscribers to click and download might deter some.

• Exclusive In-Store Products and Events: Email is an excellent way to spread the word about events or special offers happening only in stores. Starbucks sends a local events calendar that not only promotes the opening of a new store, but also demonstrates Starbucks' interest in their larger community. Pottery Barn Kids includes a module at the bottom of their retail customer messages about upcoming events at local stores, and REI promotes one of their free classes in a dynamic module.

• Promoting the In-Store Experience: Detailing excellent customer service offerings, such as the personal shopper touted in this J.Crew message, encourages subscribers to come in and interact with a brand representative in real life. This J.Crew message did miss an opportunity to dynamically populate the email with the subscriber's local store info (I know J.Crew has my address). Similarly, Apple reminds subscribers both of their great in-store service by including a picture of a blue-shirted expert alongside store offerings, and also by using beautiful store photography to make subscribers eager to experience in-store shopping.

• In-Store Charity Events: Using email to spread the word about in-store charity events both encourages involvement and reinforces a positive brand image. Gap's Give and Get program offers subscribers a printable coupon. White House Black Market invites subscribers in for "A Special Evening to Give Hope," during which shoppers received a discount and a portion of proceeds went to the organization Living Beyond Breast Cancer. The invitation makes the event seem like a special experience that subscribers don't want to miss.

• Prominent Store Directions: It's becoming more and more common for emails to include subscribers' local store info, as in REI holiday email and this Crate and Barrel email. When brands don't have subscribers' location information, most include links inviting subscribers to find their local store, as at the bottom of this Pottery Barn email.

• Invitations to New Store Openings: When brands have subscribers' location information, email is an effective way to spread the word about new store openings. Williams-Sonoma includes a special offer to encourage subscribers to come check out their new space. Urban Outfitters' store announcement takes it up a notch. Their creative shows a theme that fits city, includes an early bird offer to ensure a crowd when the doors open, and shows their commitment to the community by announcing their donation to a local scholarship fund.

• Personalized Invitations to Loyal Subscribers: The least common (but most awesome!) way email is used to get subscribers into stores is a personal email from a sales associate to loyal customers. Nordstrom personally invited their most loyal customers in for a sale screening before their anniversary sale.

Get the most bang from the inbox by optimizing cross-channel marketing opportunities. Remember that there's likely much overlap between your most loyal email subscribers and your loyal store visitors, and when there isn't overlap, aspire to create it!

Faithfully in Email and In-Store,
Lisa Harmon and Alex Madison, Smith-Harmon

–>Read other Make it Pop! posts.

Marketing to a belt-tightening consumer base, it's now more important than ever to entice subscribers with the most compelling offers you can dream up. It's equally important, of course, to deliver the offers in the most compelling emails possible. It's been interesting to see more inventive sale messaging strategies and design approaches appear in the inbox recently.

Stunning Strategies:

Fun Themes:

• Spend more, Get More: Barneys New York recently offered gift cards to high-spenders: the more you spend, the more you get! Offering gift cards in climbing denominations makes it possible for Barneys to offer fewer straight discounts.

• Find the Savings!: Last year, Disney (scroll down a little) created an Easter egg hunt-themed sale, where browsing was rewarded with "hidden" discounts ranging from 15% to 40%. Not only was the childhood throwback brand-appropriate, but the tactic also encouraged subscribers to keep browsing in search of that elusive 40% off.

• Daily Deals: Piperlime recently ran a fun "Five Days of Treats" series. They presented a new special deal each day, keeping subscribers checking back to find each exciting offer.

Value Messaging in Full-priced Messages:

• Emphasizing Value: Nordstrom, traditionally comfortable in its position as a higher-end, higher-priced retailer, has been shifting its email messaging to include an emphasis on value. Recent subject lines and body copy call out lower costs available on full-priced Nordstrom goods.

• Eating In: In their subject line, "Eating in? We've Got all the Essentials You Need," Pottery Barn acknowledges that their subscribers are likely spending less time and money out on the town. They take advantage of the opportunity to remind subscribers that Pottery Barn's high-quality, long-lasting wares provide the necessities for nice evenings at home.

• Living Simple: Anthropologie uses this email to emphasize how they can cater to an earthy lifestyle rather than highlighting their clothing collection. It's a bit off that their landing page shows their fashion rather than housewares or books, but the message conveys how Anthropologie acknowledges the turn towards simple living.

• DIY: Sephora's "DIY" angle caters to recession-savvy shoppers with eyes on beauty. By calling out salon pricing and the savings of styling oneself, Sephora finds their niche in the value-conscious arena.

Dynamic Designs:

• Unique Text Treatments: A lot of brands send crisp and direct copy-only emails for unfettered sales messaging. Using unique text treatments, like Banana Republic's, can add visual interest without requiring graphics or images.

• Placement of Special Offer Submessaging: Some brands, like The Container Store, add sale messaging as a banner or promotional text in the preview pane. This calls attention to savings without disrupting the rest of the email message. Gymboree manages to convey three different savings offers by packing some punch in their preview pane space. Others add sale submessaging at the bottom of the email so that their main message makes the first impression, as in this Janie and Jack email.

• Graphic Representation vs. Product Imagery: Most brands avoid product imagery in their sale messaging, instead using graphic treatments to create interest, as in REI-OUTLET.com's use of logos. Another graphic approach, still fun and fresh, takes the form of discount tags, like those of Chicos and Old Navy.

With the upcoming months economically uncertain, all we can do is hold on tight and keep an eye to inventive and engaging approaches.

Scoping out the sales,
Lisa Harmon and Alex Madison, Smith-Harmon

–>Read other Make it Pop! posts.

Much has been written in the category of "the best" when it comes to email marketing. For example:

*Best day to send
*Best time to send
*Best subject line
*Best copy, design, call to action

Best. Best. Best. There certainly are email marketing best practices and guidelines to follow; however, "best" is often relative to your company's situation. It depends on your audience (subscribers, readers, lurkers), the industry you are in (b2b vs b2c, retail vs government, etc), and many many other factors. At the end of the day, what matters most is did the email campaign reach or exceed expectations? Did you achieve the open/click/conversion numbers you had intended?

Below is an example of an email I received recently from Egencia. (Egencia , formerly Expedia Corporate Travel, is the "fifth largest travel management company in the world." Bronto uses it to book corporate travel). Let's break it down into the "best" categories outlines above. How did they do?

1. Best day to send: The email was sent on Thursday. It was sent to my company email address, so sending during the middle of the week makes sense. If they had sent this email to me over the weekend, it may have been buried in my inbox until Monday morning.

2. Best time to send: I received the email at 11:02 PM. Many people are not awake at that time, and if they are, they're probably not checking their work email (well…wink, wink). However, based on the time sent, the email was near the top of my inbox on Friday morning. Also, sending during off-peak times *can* result in better deliverability.

3. Best subject line: Determining the best subject line can certainly be subjective. If possible, I'd recommend performing some form of A|B subject line test on every single email you send. Most email service providers (ESPs) offer this option. Take advantage of it. In this case, I thought the subject line was so-so. It certainly caught my attention as it was asking a seemingly personal question, "How are we doing?"; however, without sender recognition (I knew who Egencia was), I may have deemed this email spammy. Egencia could have offered some incentive for completing the survey and/or added a deadline or sense of urgency into the subject line. But…I opened it. So, the objective of the subject line was met - for me.

4. Best copy, design, call to action:

Copy: The copy here was short and to the point - exactly how it should have been. After all, the message is simple: Fill out the survey. Sometimes marketers clutter these emails with sales pitches, partner offers, and other items that distract from the intent of the email. I like Egencia's KISS approach.

Design: I am usually a big fan of an email that balances text and images; however, as mentioned above in the "copy" section, this email was intentionally image-light. They could have included a few images to spice up the email a bit, images that would have added and not detracted from the message. No harm either way.

Call to action: This is one area where I would've like to see a stronger call to action. "Just click this link to begin" followed by the full URL "http://expedia.qualtrics.com" is pretty weak. Give me reason, an incentive, to complete the survey. Just like they preach in sales training, WIIFM - "What's In It For Me?" Provide several options to get to the survey. Perhaps a bullet-proof button or a "Take Survey Now" link.

Overall, I really like this email from Egencia. I opened the email, clicked on the link, and even spent the 3 minutes to fill out the survey. Well done Expedia team.

What do you think? Would you have opened, clicked and/or completed the survey? Please share your thoughts in the comments below.

- DJ Waldow, Director of Best Practices & Deliverability at Bronto

I wanted to take a minute to thank you for all of your support of the eec so far. Thanks to fantastic people like you, the eec continues to grow in both size and stature within the email industry.

Over the past three years, the eec has been able to create a community that offers those from all areas of the email marketing industry the opportunity to come, learn and act collectively in positive ways that help change increase the respect and value that email receives from the marketing and advertising worldl.

Collectively, we have helped increase the ROI of email marketing, lobbied for better laws, stronger relationships with ISP's and better integration into other channels like social marketing, mobile markeitng and even search, display and TV. A few of us even wrote books about it!

With all that we have accomplished, we can't sit back and be satisfied. We need to strive for more! More effective email campaign results, more impactful creative, more leverage with ISP's, more innovation with the technologies we use, and more networking to strengthen our collective spirit.

It is with this call for MORE that I am pleased to extend a personal invitation for you to join me at EEC09 in Scottsdale, Arizona, February 9-11th. Use discount code JAN09 to register for just $999* (register at www.emailevolution.org).

Join me, Jeanniey Mullen, as well as our well respected powerful keynote speaker and father of Direct Marketing: Stan Rapp, along with David Daniels, Bill Nussey, Kath Pay, Peter Horan, David Baker, Stephanie Miller, Dela Quist, Ali Swerdlow, Loren McDonald, Stefan Pollard, Jeanne Jennings, Dave Hendricks, Bill McCloskey, Skip Fidura, Dylan Boyd, Aaron Kahlow, Chris Baggott and many other email superstars at this year's event.

In challenging times like these, attending conferences that offer insights and actionable learnings is critical. And, sometimes the networking that happens at the event proves to be even more beneficial. You have my word that you will not be disappointed at this event.

I really hope to see you there. And, if you can make it, drop me an email when you register: jeanniey@emailexperience.org. I would love to say hi at the event and spend some time with you.

Sincerely,

Jeanniey Mullen
eec Founder and Executive Chair

*Only applies to new registrations

Today could be a historic day in the world of email. Facebook appears to have been hit with an email hack or virus that sends spam links to everyone in your address book.

My email inbox, and the phone lines at the eec have been ringing off the hook since emails inside the Facebook architecture have been running rampant.

No, I am not naked in a video (either are you).
Yes, I do really know how to spell parryt (party) correctly.
And "in thiis videoo you lookk llike pirncess, daarling" really isn't about you (even though you do look like a princess or prince).

Initially at the eec, we were shocked and hurt. How could this virus have penetrated our Facebook address books? But then we were happy! I have gotten emails from Facebook connections and friends that I love dearly and haven't been able to speak to in months due to heavy workload. So I guess a thank you to the Facebook virus originator is due for bringing us all closer together.

On a more serious note, this virus/spam teaches us two things:
1) Social content spreads fast and with high levels of equity. If you have a high quality list, they will spread your message.
2) Email is SO not dead in a social world, it is still the backbone of originating conversation. It fuels the machine.

Do you have thoughts on this Facebook phenomenon? If so, comment below or share it on Facebook.

(AF) Always Forward,

—Jeanniey Mullen of the eec

Last November I wrote about The Forgotten Pages of Email Marketing, those lonely and neglected pages in your email processes that haven't been updated in two years or more or—gasp!—haven't been altered from the default template set by the vendor. Unless you routinely subscribe to, unsubscribe from, forward, etc. your emails or manually check those pages, these lapses are difficult to detect—that is, until they're pointed out to you by one of your subscribers. That's what happened to us recently, courtesy of Benjamin Fitts of CustomCardGuy.com, who emailed me saying:

"I've been enjoying your blogs and plan to join the eec later this week. The funny thing was as I signed up for your email from the emailexperience.org blog I realized you guys are committing a faux pas! When subscribing I get a nice page that tells me I should be expecting a confirmation from you shortly. The problem is that when I get the confirmation email and click the link, I get the exact same message letting me know I should be receiving a confirmation email shortly. I'm sure this is just a mistake on your part but I wanted you to know how silly it seems for an organization helping us with email standards who can't get the basics right."

We immediately checked things out…and he was dead right. Our sign-up confirmation page and subscription confirmation page for our confirmed opt-in process were the same, which was definitely confusing. Because of the duplication we also missed out on the opportunity to confirm that they were subscribed and to tell them to expect a welcome email. While reviewing the process, we decided to make a few other changes as well.

Hoping to inspire you to review your own subscription processes, here are the improvements that we made:

1. Sign-up Confirmation Page. After signing up for our newsletter, you're taken to a sign-up confirmation page. It originally said:

"A confirmation email has been sent to your inbox from enews@emailexperience.org. To confirm your subscription please click on the link enclosed in that email."

We made some minor tweaks to make it clear more quickly that the subscriber needs to take an additional action. The new wording is:

"To confirm your subscription, please click on the link in the confirmation email that we just sent to you from enews@emailexperience.org. Thank you."

2. Subscription Confirmation Email. The only change we made to this email, which is triggered by a sign up, was to change the subject from "New subscription to Email Experience Council Email List" to "Please confirm your subscription to the Email Experience Council newsletter". The previous subject line seemed like it was intended for the email administrator, not a new subscriber. Plus, the new subject line again reinforces the message that an additional action is needed to complete the subscription process.

3. Subscription Confirmation Page. When you confirm your subscription by clicking on the link in the subscription confirmation email, you're taken to the subscription confirmation page. This was the element that our previous process lacked. Here's the wording we devised for this page:

"Thank you for subscribing to our weekly newsletter. A detailed welcome email has been sent to you from enews@emailexperience.org. Please add that address to your address book to ensure that you receive future emails in a timely fashion. Thanks and welcome to the Email Experience Council community."

It thanks them for subscribing, tells them to expect a welcome email and asks that they whitelist us—very concise and to the point.

4. Welcome Email. We had redesigned the body copy of our welcome email many months ago, so that copy was fine. However, we hadn't scrutinized the subject line enough. It said, "Welcome to The Email Experience Council," which was very misleading because while all eec members are eec subscribers, all subscribers are not members. So we changed that subject line to "Welcome to the Email Experience Council community!" which echoed the final line of the subscription confirmation page.

Thanks again, Ben, for helping us do a better job of practicing what we preach.

—Chad White of the Email Experience Council

Welcome messages show some of the highest open rates in the email world. We're surprised by how many senders neglect to even send a welcome or, almost as bad, send lusterless messages that feel downright unwelcoming.

When people invite you into their home or office, you know whether you feel welcomed even if it's tough to pinpoint exactly why. Do your hosts reach out to you with a handshake or hug? Do their tones and expressions tell you they're thrilled to see you? Several subtleties contribute to welcoming you into a new place—why should welcome emails be any different?

To help you make the most of your welcome, we at the Email Design Roundtable have added a Welcome Message Checklist to our Email Checklist series. With so many details to think about, our checklist offers a collection of ideas that you can easily apply to your own message style.

We drew our inspiration from emails we received that delivered the most on that warm and welcomed feeling:

Stephanie Miller of Return Path loves Sephora's welcome email, which does what a welcome message should— confirms the sign up, makes the subscriber feel delighted to have signed up and gets recipients shopping. And it does this all in a well-designed format that is similar to the regular messages Sephora sends. Sephora gets bonus points for their touch of personalization: adding a first name here makes the email feel like a visit to a store where the clerk knows you. Omaha Steaks adds the same personal touch to their message, and they also throw in a special offer that shows the recipient that they're now on the inside track.

Lisa Harmon of Smith-Harmon: First of all, I love Virgin America.
Second of all, I love this eleVAte welcome email for at least two reasons:
(1) It includes all the details I need to revisit the site, which inspired me to actually keep and file the email away.
(2) Welcome emails are sometimes made to do too much, which turns into a law-of-diminishing-returns, over-messaged mess. This one is super-simple, which makes the three icons and buttons to book, edit preferences and view routes POP!

Chad White of the Email Experience Council: When I did the data collection for my Retail Welcome Email Benchmark Study last year, I saw a huge range of welcome emails in terms of engagement. Unfortunately, I saw a lot of emails that looked like Foot Locker's welcome message—boring, text-only, weak branding, and almost nonexistent calls-to-action. Fortunately, there were some retailers that recognized the engagement opportunity that a welcome email presents. For instance, Circuit City's welcome email focused on making sure that subscribers had indicated their preferences and were signed up for the newsletters that were most relevant to them. And HPshopping's welcome message does a good job of covering lots of different bases succinctly. The best advice I ever heard about welcome emails was: "Give them a reason to save the welcome email." Hopefully this checklist will help marketers achieve that goal.

Share your worst and warmest welcome message experiences by commenting below.

–eec Email Design Roundtable co-chairs Lisa Harmon and Julie Montgomery of Smith-Harmon

Diving headlong into the world of email creative is tough if you don't have all the lingo down. Here's a handy cheat sheet for those who are still polishing their grasp on the glossaries, and a brush up on definitions and best practices for those who already know their stuff:

(1) The Preheader
These small and subdued text blurbs at the top of your emails are getting more play these days. Particularly as more folks browse their inboxes from mobile devices, this first glimpse of the main message becomes your crucial chance to grab their interest. A preheader informs a recipient of what the email is about, how to view it with images and/or from a mobile device, and how to ensure future delivery via content teaser snippet(s), the "view with images" prompt and/or the "add to address book" prompt. Think about what text snippet you want customers to see first. Probably something a little more engaging than "If you are having trouble viewing this email with images…"

(2) Header and Navigation
This often takes the form of a colored banner and encompasses anything that lies between your preheader and main message. It's the space for your company logo, and—depending on the message content—it may also include menu items that link to other pages of your site, just in case the main message doesn't quite strike the fancy of the viewer.

(3) Primary Message
Your email's big push deserves a lot of attention from you since you're looking to earn the attention of your subscribers. A harmonious balance of headline, body copy and supporting images delivers maximum impact. This should include a prominent primary call-to-action (ideally in the form of a big, beautiful, "bulletproof" button!) and a link to a landing page with a cohesive look and message that will maintain enough interest to turn that clickthrough into a conversion.

(4) Table of Contents
These come in handy for longer, newsletter-form emails that contain tons of content, allowing customers to skip right to what interests them rather than having to scroll all the way down. The TOC works most effectively as a bulleted list at the top of your email that is anchor tagged to hotlink directly to content. Fitting this into your preview pane, along with your primary message and call-to-actions, will also help it gain enough attention to earn its keep.

(5) Submessage(s)
Adding secondary and tertiary messages to your email gives you the opportunity to present another story or two. Just make sure you don't lose your viewers in a maze of information. Keep it clean with visual prompts like color, strong headlines, imagery and graphics. Submessages are usually organized in a siderail or layer-caked below the primary message.

(6) Recovery Module
This is your final outpost, your last chance to capture the clickthrough of anyone who may have sailed through your main message or submessages. The recovery module is often a bar at the bottom of the email that includes a list of links to your site, or potentially an incentive to grab your subscribers' interest before they slip back to their inboxes.

(7) Footer
Using the same sort of subdued, "legalese" text that comprises the header, this is another place to include the essential nuts-and-bolts info. The unsubscribe link is tucked away here along with company contact details, "forward to friend" and customer service links. And of course, make sure it's CAN-SPAM compliant!

Now that you know all the lingo, can you identify all seven message components across these two REI emails?
–> REI Triathalon
–> REI Paddling Newsletter

Talk the talk; walk the walk!

As ever,
Lisa Harmon of Smith-Harmon

–>Read other Make it Pop! posts.

The Truth about Email Marketing, an email marketing book by Simms Jenkins, eec member and the CEO of BrightWave Marketing, will hit book stores on Aug. 1. Ahead of the release, the eec's Chad White had the opportunity to ask Simms about the book and the truths he reveals:

Chad: What is the most surprising "truth" in your book?

Simms: This will depend on the reader but for many email newbies making the transition from direct marketing or another world, Truth 21: Length and Your Call to Action may be surprising to some. So many emails I receive these days are brutally long and bury the calls to action. I think many major retailers are guilty of taking their offline ad campaigns and forcing them into email templates. Frankly, that doesn't work, so hopefully this truth sheds some light on optimizing layouts and messaging.

I also cover what the future of email (Truth 49) and what it may look like. This may have surprising thoughts for many. Here's the complete list of truths.

What are some of the email marketing myths that you debunk?

One of the most important and obvious to you and your readers may be the notion of permission email and how that draws a line in the sand of where you stand in utilizing email marketing. It must be a part of any conversation about email marketing regardless of your knowledge and experience. I think some people forget and that is an important part in setting up this book as an end-to-end guide about what makes a successful email marketing program.

On the other end of the spectrum, I address how email marketing can exist within the current world where social media grabs much of the spotlight (Truth 48: The Impact of Social Media on Email). The truth is we always hear about how email is on its deathbed but it still acts as the communication hub for many companies and specifically, should get a major boost because of the popularity of LinkedIn, Facebook, etc.

Email marketing is evolving quite quickly. To which recent change have people been the slowest to adapt?

I am still utterly shocked about how email marketers fail to change and adapt to a world where 50% of consumers block images. One would think that companies would change their messaging strategy, optimize their creative and deal with this very significant and real challenge. However, many are not.

Your recent study that cited tangible revenue that is left on the table should get people's attention, but I have my doubts. I speak quite frequently to diverse audiences and meet with some of the top corporations and many are flying blind or clueless when it comes to how their emails render in many of their subscribers inboxes. What if their TV commercials were showing up blank during prime time? Do you think they would address that?

The most shocking aspect of this issue is when I am told that the company is aware of their emails showing up as a red X with no links, branding and messaging but they have their hands tied due to political and organizational issues. That screams to me the need for more education, awareness and participation with groups like the eec.

What's your best advice for folks that are new to email marketing?

The best part of our industry is the amount of great thought-leadership and free resources. Whether it is your blog, the eec newsletter, Email Marketing Reports, EmailStatCenter.com—the list goes on and on. You can find many of the best listed on the book's companion website's resource center. The amount of places to learn and network from peers is incredible. It is pretty unique to have an industry where so many high-level executives blog frequently—and not just fluffy PR-related blog posts.

The other exciting thing about diving into our industry is because it is still relatively a young one and changes so frequently, the opportunity to have an impact on your company and the industry is a very real and attractive one. We need so many more passionate and energetic professionals, so it is a place that one can enter today and become a leader rather quickly given the right situation. That can't be said for all industries.

Email marketing's reputation as being "cheap" often leads to budgets that are undersized compared to email's ROI. Do you have any advice for helping marketers communicate the value of email to their bosses so that they can get larger budgets?

The Truth about Email Marketing has two entire sections on budgeting and ROI and organizing a proper email team so this is covered in depth and is one of the most frequent issues that I tackle on a daily basis. We in the email marketing industry are certainly a victim of our own success, at times, as the depth of measurement and efficiency of email often overshadows the potential for deeper investment and greater sophistication, all of which lead to more relevant and valuable emails for subscribers.

I am a believer in using your metrics to champion your success and your potential. Not enough email marketing pros use their email analytics outside of showing open and click-through rates. The biggest breakthroughs we see with our clients is when we can show the impact email has on broader business goals, like product awareness, loyalty and revenue. CFOs don't care about open rates but you can have their ear when you show the crossover impact and power email can have on a business.

Thanks, Simms.

My pleasure, Chad. And as a special offer to the eec community, I've arranged an exclusive deal through the publisher to make The Truth about Email Marketing available for 25% off, plus free shipping. Just purchase the book through the FT Press store and enter the discount code Emailmark01 during the checkout process.

–>For more books on email marketing by eec members, check out our listing of Books on Email Marketing.

If you're going to be at eTail 2008 next month, stop by Premiere Global Services' booth (#25) to see the eec's Chad White and enter for a chance to win a limited number of pre-release copies of the Retail Email Guide to the Holiday Season, which is sponsored by Premiere Global. Chad will be talking about the guide and also sitting on an Email Marketing Day roundtable with Kara Trivunovic, Premiere Global's director of strategic services, where they'll be discussing the holiday email season. Hope to see you there.

eTail 2008
Aug. 4-7, 2008
The Hilton, Washington, D.C.
Register for eTail and book with code 10359.003XZ368 to get 20% off to attend on behalf of Premiere Global.