Hear how the Satellite Broadcasting and Communications Association (SBCA) identified their mobile audience and created mobile-friendly email campaigns to improve member engagement.
1. Re-Engaging Email Subscribers
Jeanette Brown, Informz
Email Rockstar Guest: Isabel Carrión-López,
Toy Industry Association, Inc.
2.
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4. Re-Engaging Email Subscribers
Jeanette Brown, Informz
Email Rockstar Guest: Isabel Carrión-López,
Toy Industry Association, Inc.
9. Who is TIA?
•550+ members
• Staff of 45
• $18+ million budget
10. About Toy Industry Association, Inc.
• Toy News Tuesday (TNT) TNT News Topics
– Summary of week’s TIA
news
– Multiple audiences
– @6400 subscribers
– Wide variety of topics and
Interview Regulatory
Advocacy Safety
“fun facts” Membership
Other TIA News
Events
Other Industry Events
Consumer Member News
Research Other Headlines
Foundation
11. Toy News Tuesday Stats 2009-2011
25.00%
24.00%
• Steady decline in TNT
23.00%
22.00%
21.00%
open and click-thru 20.00%
19.00%
Open
Click-thru
18.00%
rates since February 17.00%
2009 2010 2011
(through
2009 5/31)
94.00%
92.00%
• 10% decrease in 90.00%
88.00%
86.00%
deliverability between 84.00%
82.00%
2009 and 2010 80.00%
2009 2010
12. Goals
• To grow both open and click-thru rates above
20% and restore 2009 deliverability rate
• To learn what our audiences want from TNT
• To move TNT forward by making it mobile-
and social media-friendly
13. TNT Improvement Project
• A/B split testing on the subject line
• Re-engagement email and survey campaign
• Newsletter re-design
15. Split A/B Testing - Methodology
• Split distribution list (50/50)
• Testing conducted in two, two-week intervals
• One group received the newsletter with the
old subject line and the second group received
it with varying subject lines
• Removed hard and repeated bouncers
16. Subject Line A/B Testing
Old Subject Line:
Toy News Tuesday | June 23
New Subject Line:
Based on lead story
17. Split A/B Testing - Results
19.00%
18.50%
• Use of varying subject lines 18.00%
17.50%
resulted in higher open and 17.00%
Open
Click-thru
click-thru rates (still short 16.50%
16.00%
of goal though) 15.50%
New Subject Line Old Subject Line
35.00%
• Different subject lines 30.00%
25.00%
yielded different results 20.00%
Open
Click-thru
15.00%
10.00%
Safety or Legislative Foundation & Other
News News
19. Re-engagement Campaign – Methodology
• Two email campaigns, three emails each
(one per week)
• Two different groups:
– Active readers
– Inactive readers
• Subject lines:
– Personalize Toy News Tuesday (both)
– Don’t Let Toy News Tuesday Fade Away
(inactive)
Personalize Toy News Tuesday (active)
– Last Chance to Continue Toy News
Tuesday (inactive)
Last Chance: Personalize Toy News
Tuesday (active)
• Hard and repeated bouncers were
removed
• Link to survey was also included in TNT
20. Subject Lines Used
Personalize Your Toy News Tuesday Subscription
Don’t Let Toy News Tuesday Fade Away
Last Chance to Continue Toy News Tuesday
22. Re-engagement Campaign - Results
• Open, click-thru, and 30.00%
survey response rates 25.00%
were much higher among 20.00%
active readers 15.00%
Open
Click-thru
10.00% Survey Responses
• Only five respondents 5.00%
opted-out altogether 0.00%
Active Readers Inactive Readers
91% said they read TNT on their computers and prefer
an HTML over a plain text version
23. Overall Unengaged Results
• 4% re-engaged
• Removed 1800 subscribers, about 30%
• 18% lift in deliverability
26. Overall Results
• Close to 2K addresses were removed
from the subscriber list. As a direct
result:
– Open and click-thru rates increased
significantly (on average +5%)
– Overall deliverability increased
almost 20%
• Increase in sharing activity of TNT
articles
• Since Sep 2011, overall open and click-
thru rates have remained at 19%+ with
rates as high as 43.1%.
27. Continuing Efforts
• Regularly remove bounces to maintain high
deliverability rates
• Monitor results on a monthly basis
• Use of send-time optimization
29. Lessons Learned
• Subject line matters
• List hygiene matters
– Regularly remove bounces
– Every 6 months to a year, conduct a re-engagement
campaign
• Don’t be afraid to test
• Survey your audience – you’d be surprised what you
learn
31. Let us help you!
Jeanette Brown
brown@informz.com
@emktg_guru
www.informz.com
1.888.371.1842
@informz
Editor's Notes
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Good afternoon and welcome to Re-engaging email subscribers. In less than 30 minutes you will learn three easy steps to help re-engaged your subscribers. Engagement is top priority when it comes to email marketing.
Take a look at this number, 30% - This is how much you can increase your bottom line by targeting your messages. 30%, what would this mean for your membership retention, product sales?
Good afternoon everyone, I am jeanette brown and I will be your host for today.For those of you who don’t know who Informz is,– we are an email service provider with a range of solutions, including those you see on your screen. And because these solutions all live on one platform, the data is captured and can be leveraged again and again. All too often I see the difficulties of having data here and there and nothing really talks to one another, which can be a big struggle with many organizations. Making them talk will allow you to work smarter and not harder.
As for me, I have worked in the marketing departments at a couple of associations prior to joining the Informz team, and understand what many of you face when it comes to communicating to your members. From membership to conference marketing, I have done it all.As the marketing strategy manager at Informz, I work directly with our clients to achieve certain goals they have for their campaigns. This can range from subject line testing, to welcome campaigns and anything in between. And on a personal note, now that we have progressing through the baseball season, I am sad to report my beloved red sox are not doing so great. But it is still early right? I also wanted to introduce our guest today.
Our guest today is Isabel. As the senior Manager of Digital Assets and Interactive Communications, Isabel manages content and the development and implementation of new technologies for the Association’s five websites. She also oversees all of the Association’s email communications. In addition to being an email rockstar, she can speak four languages, loves ballet and secretly always wanted to be a US foreign service agent.Now that you know a little bit about Isabel, I would like to turn it over to her to share her story. Isabel, take it away!
TIA did just that, tested subject lines.old subject line format: “Toy News Tuesday | DATE” Subject line was based on top and/or most compelling article contentLength was optimized for mobile devices (30 char or less)
The subject lines that were used are listed on the screen. As you can see, the first one was very friendly but as time progressed, deadline oriented messaging was used.
And it was evident that it worked as well. As you can see, engagement grew significantly by the third email. And remember, these are individuals that had not opened or clicked on this newsletter in over six months. At the end of this, those who never became engaged in the email at all were removed. What TIA found was
Initial design tweaks:Removed background imageConverted story titles into links to increase visibility on mobile devicesReplaced footer text with linksRe-design:New, more playful look, feel and color palettePre-header incorporating links to mobile version and social mediaNew headings for content areaNew sidebar area for important announcements
Thank you Isabel. You truly are an email rockstar.Engagement should be your number one priority when sending out your email messages. If members and subscribers are not reading them, then what is the point to keep sending the same messages to the same people? Analyze your data like TIA did and create a plan. Reach out those that are unengaged and figure out what THEY want.Once you do, you will improve that bottom line.
I would like to open it up for questions. Please place them in the question box.