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Socialize your Email Marketing Campaigns

Socialize your Emails Part 1
by Kathie Ross

Rarely do you see an email marketing campaign these days without social links. They have become synonymous with email campaigns. There are many different ways to use them and to promote them.  Some of which are:

  1. Join Us and Like Us links
  2. Share with your friends links
  3. The big trade – offering something for liking them on Facebook, etc ( I will talk about this in a later blog post)
  4. Community involvement with a twist ( I will talk about this in a later blog post)

The most common way is to use the social icons as ways to get customers to “Like” or “Join” the social community. This allows companies to communicate with their email recipients in many different ways. It will also help the company to go more viral in their approach thus getting more followers, more email sign ups and ultimately more purchases.  Over time I have collected some of my favorite designs. It’s fun to see the style that each company puts into their individual email – the branding of their social programs.

Following are some of my favorites:

Join/Like:

Socialize Email Marketing

Social Email Marketing

Social Email Campaigns

Socialize Email Campaigns

Facebook and Twitter in EMail

Facebook and Twitter in Email

Promote Facebook in your Emails

Icon for promoting Facebook in your Emails

Social Icons for Email

Social Icons for Email

SWYN (Share with Your Network) Share icons allow companies to get their email recipients to pass on their email campaigns to anyone in their Facebook, Twitter or other networks:

Socialize Your Email with Share Buttons

Socialize your Email with Share Buttons

Socialize Your Email with Facebook Buttons

Socialize Your Email with Facebook Buttons

The examples above are great ways to get started with socializing your email. In the next blog post I will follow up with some further examples of getting new followers.

Adwords Position Reporting

It’s no secret that those paid search ads at the top of google search results get the most attention and the most clicks. Eye-tracking heatmap studies have long identified this “golden triangle” as the area where online shoppers focus.

If you’ve ever wondered just how big a difference there is between and average AdWords position in the top yellow box (typically 1-3) or down right side (usually 4 or more), now you can find out.  The new segmenting option in AdWords allows you quantify just how big a difference placement can make. Top vs. Side stats can be readily accessed inside AdWords:

Select the Campaign, Ad groups, Ads or Keywords tab
Click the Segment button in the toolbar above your data
Select Top vs. side from the drop-down – you’ll see the results in rows beneath each of your ads.

New position reporting in Adwords

We’ve seen top ad placement clickthrough rates over 10 times greater than right side placements. Suddenly, that slightly higher bid seems a lot more appealing, doesn’t it? It’s certainly worth examining your data, and looking at ways to optimize your bidding and take advantage of top placements. With a significant lift in clickthroughs, those higher bids may pay for themselves before you know it.

Optimize email for mobile devices

According to a report from Knotice over 20% of retail email is opened on a mobile device. This number has certainly grown since Q4 2010. Are your emails optimized for a mobile device? According to Kathie Ross of Email Energetics you should follow these tips in the design of your email:
1. Include pre-header text at the top that is clickable
2. Include link to mobile version which is a text version.
3. Top navigation should be text links
4. Use alt text on images

Presenting, by Popular Demand, the Tracking Parameter

We often get questions about tracking parameters. Specifically, people wonder about what tracking parameters are, how to add them to urls and how to use the parameters provided by Google Analytics.

First, just a quick overview on why you should care about tracking parameters.   The bottom line is that without tracking parameters, many campaigns are very difficult to track.   Tracking parameters allow you to tell your reporting engine how to show tracking data in reports.  They allow you to give the data in your reports the names that make sense to you, and to group the data in your reports into units that make sense and are actionable.

Like many things in the internet space, understanding tracking parameters is simple once you know it, but sometimes you need someon to give you a foundation of understanding before you can internalize the
knowledge.   That’s what I’ll try to do here.

To start, you’ll want some vocabulary.   Tracking parameters are a specific kind of query string parameter.   A query string is a part of a url. A url is the tech term for a web address.

Now, let’s dive in…

These are all urls:

http://www.commerceV3.com/
http://www.commerceV3.com/index.php
http://www.commerceV3.com/index.php?q=dayparting
http://www.commerceV3.com/index.php?q=dayparting&sort=asc
http://www.commerceV3.com/index.php?utm_campaign=email&utm_source=NovemberRemail&utm_content=full

Of these 5 urls the last three have query strings.   A query string starts with a question mark and contains one or more name-value pairs.   The name
value pairs have a parameter and a value.    Let’s look at these in more depth.

http://www.commerceV3.com/index.php?q=dayparting
http://www.commerceV3.com/index.php?q=dayparting&sort=asc

The first url above has one parameter, “q”, whose value is “dayparting”.   The second url has two
parameters, “q” and “sort” with values “dayparting” and “asc” respectively.   You will notice that the name value pairs are separated by ampersands.

Generally speaking, query strings pass specific information to the hosting server (the server that has the file that you are requesting with your web browser) so that the hosting server can deliver specific
information back to you .

In the case of Google Analytics, tracking parameters are added to the url to talk to javascript on your webpages that in turn talk to Google so that your Google Analytics can understand the visit better and report on it in a useful way.

There are 5 parameters used in Google Analytics.

Utm_medium
Utm_campaign
Utm_source
Utm_term
Utm_content

I won’t go into what these parameters correspond to in GA reporting (let me know if you want that and I’ll do it in another post.)

How to add Google tracking parameters to your urls.

The key is that each url should have only one question mark.   The question mark says to the server “ my query string parameters start here”.  Having more than one question mark can cause errors.

If your url does not have a query string parameter you need to add one at the end of the url and then put your name value pairs.

http://www.commercev3.com/

could become

http://www.commercev3.com/?utm_campaign=email&utm_content=banner

http://www.commercev3.com/blog/eric/

could become

http://www.commercev3.com/ blog/eric/?utm_campaign=email&utm_content=banner

If your url already has a question mark, you need only to add your tracking parameters as name value pairs.
You start with an ampersand (to say, “here is another parameter”) and keep going.

http://www.commercev3.com/?q=workshops

could become

http://www.commercev3.com/?q=workshops&utm_campaign=email&utm_content=banner

http://www.commercev3.com/blog/eric/?sortorder=asc

could become

http://www.commercev3.com/ blog/eric/? sortorder=asc
&utm_campaign=email&utm_content=banner

Did you see how the two examples I gave end in a slash, “/”?   Adding the query string is easy in
these cases, you can just add it at the end.

However, not all urls do.   What do you do if yours doesn’t? Unfortunately it depends on the case and I’ll need to explain why.

To understand the slashes in urls,  it’s helpful to remember that urls are requests to a webserver for a file.   The slashes give a path to the information you are requesting.  They indicate which folder (aka directory) the file lives in.   There is a master folder called the root for your domain name that holds all the other folders.   It can be found either by typing in the domain name

http://www.commercev3.com

or by typing the domain name with a trailing slash

http://www.commercev3.com/

Beyond that, all the other folders are specified using slashes for each level you go in.

http://www.commercev3.com/blog/eric/

specifies that I am looking for a file called within a folder called “eric” within a folder called “blog” which is found at the root.

No file is specified in that request.   That’s OK. Most servers have a default file they will serve if no file is specified.  However, sometimes there is a file request.  This is the last thing you need to know (I think).

File names end with a suffix.   A file suffix starts with a period.  Common file suffixes for web files are

.htm
.html
.php
.asp
.aspx

If your url ends with a file name, you can simply add the question mark and your tracking parameters.

http://www.commercev3.com/index.html

could become

http://www.commercev3.com/index.html?utm_campaign=email&utm_content=banner

Generally speaking the order of your parameters does not matter as long as you are following the proper syntax of starting your query string with a question mark and separating your name value pairs with
ampersands.

Here are a couple of common examples of using Google Analytics tracking parameters to get reports on common campaigns:

Ad Center CPC Destination URLS:

http://www.yourdomain.com/?utm_source=msn&utm_medium=cpc&utm_term=[the keyword for this link if you are using keyword level destination urls or
‘default’ if not]&utm_campaign=[your campaign name]

Email:

http://www.yourdomain.com/?utm_source=[mailing name]&utm_medium=email&utm_content=[the specific link if you’re interested in reporting on that]

First Thoughts on Google Plus One

Have you heard about Google Plus One  (+1)?    Google launched it earlier this month and seems to be poised to push it.  For example, it’s front and center on Google Ad Innovations currently (great site which makes a great default homepage, by the way:  http://www.google.com/ads/innovations/index.html), and it’s a very logical play for Google as they embrace social.

 

Here’s what I love about it

Plus 1 brings social media to where eCommerce people really need it – Search.   Social is here to stay and there’s no doubt that social connections are going to continue to influence ecommerce buying decisions more and more. Plus One puts Google in an interesting place in this dynamic.  It allows them to leverage the unique selling proposition of the adwords platform – very powerful psychographic targeting capabilities via keywords to have gain a foothold in social.

I also really love that the Plus Ones you see are only of those people whom you know.   That makes the recommendation much stronger in my opinion and it makes Plus One much more useful to me.  That’s pretty cool.

So I think it’s an interesting and smart play by Google  …  um, good for them, but “So what?”     Can you as a marketer jump on this and make a huge difference for your brand?

I don’t think so… not yet.

 

What I don’t love about it

1) You have to have a public Google Profile to Plus One something.   It’s pretty easy to do, but the problem is that few people have done it and I’m not sure that people will be compelled to do it.  What’s the upside for them?   It seems to me that there isn’t an immediate payback for doing so.  On Facebook you get to hear about the lives of people – long lost friends, neighbors, family, etc.   People share stories.  Plus One is a lot less rich.

But perhaps this isn’t at all what Plus One is trying to be.

I guess it’s a bit like Amazon ratings… people DO seem to do those…but the difference is that they are talking to the whole world and not just their friends.   I think that stage is the attraction and incentive.   Imagine if the only reviews you saw on Amazon were those by your friends.   How often would that be useful?

It’s sort of a chicken-and-egg problem with Google Plus One.   I suppose if I were to start really seeing value of commentary from friends, I would be inclined to pay back that Karmic debt.   At this point, however, I’m seeing nothing.

Maybe Google is big enough to overcome this.   I feel like they have been patient in the past with new offerings.   They put something out there and learn… They continue to innovate and find new ways to bring value and in time the offering is really compelling.  Gmail was like that,  Adwords didn’t start as the leader in it’s space, Analytics has gotten better year after year and looks to be poised for a great leap in 2011.   Maybe Plus One will just take time.

But the bottom line is that it is NOT super important to most marketers at this time.   There just isn’t a population there yet.

 

That said, what is the downside of promoting Plus One on your website?   There is very little investment for you as a website owner to do so.   Sure, not alot of people will use it, but it probably does behoove you to get in the game and start seeing what Plus One is and how it’s being used.   My understanding is that data will be available with Google Webmaster Tools (which in turn is becoming more integrated with Google Analytics).  It’s Google, after all – they are always worth watching.

Besides that, the other trick is to be great in the other things you do.   Have a great product, have incredible customer support and get Plus Oned.  That’s a piece of cake, right?

 

 

 

 

 

 

 

 

 

 

 

 


 

Cyber Monday Sets New Record

ComScore announced that 2010′s Cyber Monday grew 16% from a year ago, tallying record-breaking online sales of over $1 billion.

While Black Friday is still the shopping event of the bricks-and-mortar world, Cyber Monday — the first Monday after Thanksgiving — has increasingly become a major event for online retailers, who prime the pump with major promotions, sales, email campaigns and advertising blitzes.

“Cyber Monday was a historic day for e-commerce as we saw daily spending surpass $1 billion for the first time,” said comScore chairman Gian Fulgoni. “The online holiday shopping season has clearly gotten off to a very strong start, which is welcome news. At the same time, it’s important to note that some of the early strength in consumer spending is almost certainly the result of retailers’ heavier-than-normal promotional and discounting activity at this early point in the season. So, while we anticipate that there will be more billion-dollar spending days ahead as we get deeper into the season, only time will tell if overall consumer online spending remains at the elevated levels we’ve seen thus far.”

Of the total 16% gain, comScore attributed most of the lift — 12% — to an increase in average order size. The remaining 4% sales growth was due to an increase in total online shoppers. Source: comScore

2010 Holiday Season To Date vs. Corresponding Days* in 2009
Non-Travel (Retail) Spending
Excludes Auctions and Large Corporate Purchases
Total U.S. – Home/Work/University Locations
Source: comScore, Inc.
 

Millions ($)
2009 2010 Percent Change
November 1 – 29 $12,008 $13,553 13%
Thanksgiving Day (Nov. 25) $318 $407 28%
Black Friday (Nov. 26) $595 $648 9%
Weekend (Nov. 27-28) $805 $886 10%
Cyber Monday (Nov. 29) $887 $1,028 16%

ROI of Online Chat and Click-to-Call

From the beginning, ecommerce changed the fundamental math of business. With a website, any merchant can scale rapidly without investing in bricks and mortar. He can ship anywhere, he can thinly (or virtually) stock an infinite inventory — and he can receive orders 24/7.

But online retailers long ago discovered that the passive and massively-scalable nature of the web carries with it some disadvantages, too. Chief among them is low conversion rate. Tens of thousands of shoppers anonymously hit your site day and night, but self-service shopping doesn’t work for everyone. Estimates of average ecommerce conversion rates vary widely, but let’s call it 3%.

Two other channels — telephone and online chat — offer much higher conversion rates. Telephone call centers, for instance, can convert 50% or more of callers to customers.

Can adding these features to your website help you close more sales?

To answer that question, Forrester research and ATG recently teamed up to measure the impact of adding Click-to-Call and Online Chat features to a website.

The 24-page study, entitled “The Total Economic Impact Of Click to Call And Click to Chat“, aggregates the results of six large online companies (three retailers and three leading airlines), to measure the cost and ROI of these contact methods.

Among the findings:

  • Orders associated with these two contact methods showed 19% to 23% higher average order value than self-service web orders, thanks to call-center and chat agents suggesting accessories and cross-sell items.
  • 88% of customers using these methods would have given up on their orders without help from an agent. 12% were “cannibalized,” i.e. they would have completed their orders online without help from an agent.

Click to Call

  • 0.4% of all visitors accept (proactive) or initiate (reactive) Click to Call.
  • 80% initiate the chats by clicking, while 20% accept a proactive invitation
  • Web conversion rate was 3%
  • Proactive click to call conversion rate was 27%
  • Reactive click to call conversion rate was 19%
  • Average order value increased 23%

Online Chat

 

  • 1% of all visitors accept (proactive) or initiate (reactive) Online Chat.
  • 70% initiate the calls by clicking, while 30% accept a proactive invitation
  • Web conversion rate was 3%
  • Proactive click to chat conversion rate was 40%
  • Reactive click to chat conversion rate was 22%
  • About 4% abandoned an online chat
  • Average order value increased 19%

For any organization considering these services, the Forrester/ATG report also does a nice job of modeling the start-up and ongoing costs, both for technology and staffing. Forrester projected an ROI of 334%, and a payback period of 1.1 years.

And it’s worthwhile to note that Forrester’s numbers are based on enterprise-class technology scaled for big companies. Here at Timberline, we know that small to mid-sized companies can speedily deploy affordable chat and call platforms like Instant Service and Live Person with little more effort than pasting some well-placed lines of Javascript. Our friends at The Scooter Store Online, for example, use Instant Service to great effect, to help convert leads for power mobility scooters and other mobility aids.

The cost of these customer-contact channels is attractively low, and now the ROI has been compellingly shown.

Timing is Everything

With the kids back in school and the leaves starting to turn, online merchants are obsessing about Holiday readiness. It’s the time of year when we carefully schedule all our email campaigns for the next three all-important months. Merchants are coordinating online and social-media campaigns, catalog drops, and in-store events. Time is of the essence.

But timing isn’t just a Q4 priority. In June I was lucky to speak alongside Steve Elkins, coowner of WEBS Yarn.com on an Internet Retailer panel. Steve spoke convincingly about the importance of being the first on Adwords, all year long, with each season’s product-specific yarns. They’re one of the country’s top sellers of knitting yarns, and it’s crazy long-tail search terms like “Viking of Norway Balder Chunky” (dude, I couldn’t make this stuff up!) which spike with high search volume and excellent conversion the very moment they’re released.

Also on our IR panel was Jeff Pape, owner of Wrestlinggear.com, who had another take on timing. WrestlingGear.com specializes in headgear, singlets, shoes and other stuff for high school and college wrestlers. Jeff studied the day-of-week and time-of-day reports for all his sales on Adwords, and found that a large portion of his transactions occur after normal business hours. That’s because many of his customers are kids waiting for after-dinner hour to get Mom and Dad’s permission — and credit card! — to snap up the latest cool custom shoes.

Jeff targeted some of his budget to those off-peak hours. Ironically, many of his rivals have already exhausted their daily spend by that time — so Jeff had the place to himself.

Dinn Brothers in West Springfield, Massacusetts is America’s largest maker of trophies and awards. A multi-generation family business, their focus changes with the sports seasons: In Fall, it’s all about football trophies and soccer trophies. When the season turns, it’s all about the current sports and activities. Even non-sports awards like academic plaques and debating trophies have their day.

Every retailer has her busy season: gardening seed and supply companies, gift companies, apparel retailers. The trick is to plan ahead for season-specific campaigns:

  • Website design and merchandise refreshes. Every site needs a “new” section!
  • SEO pushes: SEO is a slow-acting process, so DON’T take your out-of-season pages offline if you can avoid it! You want these to rank well and be ready ahead of time for seasonal searches when they emerge
  • Paid search campaigns: Don’t get caught with last-year’s bid when this season (and its inevitable click-price inflation) hits

Gatorade’s Social-Media Command Center

Gatorade Mission Control is a slick, glass-walled room glowing with the light of six huge, wall-mounted monitors. Other monitors and workstations cover a single curved desk, where as many as five marketing staffers keep their eyes glued to Gatorade’s place in the social media conversation, in real-time. One monitor charts tweets referencing the Gatorade brand and trending topics. Another shows several line charts tracking blog mentions of Gatorade as well as three rival brands.

The displays, custom designed for Gatorade parent company PepsiCo by IBM and Radian6, are visually impressive. But are they helping the company manage?

Gatorade’s Carla Hassan, senior marketing director for consumer & shopper engagement, answers an emphatic yes. For instance, she told Mashable’s Adam Ostrow that in monitoring response to its “Gatorade has evolved” campaign, Mission Control quickly saw heavy social media buzz developing around a song by rap artist David Banner. Within 24 hours, the company had worked with Banner to release a full-length version of the song, and distribute it to Gatorade followers and fans on Twitter and Facebook.

Gatorade’s tools are being used to tailor websites and landing pages to its top performing topics and videos, based on social media conversations. As a result, the company increased engagement with its videos by 250%, and reduced landing-page exit rate from 25% to 9%.

I’d also suggest that merely establishing a command center highlights the importance of social media within a business – making it more fun, more engrossing, and more likely to percolate into the culture of the company as a whole.

Hassan says the goal of Mission Control is to “take the largest sports brand in the world and turn it into largest participatory brand in the world.”

To that end, Gatorade isn’t just monitoring the conversation, but participating in it as well. The company hosts events on Ustream and Facebook in which a sports nutritionist answers questions from fans. During the 2010 Super Bowl, Gatorade invited fans to interact with some of its NFL stars through Ustream, as they tested the new Gatorade G Series Pro drink.

If successful, the Mission Control strategy is likely to spread to other businesses within PepsiCo, according to Bonin Bough, director of global social media at the company. “We believe what we’re building here is an example of a sandbox of tools and processes we can use across the organization.”

Check out this video of Mission Control in action. If you’re a social-media geek worth your salt, you, like me, will want one of your own!