The other day I got an email promoting a guide on how sending less email could generate more revenue. The guide wasn’t much help, but it got me to thinking…
What I started thinking about is the question, should you send less email? And my answer is yes. If you are sending generic emails that aren’t targeted to your subscribers nor of interest to them, then yes, you should definitely send less email.
“But sending more email is how I generate more ROI!,” some email marketers will complain.
OK, I’ll give you that. Sending more email means you’re getting into more inboxes and increasing the likelihood of conversions. However, sending higher numbers of emails that are more about what you want to say and less about what your subscribers want to see will also generate:
- Spam complaints
- Ill will
- Deliverability issues
Sending more email might increase sales, but it also might result in negative consequences.
Why some marketers need to email less often
But I don’t really believe marketers should send less email. I know from experience that sending more email really does work—when they are the right kind of emails!
When you look at the research, however, it does seem like we might as a whole be sending too many emails in the eyes of the consumers. One study has downright gloomy numbers, with 69% saying they unsubscribe because they are getting too many emails.
However, the problem isn’t that marketers send too many emails, per se. The problem is those marketers who send too many irrelevant emails—because consumers don’t want the irrelevant emails, or at least not so many of them.
According to one study on consumers views on email marketing:
- 43% want less email from businesses
- 24.2% want emails that are more informative
- 23.9% want more personalized emails
If you add those two bottom numbers together, you get almost the same percentage as the first number. That tells me that wanting less email yet wanting better email probably go hand in hand.
In fact, if you send email your subscribers want to get—targeted, relevant, personalized, timely—then that 43% number would probably go down. Why? Because what consumers are really saying when they say, “I want less email from businesses” is really, “I want better email from businesses.”
Send better email, not less email
As I said at the beginning, if you’re sending generic, one-size-fits-all emails that aren’t targeted, relevant or timely, then please: Send less email. You’re making everything harder for all of us. (Note the statistics cited above for proof!)
On the other hand, if you want to do a better job, to create and send emails your subscribers eagerly await, open and act upon, then send better email, not less. What’s better email? Email that’s of interest to each subscriber individually.
Better email is what happens when you segment, putting subscribers into like-minded groups based on basics such as gender and geography, then later based on specifics such as browsing behavior and purchase history.
Better email happens when you choose to put the subscriber first and send information that’s personalized (sound familiar?) to what you know about them based on the data you’re collecting.
Better email happens when you deliver dynamic content to ensure personalization.
Better email is also what happens when you pay attention and get proactive about your inactives.
Send better email, get better results
So now you have to choose: send fewer or send better. Since targeted types of emails perform better, I hope your obvious choice is the “send better” choice. Because they are emails consumers want to receive, they improve your:
- Open rates
- Click-through rates
- Conversion rates
- And ROI!
Sounds like savvy marketing to me!
Bonus point: Giving consumers control can help
Does your brand have a preference center, or any other way for subscribers to tell you how frequently they want to hear from you? If not, think about it. An article in MarketingProfs.com says 40% of respondents would decide not to unsubscribe if only a brand would let them change the frequency of the emails they’re receiving. It lets the subscriber go from “too many” emails to “just enough”—rather than none at all, which is nothing but bad for business.
The danger of too few emails
Simply decreasing the number of emails you send is not the answer. You could email too infrequently as a result. When you’re not emailing often enough, you’re risking your brand, sender reputation and deliverability. So it’s not as if you can make up some number that is “the” best number of emails for you to send in a given period of time.
Choose instead to improve, but also test to find that sweet spot where your frequency is high yet your unsubscribe rate is low. But most importantly, choose to improve.
And really it keeps coming back to one simple fact: When subscribers get content they want to get, you can email them more often and not annoy them…at all.