Is your revenue team ready for what's next?
Turning website visitors into customers is not an easy job. Your visitors have a limited amount of time and attention, and your competitors are vying for all of it. Email marketing is a proven method to increase conversion rate, but it needs to be done deliberately to optimize its impact and cut through the noise that your audiences encounter as they seek solutions to address their business problems.
How can you optimize your email marketing strategy to compel your audience to engage with your team at the right time and proceed along the path toward conversion? These tips will provide a framework that you can use to evaluate your email marketing approach and revisit best practices.
Any email strategy that will increase conversion rate starts with segmentation. If your emails are sent to the right person at the wrong time, the chances of conversion are lower than if the same person receives a message at the right time in their buying process.
Before you start sending messages at scale, segment the leads in your database to organize them by categories like:
These categories will help you tailor your messaging and offers so that email recipients will be more receptive to your outreach.
Once your audience is segmented appropriately, you can solve for the content piece of the email marketing equation. Making sure your content is relevant and timely should be your highest priority as you take steps to increase your email conversion rate. Take time to create messaging that makes sense for its intended audience. If someone downloaded a specific whitepaper or viewed a video, reference that action in your messages to them. Ask them a question about their thoughts on the topic and offer next steps along the same line of conversation.
Create templates that use the recipient’s first name and company name—even reference their title where appropriate. This personalized approach shows that you’re genuinely interested in their process and their success as they evaluate solutions.
Also, use subject lines that are likely to be opened without using gimmicks or being disingenuous. Compelling subject lines shouldn’t be deceptive; no one wants to feel tricked into opening an email. You can use clever wording and show personality while being tasteful and in line with the preferences of your audience. Most importantly, realize that the subject line is a great opportunity to be direct and stand out from your competition.
Companies using Conversation Automation as part of their email flow see an average of 9.88% response rate, nearly 4x more opportunities, and over 10x ROI. Watch our webinar to see how to elevate your email strategy to the next level.
Do your email recipients expect to receive messages from you? Use the double opt-in feature on your email marketing software to avoid landing in spam folders. An unsubscribe link should be prominent because you want to have an engaged email audience. It’s better for individuals to self-select out of receiving your messages than to have irrelevant email recipients. Keep your list fresh and active!
From a practical standpoint, ensure that your messages are highly consumable. Formatting should not be an afterthought—it should be central to your approach as you create messages to send to your audience. To increase conversion rate, utilize email templates that are mobile-friendly and aesthetically appealing. Pay attention to the presentation of margins, white space, and embedded images. Make sure the aesthetic is consumable in plain text format, as well.
Use automation to send messages based on audience behavior. Set up triggers in your automation system that move contacts to different communication buckets depending on how they interact with your content.
Your leads will tell you what they want from you if you give them the chance. Discounts, customer reviews or other offers are great methods to seek customer engagement. Automate their next step and the new segment as they take actions that let you know where they are in the buying cycle.
Conversica’s industry-leading conversational AI platform makes it easy to set up these triggers by integrating with marketing automation software such as Marketo, Pardot and Eloqua, as well as CRMs like Salesforce.
If AEs and SDRs should Always Be Closing, your Marketing team should Always Be Testing.
A/B tests are extremely helpful to increase conversion rates because they enable you to drill down on the approach that’s most likely to convert leads. Experiment with testing variables such as:
If you’re trying to make significant changes, conduct a bold test—for example, only send text-based emails. Let the results of these tests guide how you execute these aspects of your email marketing strategy to optimize audience engagement.
Email marketing is a key component of building a lead generation machine. By focusing on sending strong content to the right people and leveraging the power of your email and marketing automation systems, you can improve your email marketing efforts. In turn, you’ll learn more about your audience than the competition, which is what you need in order to increase conversion rates.
Leveraging Conversica to manage conversations with prospects will help ensure that you’re touching 100% of your leads to qualify, nurture and surface Sales-ready opportunities.
This is a learning process, so be patient and flexible as you find out how to best engage your specific audience. Your customers will appreciate your genuine attempts to meet them where they are in the buying cycle and your approach should be met with great success.
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