SlideShare a Scribd company logo
If email marketing
is dead it’s because
you killed it.
Philadelphia Baseball Club (1884)
Charlie Bastian and Denny Lyons
@mesmithdesign
CORE
YARN
LEATHER
CORE (email purpose)
YARN (subscriber expectations)
LEATHER (flashy stuff)
Define “What is it for?”
1: THE CORE
@mesmithdesign
I want my audience to
__________________.
@mesmithdesign
I want my audience to
buy more stuff.
@mesmithdesign
I want my audience to
experience more brand “feels”.
@mesmithdesign
Michael Smith
100-words.com
I want my audience to
engage in a conversation.
@mesmithdesign
Opens and clicks should
be analyzed through a lens
of logic as well as trends.
@mesmithdesign
TWEET IT
What we measure:
• Open rates
• Click through rate on links
• Replies to the emails
• Clicks & responses to the “Did you like this email?”
@mesmithdesign
Measurements that support our WIIF:
• Open rates
• Click through rate on links
• Replies to the emails
• Clicks & responses to the “Did you like this email?”
@mesmithdesign
Simple
simple.com
Hi Michael,
Define “What is it for?” — Action Items1
Answer the question: “I want my audience to ______________.“
Establish a hypothesis before you send.
Measure engagement (contextual opens, clicks, and responses).
@mesmithdesign
Send relevant
messages.
2: THE YARN (expectations)
@mesmithdesign
Tell the reader what to expect,
how often to expect it, and why
this will add value to them.
@mesmithdesign
TWEET IT
Ben Settle
bensettle.com
@mesmithdesign
@mesmithdesign
Fast Company
fastcompany.com
Send relevant messages — Action Items2
Set clear expectations. What, how often, and why.
• What are you sending?
• How often?
• Why is the content valuable?
@mesmithdesign
Emotionally connect
with subscribers.
3: THE LEATHER (flashy stuff)
@mesmithdesign
vs.
Intellectual Quotient Emotional Quotient
@mesmithdesign
Kid & Coe
kindandcoe.com
…few things light us up quite
like seeing our own names in
print or on the screen.
Copyblogger
“
@mesmithdesign
Tom Tate
weekly.coffee
Headspace
headspace.com
AWeber
aweber.com
@mesmithdesign
codepen.io/cvasquez
Results
Control
(static image)
Variation
(animated gif)
Change
CTA & Image CT 1.53% 1.48% -3.27%
😀 CT 2.09% 2.75% 31.58%
☹ CT 0.17% 0.15% -11.76%
Total CT 4% 4.36% 9%
@mesmithdesign
Emotionally connect with subscribers. — Action Items3
Use language that speaks to your audience.
Consider contextual personalization.
Add in images/gifs purposefully.
@mesmithdesign
You build connections
with email when…
@mesmithdesign
You define “What is it for?”1
You send relevant messages.2
You make an emotional connection with subscribers.3
@mesmithdesign
Email is about connection.
@mesmithdesign
TWEET IT
@mesmithdesign
For a link to the slides tweet me:

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Michael Smith - If Email Marketing is Dead it's Because You Killed It

Editor's Notes

  1. Historically the home team supplied the balls they wanted to use: If the away team had a weak pitcher then a live ball would be used to maximize their ability to hit home runs. If the away team had some really powerful hitters then a dead ball would be used to keep their players from running up the score
  2. Over the years the baseball has changed. There is not longer the home team advantage of picking a dead ball vs. a live ball. And the structure of the ball has been standardized to create a fairer game. Some folks think the current balls in use are too live, leading to more than necessary home runs (which are exciting so a fan favorite). But one thing we know for sure is that we aren’t using any dead balls.
  3. This new baseball structure can be seen with this illustration. There are 3 main components. A rubber wrapped cork center: to keep the ball lively A few layers pf tightly wound yarn: to help the ball maintain it’s shape A stitched leather skin: to hold it all together (and look nice)
  4. A “lively” email program also can be illustrated with these 3 components. A core email purpose A layer to set clear expectations with subscribers An outer skin to make the magic look special
  5. Your WIIF may change from email to email Here it is to notify about product updates with a lot of links: Ideally they would measure the click through rate and adoption rate of these features after sending this email
  6. Your WIIF may change from email to email Here it is to notify about a significant change in the way their banking works. Measurement should not be a click through rate because there isn’t any clear CTA on this email. But they could measure a reduction in these questions coming through their Customer Support team
  7. Feels
  8. Feels
  9. Feels
  10. Gif for prospects