The Rules of Engagement, Part 1
When you’re courting customers with email newsletters, the first step is knowing your prospective mate.
When you’re courting customers with email newsletters, the first step is knowing your prospective mate.
E-newsletters are a lot like dating. Remember dating? If you’re really interested in someone, you want to gain that person’s trust so that you will continue to engage with each other and you can progress to the next date… and beyond.
You can use your newsletters to gain the trust of your readers, and, with this trust, you can get to the next level of engagement and the next, until ultimately you lead your qualified readers to a buying decision. Successful newsletters — the ones that show you understand your audience — have recipients’ best interests at heart and are capable of delivering solutions for your audience’s problems. They make people want to do repeated business with you. This type of engagement can be very profitable. In fact, the Harvard Business School Publishing states that, with just a 5 percent increase in customer retention, service industries saw an average of 70 percent increase in profits. That’s one heck of a payback.
Three rules of engagement can lead you to successful reader relationships: target and segment your audience, create a dynamite content strategy, and deploy on the right e-marketing platform. Today, I’m going to talk about the first one, targeting and segmenting.
Know Thy Audience
Remember that as you create an ongoing, engaging relationship with your readers, your newsletter can provide you with a wealth of information. With data from each subscriber encounter, you can, with increasing proficiency, profile audience segments, gather valuable marketplace intelligence by mining the collected data, follow evolving trends with your readership, and individualize communications and incentives effectively. Here’s where to start:
Beautiful Choreography
With this as your starting point, you’ll be on your way to choreographing a very successful e-newsletter communication strategy. And, as you’ll see in my next article, you will then be able to create and develop specific content categories and resources that turn your newsletter into a custom communication program that helps you keep in touch with your prospects and customers. The more targeted your content, the more you can distinguish customers from prospects, nurture budding relationships, and decide which ones will give you the best return on your investment.
In the meantime, email to me your thoughts and comments at [email protected].