Automated email marketing, Event-triggered email, Behavioural email, Email sequences, Abandoned shopping cart email. Call the technique what you will, I’ve been a fan of the relevance you can deliver through contextual emails like these for a long time – it’s been possible to do this for over 10 years now!
The appeal of delivering the right message at the right time, in the context of an action taken on the site are obvious and compilations of success show this is well-founded. Likewise the recent Redeye report on Email Remarketing — shows that for different sectors email and engagement and conversion rates are far higher than average email response. This compilation is for retailers:
But it seems to be tough to setup these type of emails up in practice. This 2011 research from Econsultancy shows that even in 2011, after this technique has been available for 10+ years, it’s still surprisingly uncommon with only just over a third of companies using it:
Perhaps that explains why the new term on the block for selling this technique is “Email Re-marketing” – building on the success of Remarketing on Ad networks.
You might think that these technique would be more popular for retailers where the appeal of the abandoned shopping cart email is higher.
The study from RedEye also shows that many retailers are not implementing these types of email:
However, the trend for this technique in the Econsultancy report is more positive though. It shows the change in use of ESP services since 2007. Automated campaigns (+30%), personalisation (+26%) and measurement and analytics (+22%) are the three ESP services that have shown the biggest increase over the last four years.
What do you think the barriers to adoption of remarketing with email are – is it budget, lack of advice, skills, systems, etc? I’m interested to find out! In Part 2 I look at an example of a successful Email Remarketing campaign.