Email Segmentation Tips to Drive Opens, Clicks, Sales

Email Segmentation Tips to Drive Opens, Clicks, Sales

Segmenting your list to the likes and desires of individual subscribers can improve opens, clicks, and sales. The groups could then receive messages relevant to that characteristic. For subscribers with children, for example, the messaging could include references to kids or images of families. Messages Once you have established segments, the creative message and images should resonate with each group. Changes in images or messages can be subtle for each segment. And offering free or discounted products for children would apply only to recipients with kids. If an older demographic prefers calling in an order, the email creative should include a click-to-call option instead of a “shop now” button. Devices, Deployment Time Knowing when recipients open emails can impact deployment times and device optimization. The time and general calls to action for these two groups would likely be different. Positive life events such as retirement, a first home, or a birthday have average open rates ranging from 12.0 to 20.1 percent, according to Mintel.

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There are multiple ways to improve the effectiveness of email marketing. Optimizing the content, frequency, and images are examples.

But the best way to improve effectiveness is to ensure the message is relevant to the recipient. Segmenting your list to the likes and desires of individual subscribers can improve opens, clicks, and sales.

In this post, I’ll address tips on segmenting an email list and strategies to communicate with each segment.

Creating Segments

The idea of email segmentation is to create groups with similar characteristics that matter to your brand or products. The groups could then receive messages relevant to that characteristic. For subscribers with children, for example, the messaging could include references to kids or images of families.

There are many options for divvying up your list. The options fall into four broad categories: demographic, behavioral, geographic, and physiographic.

Demographic

  • Gender
  • Geography
  • Age
  • Income
  • Family status

Behavioral

  • Past purchase behavior
  • Website visits
  • Shopping cart adds
  • Life-stage groups

Geographic

  • City, state, country, or region
  • Climate

Physiographic

  • Lifestyle or beliefs
  • General interests

The first step in identifying potential segments is to determine if the subscriber file contains the data. For example, creating a campaign addressing weather events in the Southeast U.S. could require physical mailing addresses of recipients.

The next step is understanding if there is a big enough difference between segments to warrant a separate message. Segmenting by gender, for example, typically requires images of males and females and offers that apply to each.

Messages

Once you have established segments, the creative message and images should resonate with each group. A segment of retirement-age recipients may respond better to an informational message while a millennial-age group may respond to an attention-getting subject line.

Changes in images or messages can be subtle…

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