The hot topic a few years ago was “convergence” of interactive mediums like the internet and passive audience mediums like television. Well, it seems that convergence has come and gone, and now online marketers have to face yet another convergence: this time one between conventional email marketing and social networking promotion.
Email = Formal, Social Networking = Casual
Social networking’s growth may be considered inverse to that of email, as the 140 character twit gradually replaces many users’ formal inbox. However, the two paradigms will generally continue to co-exist and settle into more sustainable forms. Social networking will gravitate towards the more casual, sound-bite type of applications while email remains the formal long-form, comprehensive vector.
Social Networking Adds Value To Email Marketing
The primary reasons why a marketer should aspire to have their email converge with social networking is to take advantage of the value that the networks can bring to the success of your program.
- Personal endorsement: When your customers display your message in their own spaces, it constitutes a personal endorsement to their social circle. This is the 21st century equivalent of word of mouth, the perennially successful marketing process.
- Reader involvement: By encouraging interest in your brand within a social context, your message will be seen to be relevant and thus will be anticipated when it shows up in the inbox, making it far more likely to be acted upon.
- List Building: Attracting new participants to your email marketing program increases your email list by gradual accretion.
Beating the SWYN Automaton Odds
Much has been written about how SWYN (Share With Your Network) is replacing the far less successful FTAF (Forward To A Friend), yet it is not sufficient to simply toss in a few social network links at the bottom of an email. Your customers are not automatons who can be relied on pushing a SWYN button the statistical average of 1.75% of times received. The reader has to find the information compelling and relevant enough to be motivated to share it. What does the message contain that is shareable, not overall but to that specific individual and their social circle? Is a sportscar group going to be more interested in a special discount on a GPS system or on a dishwasher?
Your message has to have exceptional merit to be deemed worthy of sharing. A daily barrage of $5 off this hard drive today replacing yesterday’s sale of $5 off its stablemate will only desensitize the reader. In order to get excited enough to share an offer, your customer has to be wowed by it. Successful SWYN emails contain truly exclusive “insider-only” content and are measured in a frequency of months, not hours.
Logic & Relevance Are The SWYN Keys
The networks listed in a SWYN feature need also be made relevant. If your message regards a special discount on maternity wear, does it need to have a link to Digg, a site that deals in primarily technology and political news? The placement of the SWYN is important as well. Why line them all up like neglected little soldiers at the bottom of the email when they can be integrated in a logical and relevant fashion within the message itself?
More than ever before, marketers have to walk a mile in their customers’ moccasins and embrace their individual motivations. Successful marketing historically began as a conversation, then became a “one-to-everybody” spot on Ed Sullivan or the SuperBowl, and now is back to being a conversation.