A textbook mistake marketing departments make is disembodying their content strategy from their email marketing strategy. At the drafting table, most marketers design a content plan that is focused on types of content and then look to outlets to disseminate that information. Along with social media and websites, email is seen as another content marketing channel. Instead, email should be looked at like a hybrid between a marketing channel and it’s own content platform. While not all content cuts and pastes neatly into an email campaign, email marketing design can still accommodate content needs. In fact, it can not only present the info to a pool of subscribers, but it can also evolve and adapt the content to be reframed.
There are a couple of reasons it’s advantageous to reframe content when considering how content can be designed to fit email marketing. First, there’s repetition. A commonly known marketing fact is that a viewer needs to be presented with the same information at least 5-7 times before being persuaded or influenced to make a decision. The same is true if you’re trying to inform or educate. Repeat exposure helps drill in the information you’re trying to get your audience to internalize and express it back in their own opinion. A McKinsey report on the customer journey showed that repeat exposure gets your audience through key gateways before they can convert to a loyal customer or audience member:
Framing is about how you position your message. What you can say in one format might not be how you want to (or can) say it in another way especially when you have to repeat exposure to a product or idea. Take for example a feature article you might write: 800 words are great for an in-depth publication but it’s too long for a blog post about that article. You can chop it down to 300 words for a summary in a blog post, but that’s probably still too much for an email campaign, especially if that campaign is designed to drive traffic to the original article.
So while you’re reframing your original feature for email, you also need to consider how the audience best approaches the issue in a pool of email subscribers. This is where segmenting works really well, but you want to pair segmentation with smart email marketing design. Instead of just segmenting batches of email campaigns by demographics, age, or gender, why not try something far more intimately and scientifically tested — like a Meta Program?
According to Forbes contributing writer Christine Comaford’s article “How to Influence Anyone, Anytime, Anywhere,” Meta Programs increase conversion by 50% through looking at codes:
Meta Programs operate on a range: we don’t usually fall all the way to one side or the other as an absolute. They are also contextual, meaning that you may have one set of meta programs in the context of work, another set when it comes to money, and yet another for romantic love. Though we generally have an overall set for how we approach life.
Going back to segmenting, you’re going to design your email marketing based on another scientific principle, Applied Behavior Analysis (ABA), that looks at how people perform. ABA was something we discussed in an earlier blog post, and if you’ve been working on understanding your audience through motivators, you should have begun forming a model that helps you understand what motivates them and how they make a decision. Using that data, you can then apply meta programs to push content so that it drives behavior. The ultimate purpose of content is not to inform, but to persuade.