When you have a firm goal of what you want from your campaign, everything else will fit together because as soon as you come across a dilemma in your campaign creation, you can always revert back to that question.

With that in mind, I have been seeing too many emails recently that have tried to pack too much in.  When this occurs, the user can be drawn away from the intended goal of the email and instead lose interest by scanning the other areas of the email.

It’s believed that on average a person reads an email newsletter for 51 seconds.  A lot of these people skim read the email and just look at the overall messages of the email.  Now I don’t know about you but when I skim read I don’t really take it in, I tend to just see what I’m interested in and then click through.  Obviously this is where a decent use of call to action buttons, cleverly placed, comes in handy but what if you have conflicting goals in the same newsletter?

So for instance, you start off the newsletter with an offer that I find interesting and I think that I will have a look at it, but first I’m going to look through the rest of the newsletter.  As I scan down, I see another offer that I’m also interested in and decide to click on that and then spend my time looking through the details for that.  When I’m done, I close down the email and forget about the initial product.

Because of the conflicting offers within the newsletter, you’ve lost the impact of one of your products.

There are of course ways to plan around this.

Firstly, you could cut down the messages in the email.  A personal favourite of mine for doing this is the H&M newsletter who keep their messages very minimal.  They will send out an email with only one topic in and makes sure that the message gets through to the recipient.

If you are looking to adopt this idea, you may then be inclined to increase frequency so as to still get all your offers/products noticed.  Just remember, if you are considering that to not start barraging them with marketing messages as your overall marketing messages will become weaker as they begin to turn off.

This method though will allow for more concentrated subject lines.  You will have room to be more specific and though you may see a decrease in opens, it may only be because the recipient isn’t interested in that particular offer.  What you may see though is an increase in the click throughs of your campaign as the people who are opening it will be more interested as the whole campaign will be of similar relevance.

If you are cautious to carry out this technique then you could take an alternative, landing page option. 

Landing pages are something I have covered recently and can have a positive effect on the conversions from your recipients list by directing them exactly where they want to go and cutting out the extra noise and distractions that can occur by just directing them to the home page of the site. 

Though this won’t necessarily eliminate the problem I outlined, it may help in keeping the customers concentration focused on the products they were interested in.

Open rates looking good?  Click throughs’ quite high?  Still wondering why you’re not converting enough of these into sales?  It might be worth assessing the landing page.

One of the main goals in email marketing is to drive people onto the site.  Whilst the email side will do the leg work and entice people to your site, you must make sure that the landing page delivers what the email promises and not just confuse the recipient, or as they should really be called now, potential customer.

I say potential customer as they are genuinely interested in the product/service you have offered and are looking further into it; this is where the landing page enters the equation.

If you have offered your customer a certain product in the email, the last thing they want is to be taken to the home page of your site.  They want to view that particular product in greater detail.

To give you a helping hand, use the following list as a checklist for your own landing pages:

Is the product/service/article that they clicked on in the email on the landing page?

Does this look interesting enough to spend more time here and look around?

Now if you look further into the landing page itself, and depending on what you are offering, does it clearly answer these questions from your now potential customers:

How do I learn more about this?

What if I have more questions?

As an example, let’s take a landing page from the newsletter we regularly send out.  We advertise our template design services in these newsletters and link through the page to here.

If you go through the checklist I’ve outlined you’ll see that everything is there that a potential customer could need to learn more, and ultimately, sign up.

This leads me nicely onto the final point.  Though we want our potential customers to learn as much about our system as possible, our main goal is to get them to take on a trial or sign up.  If you take another look at the site, you will see how we’ve made that a priority.  When creating your landing pages, make sure that you still keep your main goal in mind and make that the nucleus of your landing page planning.  As long as you keep that in mind, your landing page should piece together very nicely.