My daily routine of working in the marketing department includes planning and executing communications on digital platforms. What’s not to like about this work? It’s full of experimenting with message formats, exploring new channels, researching customers, and tracking results. Good stuff.
But ultimately marketers are measured on the success of the communications they create. So it goes beyond experimenting having a little fun. The work needs to produce a return. I may create digital messages on five different platforms and feel good about it. Yet success is measured by some connection. The connection might lead to a sale, solve a complaint, answer a question, etc. No one aims to produce noise, irrelevant messages, or content that is otherwise not useful.
In recent days, my group has had more success with the older email communication channel than with newer digital platforms such as Twitter, Google+, LinkedIn, etc. The metrics we use to measure were so lopsided that I recently told my boss that eMail is our trojan horse through the corporate firewall.
What I meant by this was that my research showed limited use of some digital networks during business hours for B2B communications. While I don’t have specific numbers, I believe that many of our clients are restricted from using those digital sites due to corporate firewall and social media policies. But email is allowed. Email is a way to get through the internet usage policies and to deliver messages.
Of course the message must still be relevant. But we can get a sense of that from eMail tracking. Unlike paper based mail, we can not only track deliverability but we can see open, render, and click-through rates as well. I can’t tell you how many people read a tweet. I have to look for some other evidence such as if they respond to a message, retweet it, use a coupon code,etc.
The eMail inbox is different though. People are in the habit of reading or at least scanning the subject line of every message that is inside their email inbox. That’s not true of other digital media such as status updates on LinkedIn, Twitter, Facebook, etc. I know at least with my own habits, that I don’t review and read every message from every contact on social sites where I have a profile. I typically see a status feed of the most current events. If I haven’t looked in a few days then most likely I never see the social message. That’s the email difference. It’s still a place where most people attempt to scan every message because they don’t want to miss those messages that are personal to them.
Melissa Campanelli of Online Marketing Strategies and Tactics summarized a Forrester study on email usage. Her summary includes points made by Forrester about email volume growth including cost and effectiveness. It all adds up to supporting evidence for companies to continue to use eMail for B2B communication.
I found the question of eMail Marketing vs social media posted on LinkedIn as well. The points in that discussion are great:
* Email isn’t a replacement communication device but part of a larger overall strategy.
* Message content, audience, and relevancy are critical
Bottom line? Find what works. Experiment. Then make connections. What’s not to like about that kind of work?