Hogyan alkalmazd az elektronikus direkt marketinget és a teljesítménymutatóit

Első lépésként definiáljuk az eDM-et, majd hasznos tanácsokat adunk, hogyan lehet megfelelni a jogi szabályoknak. A folytatásban lépésről lépésre haladva megismerkedünk az e-mail útjának fontos pontjaival: a kiküldéstől indulva eljutunk a végcélig, vagyis a konverziókig, majd beszélünk a fontosabb teljesítménymutatók (KPI) statisztikáiról a Signup.to kutatását felhasználva.

 

Kezdjük is el! Lássuk, miről lesz szó:

  • Mi az eDM?
  • Mire figyeljünk az eDM kiküldésénél, vagyis hogyan kerüljük el a feketelistát?
  • Hogyan jut el az eDM a felhasználóig?
  • Az e-mail kézbesítése
  • Az e-mail megnyitása
  • A CTA gombra és/vagy  linkre való kattintás
  • Az e-mailről való leiratkozás
  • Konklúzió

 

Manapság, az internet világában senki számára sem meglepő promóciós jellegű e-maileket kapni, méghozzá igen nagy gyakorisággal, akár naponta is.

 

Bizonyára számodra is ismerős a helyzet, tehát pontosan tudod, milyen a „fogadó oldalon” állni.

 

Mi az eDM?

 

Az elektronikus direkt marketing: lényegében e-mail marketing, vagy tájékoztató, illetve reklámanyagaink elektronikus úton (e-mailben) való elküldése a címzettnek vagy címzettek csoportjának.

 

Az E-kereskedelmi, valamint a Reklámtörvény alapján:

Reklámnak minősül minden olyan tájékoztatás, amely valamely vállalkozás neve, megjelölése, tevékenysége, az általa értékesített termékek, nyújtott szolgáltatások népszerűsítésére, ismertségének növelésére, megvásárlásának ösztönzésére irányul.

Tehát azt mondhatjuk, hogy e-mailek, e-brosúrák, bemutatkozó anyagok, képek, promóciókról, kiárusításról, játékokról, nyereményjátékokról, ajándékról, kedvezményekről, kuponokról, valamint új termékekről és szolgáltatásokról szóló e-hírlevelek, elektronikus megkeresések mind-mind eDM-nek tekinthetők.

 

eDM anyag kizárólag akkor küldhető, ha az ügyfél:

  • előzetesen,
  • önkéntesen,
  • határozottan beleegyezett.

 

Fontos megemlíteni, hogy abban az esetben, amikor az e-mail cím alapján nem azonosítható be magánszemély (például: [email protected]), akkor előzetes beleegyezés nélkül is küldhető rá promóciót tartalmazó üzenet.

 

Mire figyeljünk az eDM kiküldésénél, vagyis hogyan kerüljük el a feketelistát?

 

Most már tudjuk, mit jelent az eDM, szóval rátérhetünk a szabályos kiküldésre.

Vannak olyan feltételek, amelyekre érdemes fokozottan odafigyelni.

 

tips Az első és legfontosabb szabály: Mindig kérj engedélyt, mielőtt eDM anyagot küldenél (például hírlevél-feliratkozóktól). Amennyiben az engedélykérés nem történik meg, nagyon magas pénzbírság, sőt még börtönbüntetés is kiszabható.

 

A következőkben nézzünk meg néhány helyzetet, amikor küldő félként nem tartjuk be a szabályokat:

  • A beleegyezést jelentő checkbox előzetes kipipálása
  • Olyan adatvédelmi nyilatkozat hiánya, amely teljes körű tájékoztatást nyújt a felhasználónak
  • A leiratkozás túl nehéz és körülményes (pl. személyes jelenlét szükséges hozzá)
  • Egy applikáció vagy játék használatának feltétele a feliratkozás

 

Hogyan jut el az eDM a felhasználóig?

 

Képzeljük el az e-mailt úgy, mint egy vonatot. Ha valamilyen oknál fogva, nem sikerül eljutni a következő állomásig, akkor a fennmaradó szakaszok elérése lehetetlen lesz. Nézzük meg ezt egy e-mail esetében:

  • Ha már a kézbesítésnél probléma lép fel, akkor a felhasználó nem tudja megnyitni
  • Ha nem tudja megnyitni, akkor nem ismeri meg a tartalmát és nem tud a CTA gombra és/vagy linkre kattintani.
  • A kattintás hiányában nem teljesül a kívánt interakció sem, tehát a felhasználó nem találkozik a neki szánt tartalommal.

 

A most következő fejezet ezeket az „állomásokat” vizsgálja meg részletesebben. Adatokkal mutatjuk be a különböző állomások statisztikáit (KPI-k segítségével), és ehhez a Signup.to kutatását vettük alapul, amely során több, mint egymilliárd e-mail került kiküldésre. Ez a szám elég nagy ahhoz, hogy a kapott eredmények alapján átfogóan jellemző következtetéseket vonjunk le az e-mailekkel kapcsolatban.

 

Az e-mail kézbesítése

 

Nem minden elküldött e-mail ér célba.

A kutatás alapján 98,26%-uk érkezik meg a címzettek postaládájába, a maradék viszont valamilyen okból elkerüli azt. A háttérben húzódó okok lehetnek például:

  • nem megfelelő e-mail cím,
  • a felhasználó leiratkozása
  • a fogadó e-mail fiókjának megtelése
  • a küldő IP-címe spamként jelenik meg.

 

Ezekben az esetekben hibaüzeneteket kapunk e-mailküldő szoftverünktől, hogy be tudjuk azonosítani az elutasítás okát. Ezeket lepattanásoknak (angolul bounce) nevezzük.

Most tekintsük meg ezeket a bounce-okat:

  • Fogadó oldali lepattanás – Recipient Bounce: abban az esetben fordul elő, ha az e-mail cím rossz, elgépelt vagy nem is létezik.
  • Tartalom miatti lepattanás – Content Bounce: ilyenkor az e-mail tartalmát a fogadó e-mail kliens (Mailbox, Gmail) nemkívánatosnak ítéli meg.
  • Küldő reputációja miatti lepattanás – Reputation Bounce: ebben az esetben az e-mail rendszer vagy az internetszolgáltató megbízhatatlan forrásként jelöl meg téged, ebből adódóan pedig nem tudod elküldeni az üzenetet és/vagy az e-mail a spamek közé kerül.
  • Ideiglenes lepattanás – Temporary Bounce: valamilyen okból nem küldheted el az e-mailt egy bizonyos ideig.

 

Az e-mail megnyitása

 

A felmérés szerint mindössze a címzettek 24,88%-a nyitja meg az e-mailt. Használt KPI: megnyitási arány – open rate.

 

Mire figyelj?

  • Az e-mailed névre szóló legyen.
  • Az e-mail jellegét tekintve személyre szabott legyen.

 

A kutatás alapján a személyre szóló e-mailek sokkal jobb eredményeket érnek el.

Mutatunk 2-2 adatot erre vonatkozólag:

  • Általános, standard, tehát nem névre szóló e-mailek esetében a megnyitási arány csupán 15,03%-os. A levélben található linkre pedig a címzettek 1,13%-a kattintott csak.
  • Névre szóló e-mailek esetében, amelyek tartalma személyre szabott volt, a megnyitási arány 56,43%-os lett, és a tartalmazott linkre érkező kattintások elérték a 31,13%-os arányt.

 

Ugye neked is feltűnt a lényeges különbség?

 

Ahhoz, hogy versenyképes maradj, el kell felejtened a nem névre szóló e-maileket!

Érdemes azonban odafigyelned arra, hogy az értékesítési tölcsér különböző szintjeihez tartozó ügyfeleknek ‒ függően az érdeklődés és az elkötelezettség mértékétől ‒ más tartalommal rendelkező e-maileket érdemes küldened.

 

tips Példa: A blogcikkértesítőre feliratkozott, tehát alacsonyabb elköteleződésű felhasználóknak elegendő egy általános (bulk) e-mail. Azonban a vásárláshoz közel álló felhasználók esetében névre szóló és személyre szabott üzenet mondható hatásosnak.

 

A CTA gombra és/vagy  linkre való kattintás

 

A felmérés során kiküldött e-mailek mindegyike tartalmazott egy linket. Erre kattintva a felhasználó egy landing oldalra került. Most pedig lássuk az adatokat!

A több mint egymilliárd címzett közül 3,42%-uk kattintott a linkre. A KPI ebben az esetben az átkattintási arány, azaz click through rate (CTR). A lemorzsolódási arány itt is hatalmas. Az e-mailt megnyitó felhasználók esetében pontosan 10,88%-uk kattintott rá a linkre ‒ ez a KPI az egyedi átkattintási arány (unique click through rate).

Ennél az állomásnál a felhasználó egy újabb lépéssel közelebb került ahhoz, hogy konverziót végezzen.

Vajon hogyan tudjuk úgy kialakítani ezeket a lépéseket, hogy minél több felhasználó haladjon tovább az értékesítési tölcsérben?

 

Az e-mailről való leiratkozás

 

Az itt használt KPI a leiratkozási arány.

A felmérés során a leiratkozási arány adatai a következők lettek. Az összes címzettet nézve, az e-mailt megkapók közül csupán 0,52% iratkozott le. Az e-mailt megnyitók közül pedig 2,72% iratkozott le végül.

A változás állandó.

Tehát a feliratkozott felhasználók preferenciarendszere is változik.

Előfordulhat, hogy valami nagyon megragadja a felhasználó figyelmét, azonban ez később teljesen jelentéktelenné válhat. Ha leiratkozást észlelsz, próbáld meg kideríteni, mi lehet ennek az oka, hiszen ez segítséget nyújthat neked a hírlevél tartalmának, struktúrájának kialakításában. Ilyenkor érdemes megnézni azt is, hogy a felhasználók mikor iratkoztak fel vagy mikor kaptak utoljára e-mailt tőled.

Ahhoz, hogy sikereket érj el, rendkívül fontos, hogy a landing oldalad optimalizálva legyen a különböző mobileszközökre (tablet, okostelefon), vagyis reszponzív legyen.

Érdemes itt megemlíteni, hogy 2011-ben az e-maileket az emberek 27%-a nyitotta meg mobileszközről. Ez a szám mostanra, 2016-ra 54,59%-ig emelkedett és a jövőre nézve még további növekedés várható, tehát itt az ideje felkészülnünk.

Ugye te is megetted már a szükséges lépéseket?

 

Konklúzió

Reméljük, hogy sikerült elérni a cikk elején kitűzött céljainkat, vagyis megismertetni az elektronikus direkt marketinget, valamint pontosan definiálni azt és felhívni a figyelmet a problémákat okozó pontokra.

 

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