33 E-Mail Marketing Tipps: Robert Brandl im Interview
Startseite > SEO Interviews > E-Mail Marketing
Auf EmailToolTester.com vergleicht Robert Brandl E-Mail Marketing Tools und gibt Tipps zur Newsletter-Erstellung speziell für kleine und mittelgroße Unternehmen.
Im Seite 1-Interview gibt Robert 33 elementare Tipps für erfolgreiches E-Mail Marketing.
E-Mail-Marketing – warum überhaupt?
Auch wenn die Themen Social Media und SEO derzeit dominieren: Der gute alte E-Mail Newsletter hat noch längst nicht ausgedient. Hier ein paar grundlegende Vorteile:
- Richtige Umsätze macht man eher mit einer Newsletter-Aussendung als mit einem Tweet oder einem Facebook Post.
- E-Mail ist persönlich, schnell und der breiten Masse zugänglich.
- E-Mail Marketing gilt nach SEO als effektivster Umsatzbringer im Marketing (gemessen am ROI).
Wann sollte ich anfangen, wenn ich einen E-Mail Verteiler aufbauen will? Und wie kann ich möglichst viele Neuabonnenten gewinnen?
Am besten sofort: Oft reicht es schon eine Opt-in Aufforderung in den Bestellprozess seines Online Shops zu integrieren. Selbst eine Newsletter-Checkbox im Kontaktformular kann bereits täglich neue Abonnenten generieren.
Natürlich sollte man dann nicht 8 Monate mit der ersten Aussendung warten, denn dann hat der Abonnent längst vergessen jemals einen Newsletter abonniert zu haben. Aber dieses Problem kann man mit einem Autoresponder geschickt umgehen.
Weitere Maßnahmen:
- Bewerben Sie den Newsletter an möglichst vielen passenden Stellen auf Ihrer Website und listen Sie konkrete Vorteile für den Leser auf.
- Bieten Sie Links zu vorherigen Ausgaben an, so dass der Neu-Abonnent weiß, was auf ihn zukommt.
- Überlegen Sie, wo Sie das Newsletter-Abonnement auch offline bewerben könnten.
- Bieten Sie ein nützliches Geschenk für Neu-Abonnenten, wie z.B. ein eBook, Checklisten oder einen kleinen Video-Kurs.
Was ist ein Autoresponder und wie kann ich ihn bestmöglich einsetzen?
Bei einem Autoresponder werden vorher angelegte E-Mails in einer bestimmten Sequenz automatisch versendet. Das kann z.B. ein kleiner dreiteiliger Einführungskurs mit nützlichen Informationen zu einem bestimmten Thema sein. Blogger nutzen Autoresponder häufig, um auf Ihre besten Blogposts zu verweisen.
Der besondere Vorteil dabei ist, dass man den Autoresponder als Versender nur einmal aufsetzen muss. So kann man direkt damit beginnen, eine Kundenbeziehung mit dem Empfänger aufzubauen - besonders, wenn man Personalisierungvariablen geschickt einsetzt.
Wie finde ich ein geeignetes Newsletter Tool, auf was muss ich achten?
Standardfunktionen umfassen automatisierte An- und Abmeldeprozesse, Listenverwaltung mit Segmentierungsmöglichkeiten, Bounce-Management für Rückläufer sowie ein detailiertes Reporting zu Öffnungen und Klicks.
Wer keine komplette IT-Entwicklungs-Abteilung im Rücken hat, sollte auf jeden Fall auf einen Anbieter setzen, der nicht voraussetzt, dass man seinen eigenen E-Mail Server verwendet. So muss man sich nicht selbst um aufwändige und teure Whitelistings bei den ISPs (Internet Service Providern) kümmern. Whitelistings minimieren das Risiko einer fälschlichen Spam-Filterung.
Ansonsten ist es ratsam sich für ein E-Mail Tool mit Template-System zu entscheiden, das für die Newsletter-Erstellung keine speziellen technischen Kenntnisse voraussetzt. So kann man wiederkehrende und vom Layout her gleichartige Newsletter sehr schnell umsetzen.
Hier finden Sie einige empfehlenswerte gehostete Newsletter Tools für kleine und mittlere Unternehmen. Wer nach Lösungen sucht, die sich auch für große Unternehmen eignen, kann sich diese Website (englischsprachig) ansehen.
Wie sieht die rechtliche Seite aus? Darf ich einfach alle E-Mail-Adressen aus Outlook exportieren und anschreiben?
Auf keinen Fall! Generell gilt, dass man im Zweifelsfall nachweisen können muss, dass man das Recht hatte den Empfänger anzuschreiben. Der einwandfreie Weg ist ein Doppel-Opt in. Dabei muss der Empfänger erst den Link einer Bestätigungs-E-Mail klicken, um das Abonnement zu aktivieren. Nur so kann man von Rechtswegen her sicher sein, dass der Neu-Abonnent nicht ohne sein Wissen von einem Dritten angemeldet wurde.
Ansonsten kann man auch seinen Bestandskunden Werbe-E-Mails senden, allerdings gibt es dafür vier Voraussetzungen, die sich aus dem §7 Abs. 3 des UWG ergeben. Diese können Sie hier nachlesen.
Falls Sie wissen, dass bestimmte Empfängergruppen besonders abmahnfreudig sein könnten (Wettbewerber, ehemalige Kunden etc.), ist es auch möglich, diese von vornherein auf eine Blacklist zu setzen.
Wie gestalte ich einen ansprechenden HTML Newsletter?
Generell ist es wichtig zu wissen, dass Newsletter-HTML ungefähr wie Website-HTML vor 12 Jahren funktioniert. Da E-Mail Clients wie Outlook und Lotus Notes sehr restriktiv mit dem, was sie tatsächlich darstellen, sind, sollte man komplett auf Flash-Inhalte und Videos verzichten. Das Grundlayout richtet sich an Tabellenstrukturen aus, da auch Style Sheets (CSS) nur sehr eingeschränkt verwendet werden können, wie diese Übersicht zeigt.
Dazu kommt, dass eine Breite von 620px nicht überschritten werden sollte – viele E-Mail Clients zeigen im Vorschaufenster nur kleine Ausschnitte an. Die Hauptbotschaft ist deswegen ganz weit oben am besten platziert.
Ansonsten sollte man sich genau daran halten, was auch im restlichen Web gut funktioniert:
- Überschriften und Aufzählungen verwenden
- Klare Call to Actions formulieren
- Bilder sparsam einsetzen im Verhältnis zum Textanteil
- Bieten Sie auch eine mobile Version bzw. reine Text-Version für Handys an
- Großbuchstaben, rote Schrift oder Neonfarben nach Möglichkeit vermeiden (Gefahr der Filterung)
Was gibt es rund um Betreffzeile und Absendernamen zu beachten?
Personalisieren Sie das "An:"-Feld mit dem Vor- und Nachnamen des Empfängers, um die Wahrscheinlichkeit der Spamfilterung zu mindern. Wählen Sie außerdem eine sinnvolle Absender-E-Mail Adresse – noreply@firma.de wirkt z.B. nicht sonderlich kundenorientiert. Genauso schlecht ist ein Absendername wie "admin" oder "service". Ihr Firmenname funktioniert sicherlich besser.
Zusammen mit dem Absendernamen entscheidet die Betreffzeile darüber, ob die E-Mail überhaupt geöffnet wird. Packen Sie die Kernbotschaft an den Anfang des Betreffs, achten Sie darauf, dass sie nicht zu lang ist, und machen Sie den Text nicht zu reißerisch auf.
Wie kann Social Media ins E-Mail Marketing integriert werden?
Generell stehen diese Wege zur Verfügung:
- Facebook-Like Button: Damit kann der Empfänger den Link zum Newsletter mit seinen Facebook-Freunden teilen
- Social Share-Optionen zum Bookmarken mit Diensten wie Mr Wong, Delicious etc.
- 'Tweet This'-Button: So kann der Link zum Newsletter getwittert werden.
- Integration im Anmeldeprozess: Jemand, der sich gerade für den Newsletter anmeldet, ist häufig auch daran interessiert der Firma im Social Web zu folgen.
Welche Erfolgsmetriken sind am wichtigsten?
Klickrate: Sehr relevant, da die Klickrate zum einen ziemlich fehlerfrei gemessen werden kann und zum anderen ein größtmögliches Interesse an den Inhalten darstellt (abgesehen von einer tatsächlichen Conversion).
Öffnungsrate: Ebenfalls wichtig, um verschiedene Newsletter-Ausgaben miteinander vergleichen zu können. Das Problem ist allerdings, dass die Öffnungsrate durch das Herunterladen eines Zählpixels ermittelt wird. Wer die Bilder in seiner E-Mail nicht herunterlädt, wird nicht gezählt.
Ansonsten sollte man immer einen Blick auf die Abmelde-Rate haben. Eine Abmeldung ist jedoch selten die Reaktion auf einen schlechten Newsletter allein, sondern eher auf eine Reihe uninteressanter Aussendungen in Folge. Ein kurzes Feedback-Feld im Abmeldeformular kann dabei helfen zu bestimmen, warum sich jemand abgemeldet hat.
Die besten Tooltipps rund ums E-Mail Marketing?
Selbst verwende ich schon seit langem Mailchimp (englischsprachig) zum Newsletter-Versand – ein wirklich klasse Tool. Allerdings hat sich der deutsche Anbieter CleverReach inzwischen zu einem ebenbürtigen Anbieter mit einem werbefreien Gratis-Tarif entwickelt.
Ansonsten verwende ich häufig folgende Tools:
Wufoo und Google Docs: perfekt um auf die Schnelle ein kostenloses Registrierungsformular aufzusetzen
Die MailChimp Labs bieten eine ganze Reihe interessanter, kostenloser Tools. Zum Beispiel: HTML E-Mail Code automatisch in Text umwandeln und ein Tool zum "Offline-Einsammeln" von E-Mail Adressen per iPad.
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Der Link sieht dann so aus: 33 elementare E-Mail Marketing Tipps (Trackback-Links per PN anfordern)
Vielen Dank an Robert, der nach 33 Tipps für Firmen-Homepage & Online Marketing schon das 2. Interview im Rahmen der gemeinsamen Serie von Seite 1 und KennstDuEinen gegeben hat. Robert freut sich über Feedback und beantwortet auch Fragen in den Kommentaren.
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