Your Newsletter–What Not to Do
Newsletters are easy–just write a note and send it out! But, like everything else, if you want your newsletter to be effective, there’s more to it than that. Here is a quick summary of what to do with the newsletter, followed by what not to do.
What We’re Trying To Do
The newsletter is intended to nurture prospects into being customers. When someone just encounters your business or your site, and learns about you, they may not yet be ready to do business. But by reading your newsletter, they learn more about you and your business, and get comfortable with the idea of doing business. There’s an old marketing rule that we need seven credible exposures of our brand before a prospect will seriously consider doing business. So get that first exposure with the site, and the next six with the newsletter. So we’re trying to build credibility and comfort through this communication.
Change the Outline Each Time
You’re trying to make prospects comfortable with you, so keep the same general outline for each newsletter. If you provide a recipe as the second item in one newsletter, then provide a recipe as the second item in every edition. Your readers will get to know the organization of your newsletter and they’ll be able to go right to what they like. And if they like one, then they’ll like the next one, because it’ll have similar organization.
Constantly Offer Discounts
The newsletter is not a place to offer discounts! Why not? Because it goes to all (or nearly all) of your prospects and customers, and discounts in the newsletter tell them that you’re willing to sell for less than asking price. It undermines their confidence in your pricing, encouraging them to believe that they can get what they want from you for less than you usually charge. So stay away from discounts as a major feature of your newsletter.
You can occasionally offer a price deal in the newsletter, but specialize it to some particular circumstance and then be ready to do it again if that circumstance arises again! For example, if you offer a discount on the third anniversary of being in business, then plan to do it every year. And also avoid the temptation to find lots and lots of similar excuses!
Poor Quality Content
Your prospects judge your newsletter by the usefulness of the content. So be sure that you provide information that’s useful to them in some way. If you’re an attorney, how to handle some situation that could have legal consequences. If you’re a physician, health advice is an obvious choice. If you’re a Web marketer, a newsletter on how to write newsletters.
Sell Too Much
A rule I’ve seen for newsletters is 75% non-selling content and 25% selling content is a rule that’s often given. I’d modify that by advising no more than 25% selling. If the purpose of your newsletter is to attract long-term clients, not just, say, selling merchandise, then you might even have almost no selling content, and simply seek to convince your readers that you’re an authority in your discipline so that when they need help they’ll come to you.
Not Often Enough
In the days when newsletters went out in the mail, they were expensive to print and even more expensive to mail. But those days are gone. Today, our prospects subscribe to and pay for email service that delivers our newsletters to them. If they want to print them, they pay for the printing! And it’s easier to open and look at a newsletter–or not to look at it.
Take advantage of the ease and convenience of automation, and realize that your readers are accustomed to getting most newsletters on a weekly or even daily basis. If you send weekly instead of monthly, your readers will be reminded of you more often, and they’ll be more likely to do business with you or recommend you to someone who needs your product or service.
Forgetting about Headings
Many readers will scan the headings in a newsletter before they decide to actually read it. So provide those headings! In addition, busy readers may read some sections and not others–make it easy for these readers to make this choice, or else they’ll not read your newsletter at all.
Forgetting about Branding
Be sure that your newsletter looks like your Web site and carries your logo. If prospects see inconsistent graphics from you, they’ll not remember you as well, and your communications wit them will seem disjointed. One way to achieve consistency between your site and newsletters is to send blog posts from your site as your newsletters–as I do.
Don’t Send a Welcome Newsletter
In any social interaction, saying hello is important. Similarly, a new subscriber deserves to get a special welcome edition of your newsletter. Most newsletter software can send this for you; all you have to do is write it and give instructions to the software one time. The open rate of the intro newsletter is much higher than the open rates of subsequent newsletters–this is a great opportunity to communicate. It’s also a good time to offer a discount–make it a new subscriber discount, and the subscriber will know not to expect it again. Offer a discount on the next meal, an ebook on how to deal with a personal injury situation, an ebook on the insurance coverage a small business should have, for example.
The Bottom Line
Keep in mind that the purpose of your newsletter is to nurture prospects, not sell them. Take the long term approach, and you’ll see the results.