How Do You Increase Your Opt-In List?

TOP FIVE DO'S AND DON'TS OF OPT-IN LIST BUILDING

There have been a myriad of books and articles lately about the validity of Opt-In lists, advantageous for both click-and-mortar as well as brick-and-mortar companies. Once you have targeted names in your company-managed list, you can cross-sell and up-sell those existing and potential customers your offerings — a proven less-expensive way of increasing revenue and creating customer loyalty.

We know some tried-and-true tips and tricks for building your list. There are five key points to consider and five glaring points to avoid when creating Opt-In Lists from the very beginning.

DOs

KNOW HOW TO REACH YOUR TARGET AUDIENCE

Spend some time in Market Research to find the Top Ten places to reach your target audience in the next three to six months. Then work backwards with how you get the email addresses of those candidates. For example, an email campaign to a list of target emails (purchased from a trade magazine, for example) can have a trackable link back to a signup page. An affiliate listing should mention that you have an opt-in list, and preferably an opt-in sign-up from the affiliate site. Your booth at an event could have a PC that will allow a quick sign-up (or worst case, have a clipboard sign-up sheet or a fishbowl for business cards.) A radio spot can list your home page URL. Remember that part of your marketing budget should cover various outbound ways of reaching your customer — just make sure that once they know about you, they know how to opt-in to your mailing list. Although it will cost you to get those names the first time (through various targeted and brand awareness campaigns), the results are a true company asset.

MAKE IT EASY FOR PEOPLE TO JOIN

Have a very visible location on your homepage or jump page for sign-ups. Evaluate if it can be on every page of your Website. And of course, make it easy for people to opt-out or unsubscribe. Chances are you won't get many sales from those who don't want to hear from you and can't figure out how to stop your communication. Simple, easy-to-understand subscribe and unsubscribe mechanisms add credibility to your company brand, too.

KNOW WHERE TO GO FOR "SECONDS"

Once participants enter just their email address, you should confirm entry, and request (or force-ask) a limited number of demographic questions, such as company name, industry, physical location. This will help you understand where people are coming from, so you can trend-analyze where future marketing efforts should be targeted.

CREATE VIRAL OPT-IN LISTS — CONTENT IS KING, KNOWLEDGE IS POWER

One of your best target audiences for helping you expand your opt-in list is your existing opt-in list! Make it easy for those recipients to forward your communication to their peers, who will request to be on the list. I've personally subscribed to about 70% of my lists because a friend forwarded it to me. Why do they forward it? Because "Content is King, and Knowledge Is Power."

However you want to say it, your readers are opting in not to hear a sales pitch, but because they have a need. They need to learn something, save time, save money, or be shown something they may want. They also love sharing this knowledge with others. Therefore, you need to invest time in research to learn what they want to know more about, and potentially how your offering will fit the bill. You could be showing them the latest in workout gear that uses a new high-tech fabric, so explain why this fabric is better. Or you could be listing killer statistics about how your product has saved others time and money (a success story). When you write the content, put yourself in the reader's shoes and think, "Why am I not hitting the delete key right now?"

CREATE COMPELLING MESSAGING

Where to find your target audience is just one part of the exercise. How to acquire them is all about compelling, clear, concise messaging. What are the three salient points that will get that first-time exposed potential subscriber to jump aboard? You've seen terrible ads for great products, and great ads for lacking products — and yet the latter often results in higher sales. Test different messaging on your audience on certain dates; and you should see a spike in certain sign-ups that are working better than others. Once you know what works, spend more time/money to acquire the names.

DON'Ts

OFFER GREAT PRIZES FOR SIGN-UPS

While this might seem like a nice gesture, you'll get those subscribers whose motivation will be to win a prize, not to learn about useful information, your company and/or products. And goodness knows what will happen if your promotion gets posted to another website of "contest opportunists" who couldn't be farther from your target audience. If you provide useful information, that will be prize enough.

DELUGE YOUR PARTICIPANTS WITH TOO MANY EMAILS

Word-of-mouth is a great way to increase opt-ins, but it is a double-edged sword. Once I signed up for an opt-in list to receive event updates, and without notification was added to the company's chat-room email list. Suddenly I was receiving ten emails a day from various people commenting on one initial person's inane comment. I couldn't unsubscribe fast enough. But how much is too much? I don't want a daily email from some companies, such as product information, yet I do want it from others, such as stock market developments. Ask a sample-size of your opt-in list participants what the 'right' number of emails is; they'll let you know. Otherwise they'll let you know when it's too late — with an unsubscribe notification.

BE EVERYTHING TO EVERYONE

When you market that you have an opt-in list, your messaging should be focused and hit a nerve. If you're too generic in hopes of getting more readers, you'll end up being "nothing to everyone." Don't be afraid to really hone in on one need of your audience members. Sure they may have many needs, but hit the most urgent one first, and save the rest for future emails.

SPEND TOO MUCH MONEY ACQUIRING NAMES

Opt-In lists are an asset — and that means an investment on your part. Budget in advance where your target audience is, and what each opt-in list name will cost you to get. Then evaluate potential revenue from that name (a tricky art, but guesstimates will do), and juxtapose your results. It will be clear what areas you want to focus on, and what you want to avoid.

LIVE IN A VACUUM

Continually view, read, and explore how other companies — from competitors to completely different industries — acquire opt-in names. Sure, most will be the same tried-and-true techniques, but you'll spot an occasional guerilla tactic that will inspire you to try something new.

The term "opt-in list" was virtually non-existent a few years ago, and yet you'd be hard-pressed to find a marketer with a good Website who doesn't have one today. Thanks to the Internet, opt-ins are truly a new vehicle for communicating more quickly and effectively to targeted customers.

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ABOUT THE AUTHOR

Teri Dahlbeck is the cofounder of GotMarketing.com

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