A typical mailing list has more than 50% of recipients that are inactive. By inactive, we mean those recipients that have not opened and/or clicked on your emails in the last 3 months or longer.
In MailUp, you can quickly find out what this figure is for each of your lists by looking at the gray area in the Recipients engagement history in your MailUp admin console under Statistics > List overview > Analysis and Benchmarks (e.g. below is a visual example).
Why is this important?
More and more email account service providers (e.g. Google, Yahoo!, AOL, etc.) use "recipient engagement" as a fundamental indicator of whether your messages should be delivered to the inbox or not.
Are recipients opening and/or clicking? How often?
The higher the number of recipients that are inactive, the lower - by definition - will be your engagement level and the higher the chances that - over time - your messages may end up in the junk folder.
Here's a simple example. Let's say that around 15,000 recipients open your emails - on average - and you mail to 100,000 people. So your open rate is around 15%. Now, let's say that 30,000 of them are inactive: they have not opened or clicked on any message in 90 days or more. If you decided not to email them, your open rate would instantly increase to 21.42%. That's a 43% increase in "engagement"!
Clearly, there are two conflicting priorities:
What should you do then? The answer is to try to re-engage as many "inactive" recipients as possible and - for those that you are unable to re-activate - reduce the number of messages sent to them, eventually unsubscribing them.
In this document, we will look at how you can accomplish all of the above in MailUp.
Create an activity filter to locate recipients that did not open or click on a message in the last N days. N can vary depending on how frequently you email to your customers:
|Use the AND boolean operator to connect the two conditions.|
Now create a new filter adding some more time to the number of days that the recipients have been inactive.
You will use this second filter for the second message of your re-engagement campaign.
Once you've created both filters - which you could assign to a "Re-engagement" category - you should see in the list of Activity filters:
You can now use these filters:
Before you actually send the messages, though, let's step back for a second and think about what kind of message you may want to send to try to re-engage inactive recipients.
The goal of the campaign is to win-back and try to engage the inactive recipients. Effective "win-back" emails include:
The objective of your emails should be to provide a compelling reason for your recipients to keep subscribed to your mailing list(s).
The timing and number of emails are up to you to decide. Best practices include:
So, let's look at what kind of content these messages should contain.
The first re-engagement message should be one that re-establishes a relationship with the recipient. It's often referred to as the "win-back" campaign.
The second message should be one in which you once again remind the recipient of all the great content, offers, news, etc. that you provide in your email communication, and then indicate that - unless you hear from them - you will stop emailing them.
The third re-engagement email (i.e. the ultimatum email) is actually a notification of the recipient having been unsubscribed. However, it represents a final opportunity for you to try to convince them to come back by subscribing again!
In MailUp this third message is the Email to inactive recipients that can be found under Settings > List settings > Notifications
MailUp gives you access to flexible tools to execute a re-engagement campaign.
You can send the first two messages of the campaign:
The best way to go is to execute the campaign automatically, using tasks. This means that re-engagement messages will be sent over time, as recipients become inactive.
Let's see how.
The third message is a special one in that it automatically triggers a change of subscription status. For this reason, it is handled separately in MailUp by using the Inactive recipients' management area of the Settings > List settings > Preferences page. See managing inactive recipients for details on the settings found on that page. This is an important feature as it allows you to gradually remove from your list recipients that you have not been able to re-engage.
|Make sure that the settings for the third message have been configured compatibly with the Activity filters created for the first 2 messages of the re-engagement campaign: in other words, make sure that this third message is not sent before the other two|
While you are running your re-engagement campaign, you could consider reducing the mailing frequency of your "regular" campaigns sent to inactive recipients (the same recipients that you are trying to re-activate). This will have a positive impact on your average engagement as inactive recipients will be "skipped" in some of your regular campaigns.
Did it work? Re-engaging inactive recipients is not an easy task. Typically, between 5-15% recipients re-engage and remain in your mailing list.
Re-engagement campaigns are a hot topic and good content is getting written all the time. Do a search for a re-engagement campaign and you will find plenty of updated content.