bg-img3.jpg

20 Experts Share Their #1 Email Marketing Tactic To Increase Revenue

Subscribe to Flight Media Blog Notifications

20 Experts Share Their #1 Email Marketing Tactic To Increase Revenue

You're frustrated.

Because there are so many so-called experts that talk about topics they don't know anything about.

And something that's equally tragic is when old marketers talk about tactics that worked two decades ago when THEY started out like it's tomorrow's news.

But guess what?

Things change. And let's face it...

...what worked when marketing dinosaurs roamed the earth doesn't necessarily work now.

Why? Because these fools have been probably been misleading you more than once.

And you're the one paying the price - falling flat on your face in the pavement, over and over again.

Listen, there's no need to continue to hurt yourself and your business by listening to bad advice.

It stops NOW. Relax. I've got your back.

I decided to bring in help from top marketers that use tactics that work TODAY, and I asked them the following questions:

What's your #1 email marketing tactic to increase your bottom line (revenue)? And what results did it yield?

Without further ado, here are the great tips from the experts.

Dennis Wakabayashi

"The #1 email tactic in the restaurant industry is the birthday email. A company can vary the offer to manage the annual results it wants to get; however, it almost always increases frequency the first year and improves guest checks during the extra visit."

Frank Bria

"The #1 email marketing tactic that I think yields the best results is the use of multiple emails and open loops - or 'cliff hangers.'

For example, if I want to drive traffic to a sales page or webinar registration page, I'll send 3 or 4 emails over the course of several days. I tell a story, and break it up over those few days. The story should lead the reader to understand the importance of the outcome I'm offering with the product or teaching opportunity.

For example, in email #1, I'll set the stage. I introduce a character (sometimes me, sometimes a client) and describe their 'breakdown point.' I spend time to explain it in great detail. I want my reader to get to know that person like they were a friend. Even better when that person is very much like the reader themselves. The reader sees their own faults and weaknesses, strengths and potential in the character. I bring the reader to the lowest point of the character's journey... and stop! I end with something like, 'Everything turned out alright for our hero. I'll tell you how tomorrow.'

Then I follow up with email #2. In this email, I complete the journey for the character. In telling the resolution story, the point is to focus on the 3 or 4 big things the reader needs to do themselves to achieve a similar positive outcome. I don't call those out, but I make sure to hit them in the story. I end this email with something like, 'And I've taken this journey and created a system out of it that you can replicate. I'll tell you about that tomorrow.'

Finally, in email #3, I outline the request. I describe the system I want them to execute with the product or learn through a webinar.

They see how the story maps to the system. Then I encourage them to take the step - go to the sales page or register for the webinar. I see two major outcomes from using this technique. First of all, more revenue. That revenue comes through in better registration rates for webinars, better show-up rates for webinars, and better traffic to sales pages. So the numbers bear this out. But also I see my audience respond positively.

Here's an example: Hi, Frank - My friend forwarded me your last two emails (the one below, and part 1 of the Stacy story).

Can you please add me to your list at this point, so I can jump in and keep getting this series from this point on?

These are some of the best marketing emails I've ever read, by the way - I'm hooked! :)

- Beth

Yeah...that's what you want from email marketing."

Navid Moazzez

"The #1 email marketing tactic to increase my bottom line was when I became more comfortable at selling hard when I do promote something that is really good, whether that's my own online courses or a product I'm an affiliate for. If the product is the best in the world on the topic, you're doing your audience a disservice by not promoting it the right way and getting it in front of them.

As an example, on close cart day for my recent Virtual Summit Mastery launch, I sent three emails (I've even seen some big name influencers send four emails on close cart), one in the morning, one in the evening, and one just 1-2 hours before the cart closed. It worked like magic, and I generated multiple 5-figures the last day alone, and in total this launch brought in almost $200k (first 24 hours about $60k) from a relatively small launch list of around 5,000 people.

So if you're thinking about whether you should send this one or two extra emails to promote your course, just do it. It will be well worth it for your bottom line, and the people in your audience who really want to hear from you, and potentially buy your products, will thank you as well for reminding them an extra time."

Alex Pirouz

"Our best email marketing tactic has been changing up the timing on our promotions. We used to give our list 24 hours to get a product of ours, then followed up 2 hours before it ended. However, we found the first email wasn't performing as well as it should. So we changed it up so that the first promotion gave them only 7 hours to buy the product and the second follow up email 3 hours before the sale finishes. This dramatically improved sales due to the increased urgency. Using this strategy over the past three campaigns has increased our sales by 10%."

Adam Monago

"

"Make your marketing emails feel personal. I like to really make sure that we deliberately craft marketing emails to look and feel as though they were written a custom message each time. A couple of ways I like to do this include: Using sentence casing in my subject lines and having a non-traditional salutation, such as, 'It’s great to see you again, Sam.' I will typically keep the marketing emails incredibly brief and only ask the recipient to do one thing. Finally, strike the headers and other graphical furniture; keep the email as close to text as possible (maybe let one inline image slip in).

I have used these tactics in marketing nurture emails to marketing and technology executives and had open rates in excess of 40% and engagement rates 2-3x our normal rates. We also recently saw above average opens and engagements through a series of customer marketing emails we did through our customer success platform."

Heidi Cohen

"Email is the king of social media.

Don’t take my word for it!

Every social media platform uses email to get you to return to their site. Often your email address is your ID. In fact, the average office worker checks email about 30 times an hour!

Top Actionable Marketing Email Tactic:

  • Build your email house file from the moment you open your website or blog by collecting readers’ email addresses.
  • Give them a reason to subscribe. Generally, this means offering them a bribe in terms of content or discount.
  • Follow CAN-SPAM guidelines. Be upfront and transparent about your use of people’s email addresses. Set their expectations and deliver on your promise.
  • Be consistent in your email frequency. You want your content to be expected, not routed to the junk folder.
  • Align part of your email content with your product offering. Otherwise, email recipients have no incentive to purchase.
  • Manage your email-list expectations. Don’t expect your email subscribers to buy from you, especially not immediately. A good portion of your list just wants your content or is on the lookout for sales."

Robert Rose

"The best email marketing tactic is truly understanding what a subscriber is - and modifying your content strategy to fit it. A true subscriber isn’t subscribing when they simply give you data to have access to an asset. Rather, a subscriber is created when you give someone an asset, and then they sign up AFTER they receive it. They are not subscribing to what they GOT. Rather, they are subscribing to what they’re GOING TO GET. Once you start to build an audience like this you’ll see engagement with your content explode past industry standards - and you'll have created much richer data and a more valuable database."

Brandon Schaefer

"The number one way I drive revenue from my emails is by asking people to get engaged. I routinely ask them to share how they feel about a relevant topic or to participate in an online event or conference. People love to share how they feel about the topics they know best, so the more I can get them talking about what they like, the better off I'm going to be in terms of learning how my service can fit them best. By slowing down the sale and taking the time to learn more, the immediate results aren't that great, but when the sale does come, there's more revenue, as well as additional profit. I sell by not selling… if you can wrap your head around that."

"The number one way I drive revenue from my emails is by asking people to get engaged. I routinely ask them to share how they feel about a relevant topic or to participate in an online event or conference. People love to share how they feel about the topics they know best, so the more I can get them talking about what they like, the better off I'm going to be in terms of learning how my service can fit them best. By slowing down the sale and taking the time to learn more, the immediate results aren't that great, but when the sale does come, there's more revenue, as well as additional profit. I sell by not selling… if you can wrap your head around that."

People love to share how they feel about the topics they know best, so the more I can get them talking about what they like, the better off I'm going to be in terms of learning how my service can fit them best. By slowing down the sale and taking the time to learn more, the immediate results aren't that great, but when the sale does come, there's more revenue, as well as additional profit. I sell by not selling… if you can wrap your head around that."

By slowing down the sale and taking the time to learn more, the immediate results aren't that great, but when the sale does come, there's more revenue, as well as additional profit. I sell by not selling… if you can wrap your head around that."

Josh Coffy

"One of the most powerful email marketing techniques we use at Flight Media is utilizing behavioral marketing automation.

'If they do this, then do that.'

We use Hubspot to track everything users do with Flight Media.

If they visit a certain page, like ‘Get Started,’ we automate an email to try and get them to complete the consultation form (in case they went to the page, but didn’t fill out the form).

If they open a product promotional email but don’t buy, we put them into a more aggressive email sales funnel.

If they complete a survey and give us a good rating, we fire off an email asking for a referral introduction.

Because we’ve always used ‘if this, then that’ email automation, we’ve never once had to cold call or cold email. Our company was able to increase revenues over 500% last year and is on track to do similar numbers this year!"

We've even grown our team from 2 to 14 and opened 3 offices. Pretty cool what intentional marketing can do for your business!

Tim Bourquin

"My #1 email marketing tactic that brings in revenue took me awhile to figure out and finally implement - you can take the shortcut by doing it now!

Like most new bloggers and email-list owners, I thought that the more free content I gave away, the more appreciative my subscribers would be. Then, when I finally pitched them to buy my online course, they would be so full of gratitude (because of all the free information, of course), they would all magically open their wallets to be the first in line to buy.

[insert "screeching stop" sound here]

That's not what happened.

Weirdly, many were upset that I didn't just continue to give them free information.

Houston, we have a problem.

I had trained my list to constantly expect free actionable information and that I was in it for "the good of mankind."

Sorry - this is a business just like any other.

Does the donut shop down the street open their doors and give away free donuts for two weeks before they sell them?

When was the last time your accountant said they would do your taxes for free for the first five years so that you would be happy to pay him in the 6th year?

Regular businesses don't operate like that and neither should you.

Instead, you should have something for sale on your site the very first day you get your first subscriber. It can be a $4.99, three-page PDF report. It doesn't have to be comprehensive or expensive. BUT, it immediately sets the tone for your list that your time and information is valuable and worth paying for.

Your funnel should NOT be 8 weeks of free information and a pitch for your product in week 9. EVERY email you send should include a link to your paid product - even if it's below the link to the free video you're giving them as thanks for signing up for your list.

Give your subscribers great freebies - nothing is wrong with that. But they should also understand that your ideas, advice and time are valuable too and worth taking the extra step of paying for.

Bottom line: Don't wait to monetize because you want to build your audience first. It's a newbie mistake and will cost you in the long run."

Sue Dunlevie

"The best thing I've done for my bottom line is to 1) grow my list each month and 2) nurture the new subscribers when they get on my list.

My list-building starts with using a feature opt-in box on every page of my site. When I added the feature opt-in box two years ago, the number of daily signups to my list tripled. I also guest post, comment on other blogs and use roundup posts to build my list.

Once a subscriber signs up for my list, then they get six emails over the next two weeks. These emails welcome them, give them info about me and ask them questions to build interaction Then they start to get my blog updates and sales emails. The nurturing sequence builds rapport and keeps more subscribers active."

Tim Soulo

"There's a combination of two tactics that I think can do wonders to your business.

It's CONTENT UPGRADES + EMAIL COURSE (or "follow-up sequence").

In case you're not familiar with the concept of 'content upgrades,' read my case study of how I increased the email conversion rate on my personal blog by 300% by using this very tactic.

So basically, you pick a bunch of most popular articles on your site and you add some kind of bonus into them that's hidden behind an opt-in form.

This tactic has an absolutely craaaa-a-azy visitor-to-subscriber conversion rate.

I've seen people convert up to 60% of their visitors into email subscribers this way.

But once you get that new subscriber, you need to have a polished email sequence that would nurture and warm him up for whatever you're trying to sell.

Basically, there's the only way to warm up your prospects and get them ready for a sale - GIVE THEM TONS OF VALUE FOR FREE!!

Once a new person opts to receive your emails, you need to overwhelm them with value right from the very first email you send them.

Your email sequence should be so disgustingly awesome and valuable that people should literally email you back and offer to pay you money for what they've just learned for free.

This way, whenever you email them asking to buy your product - they'll buy without thinking. Because they already owe you a ton. And they know that your product will add up to the value that they've already gotten from you.

So yeah content upgrades + email course. Highly recommended!"

Mandi Ellefson

"My biggest tip is to build trust approaching email as an expert platform. My platform called 'Smart Scaling' is engineered to serve my community and attract a tiny portion of those people to take the next step when *they* are ready.

No urgency or hard sell.

My approach is to talk about the transformation– to make their business run profitably without them. And share examples of pitfalls to avoid and shifts needed on the journey. Surprisingly, I have also found that being upfront about the inherent hardships of the process attracts more quality clients who come eager to take the next step."

Adam Franklin

"The best tactic I've used is a simple one-line, text-only email to people who were considering buying one of my programs (as in people who'd clicked through to the buy page but had not bought yet). It read:

'Can I help you with your decision or anything else? Hit reply or text me.'

The first time we tried it, it lead to thousands of dollars in extra sales. Plus it landed us an unexpected few thousand dollars in consulting revenue for a subscriber who simply preferred to engage us for half a day.

The revenues over the lifetime of using this technique are significant. "

Christopher Kai

"After leaving my last corporate job at American Express in New York City 16 years ago, I've primarily made my living as a speaker and consultant. As I'm scaling my online business now, just as I would offer value to my physical audiences, I'm now doing the same via my weekly "Be Inspired" newsletter I send out to my list where my subscribers eventually also buy my digital programs."

"After leaving my last corporate job at American Express in New York City 16 years ago, I've primarily made my living as a speaker and consultant. As I'm scaling my online business now, just as I would offer value to my physical audiences, I'm now doing the same via my weekly "Be Inspired" newsletter I send out to my list where my subscribers eventually also buy my digital programs."

Ann Smarty

"Setting up a free email course has been working very well for me. I send a weekly "traffic-generation hacks" email to my subscribers with very solid and actionable advice on how to build traffic. Each tip can be implemented right away and subscribers have exactly one week to act and see results. Each lesson mentions related tools and my own projects. This funnels subscribers to my sites. I like the tactic because it's on auto-pilot: You set up a solid course once and it will roll on its own, building up your user base. Mailchimp is the easiest way to set things up. You can see what it looks like on my site."

Gael Breton

"Look, when it comes to email marketing, you will get huge hits and huge flops. As you get better, you will get more hits and less flops but nonetheless, you will still have a wide range of variation depending on the message, segment of your list and offer you send to your prospects.

Now here's a tip that will consistently make you around 30% more money from email marketing : Resend the campaigns that were a hit regularly.

First, resend it 48 hours later to those who did not open the first message with a different headline. If you have a list of say 20,000 people and 20% (4000 people) opened the first email generating 1000 clicks at $2 ($2,000 revenue), then resending the email to non-openers usually will get you an extra 500 clicks easily ($1,000 revenue) with basically no extra work. Plus, you won’t annoy those who already opened the email so everyone sees the message for the first time.

Additionally, feel free to repeat those emails monthly, at least to the people who joined your list since last time. If you stack five or six of these messages, you'll be amazed at how much money they will make you"

Dmitry Dragilev

"Definitively the skyscraper technique, love love love this approach. Find a keyword on your topic that Google has really crappy results for and write a piece of content that's 10x better. You'll get the people who are linking to the old, outdated, crappy results on first page of Google for this keyword to link to you because it's awesome.

Here are the best cold email templates I used to get backlinks to rank high on Google."

Kamila Gornia

"My #1 tactic is to have a specific follow-up sequence in place that's proven and tested. Many of my students simply don't ask for the sale (or remind the lead about the sale) and so they see lesser results. By creating an automated sequence of several emails that remind the prospect about the offer, aiming at it from different value points, the revenue increases. I've been able to increase my bottom line on a monthly basis by up to $10,000 each month just by having these systems in place."

Cody Lister

"The #1 email marketing tactic I use to increase my bottom line is using pre-outreach for every post I publish to attract thousands of new email subscribers that are interested in the topics I'm writing about.

The #2 email marketing tactic I use is relationship-building. Engaging with people on your list individually. Asking to talk to them on Skype or via phone and listening to what they're up to has done wonders for increasing my revenue. As a result, certain people on my list really know, like and trust me and take my advice if I recommend a product or service to them."

What to do next…

There's a lot of meaty information in these tips for using email marketing to increase your revenue.

But as Napoleon Hill said: "Knowledge is not power. Application of knowledge is power."

You want to increase the revenue in your business, right?

Duh, of course you do.

Great! Then pick one tip and apply it today!

Which tip did you like the best? What's your experience with using email marketing to increase your revenue? Share your thoughts in the comments below. TrafficTips

Blog Comments

Josh Coffy

Josh is an entrepreneur at heart, dropping out of college to pursue his dream of owning his own business. Fast-forward five years later, and Josh’s unique ability to marry technology with creative marketing strategies has led to Flight Media’s steady and swift growth. Now one of the leading Inbound Marketing companies in Ohio, the U.S. and abroad, clients trust Flight Media’s expertise, agile approach, and transparency. You can find Josh at CrossFit, backpacking the West coast with his wife, Kelsey, or reading a personal development book from his ever-growing library.