Kiến thức Internet Marketing: Email Marketing và những mong đợi sai lầm

12/03/2012  Marketing Online Master  421 comments

Email marketing (viết tắt là EM) là hình thức gửi email thông tin/quảng cáo có nội dung thông tin liên quan tới người nhận đã đồng ý đăng kí nhận email (opt-in) trực tiếp hay gián tiếp và cho phép họ có quyền không tiếp tục nhận email quảng cáo nữa. Nhưng để “nhập môn” bạn cần vượt qua 5 điều thường bị hiểu sai về EM.
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I. EM RẤT RẺ LẠI RẤT DỄ LÀM

Đó là điều đa phần các Marketies thường nghĩ về EM và sau đây là 4 lý do bạn không nên khinh thường EM:

1) EM hay bất kỳ hình thức marketing nào khác – sẽ gắn liền với thương hiệu của bạn.

Việc xuất hiện trước khách hàng một cách sơ sài, không chuyên nghiệp cũng giống như…"mặc đồ rách đi chơi với người yêu". Spam là nỗi ám ảnh của những người dùng EM, không chỉ nằm ở những thống kê khô khan, mà còn nằm trong tâm lý khách hàng. Không có gì xóa đi ấn tượng xấu với thương hiệu/tên công ty bạn trong tâm trí của khách hàng đâu. Bạn nghĩ sao nếu nghe một khách hàng tiềm năng nói rằng: “Công ty A đó hả? Nó toàn spam mail không à – gửi thông tin khuyến mãi vớ vẩn”.

2) Khách hàng đôi khi rất…tàn nhẫn

Ngoài việc cá nhân người đó có ấn tượng xấu, họ sẽ còn trao đổi và “cảnh báo” về bạn với những người quen. Trung bình nếu một khách hàng có có ấn tượng không tốt về một thương hiệu thì họ sẽ “cảnh báo” đến khoảng 13 người quen. Ngoài ra, họ còn có một giải pháp “tàn nhẫn” hơn là click vào nút “Report as spam” của các nhà cung cấp mail (Yahoo mail, Gmail…). Nếu email của bạn bị thông báo (report) quá nhiều thì đuôi mail của bạn sẽ vĩnh viễn bị cấm (Ví dụ @thieukiennhan.com bị cấm thì tất cả những email như dung@thieukiennhan.com , son@thieukiennhan.com đều bị liệt vào spam). Nói nôm na là “thân bại danh liệt”.

3) Trên đời không bao giờ có cái gì ngon bổ rẻ

Đúng vậy, trên đời này không có cái gì mà ngon mà lại bổ mà lại rẻ được. Mà nó chỉ có thể có 2 trong 3 yếu tố trên mà thôi. Còn nếu muốn có một chiến dịch EM thật sự tốt bạn cần phải có những cộng sự giỏi như copywriter, coder, designer… và những người cứng nghề thì luôn có cái giá của họ.

II. TỶ LỆ MỞ "KHỦNG"

Theo khảo sát thông thường từ những người …chưa dùng EM thì mọi người thường mong đợi tỷ lệ mở khoảng từ …50-80% email gửi thành công. Tỷ lệ này cũng giống như mong muốn có 80/100 người xem TV xem quảng cáo của mình vậy.

Khi gửi email cho khách hàng, các Marketies thường hình dung một tương lai màu hồng rằng khách hàng sẽ click vào email của bạn, họ cảm thấy sung sướng vì nội dung và thiết kế quá tuyệt – rồi vồ lấy điện thoại gọi ngay cho bạn để đặt hàng/mua sản phẩm. Đó thường là những “ước ao và khát khao” sau khi click nút “send”. Buồn thay, hầu hết những khách hàng tiềm năng của bạn không mở email – vì nhiều lý do: quá bận, không nhận được email (vào spam hay lý do khác), tiêu đề email của bạn chưa đủ sức thuyết phục họ phải click vào hoặc phũ phàng hơn là họ không có nhu cầu.

Thống kê cho thấy, trung bình một tiêu đề email nhận được khoảng 2-5s liếc qua, và người đọc sẽ quyết định mở email hay để email đó vĩnh viễn không được mở. Tỷ lệ trung bình về mở email tại thị trường Việt Nam là 10 – 15% trên danh sách khách hàng mới (chưa từng nhận email của công ty), và 20 – 35% trên danh sách khách hàng cũ (được chăm sóc thường xuyên). Tỷ lệ mở email cao nhất là đối với ngành giáo dục – hay các email có liên quan đến khuyến mãi.

Hãy tự nhủ: “Bạn đang gửi một email KHÔNG được yêu cầu đến một người KHÔNG biết tôi, KHÔNG có thời gian và KHÔNG có nhu cầu – vào thời gian KHÔNG thích hợp”. Liệu email của bạn có thể “sống sót” qua 5 chữ “KHÔNG” này?

III. HIỂN THỊ ĐẸP "LUNG LINH"

Có một phần các Marketies hình dung EM như một hình thức e-Print-ads – nên họ sẽ cố gắng thiết kế sao cho thật sặc sỡ và ấn tượng. Tốt thôi – nhưng đó là chỉ khi email của bạn được hiển thị đúng y với những gì nó được thiết kế bạn đầu, điều thường KHÔNG xảy ra (vâng, lại một chữ KHÔNG nữa).

Đối với các ESP (Nhà cung cấp email – như Yahoo, Google) và các email client (chương trình nhận và gửi email – như Outlook, Thunderbird …) thì hình ảnh sẽ bị mặc định chặn. Đó là lý do thường một email bạn mở trong Gmail sẽ không có hình – cho đến khi bạn click vào nút “show images”. Ngoài ra email của bạn có thể hiển thị rất “trời ơi” trên mỗi trình duyệt web khác nhau (Firefox, Internet Explorer, Chrome…) làm người đọc thấy khó chịu và đóng lại ngay. Vì vậy, đừng cố gắng thiết kế những hình ảnh thật đẹp. thật "lung linh" bỏ và email nhé! Vì như vậy sẽ làm bạn tốn rất nhiều thời gian mà thôi.

IV. TRUYỀN TẢI ĐƯỢC RẤT NHIỀU THÔNG TIN

Nếu tỷ lệ mở là khá thấp – vậy tại sao không cho những người mở “càng nhiều càng tốt” thông tin khi có thể. Vâng, về suy nghĩ này thì có 1 câu dành cho bạn: “Informations kill information” – “Quá nhiều thông tin sẽ giết chết thông tin”. Có bao nhiêu người sẽ bỏ thời gian đọc hết 1 email dài dàng dặc? Chắc chắn là không nhiều, và tỷ lệ trung bình là 80% những người mở email chỉ đọc 3 dòng đầu và sẽ quyết định có tiếp tục đọc email hay tắt đi. Bạn có 3 dòng để gây ấn tượng với một người đấy – không hơn, không kém.

Một thuật ngữ khác gọi là ATS – Above The Scroll (cũng được áp dụng trong website). Ý nghĩa là 75% người đọc sẽ KHÔNG BAO GIỜ kéo con trỏ chuột xuống màn hình thứ 2. Vì vậy, thường bạn chỉ có 3 dòng và 1 màn hình để gây ấn tượng tốt với khách hàng – trước khi muốn họ tiếp tục đọc email của mình.

V. CHỈ CẦN CHẠY EM THÌ DOANH SỐ (SALE) SẼ TĂNG LÊN

Cứ xem như email của bạn đã hoàn toàn thuyết phục được người đọc về sản phẩm/ dịch vụ thế nhưng con đường đến việc mua hàng còn rất nhiều điểm chặn: nhân viên trực điện thoại, nhân viên tư vấn tại văn phòng, thời tiết, thông tin chính xác địa điểm và số điện thoại liên hệ, đối thủ cạnh tranh…

Nhưng nếu những người mang trọng trách "nặng nề" mang lại doanh thu cho công ty -  "SALERS", lại không biết cách tư vấn khi khách hàng gọi điện hỏi về sản phẩm/dịch vụ thì đồng nghĩa với việc bạn đã làm đánh mất vị khách hàng tiềm năng từ EM đó rồi. Và Marketies sẽ chăm đầu vào Sales mà đánh giá kết quả cũng như đặt mục tiêu cho chiến dịch EM tiếp theo của mình. Vấn đề không được giải quyết và cứ thế đâm ra ghét EM, cho rằng EM là một kênh không hiệu quả.

Đi qua 5 điều trên, chắc hẳn bạn đọc đang rất thắc mắc vậy hiểu sao mới đúng và làm thế nào cho không trật? Rõ ràng, cái gì liên quan đến EM đều rất phức tạp và khó điều khiển.

Như vậy, để "chinh phục" được EM, bản thân người gửi phải hiểu rõ những khái niệm cơ bản về EM, về thói quen, sở thích của người đọc mail nói chung và những khách hàng của mình nói riêng để có thể có những chiến dịch EM đạt được tỷ lệ đọc cao hơn. Bên cạnh đó phải luôn có sự phối hợp với những nhân viên tư vấn, nhân viên trực văn phòng để có được nhiều khách hàng hơn nữa và quan trọng nhất là đạt được doanh thu cho công ty mình.

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