Email marketing began as a serious marketing discipline in the late 1990s. Since then, there has been a major seismatic shift in the entire email marketing industry. The standard approach to email marketing, batch and blast -- is serious trouble. It simply no longer performs. Subscriber inboxes are overflowing with irrelevant permission-based emails that only annoy. Research shows that 60% of subscribers simply ignore the emails. There are two basic ways to approach email marketing today. First is the traditional way, fishing: massive numbers of identical emails and dozens of campaigns handled the same way--are sent to relatively unknown subscribers...and analyzed by opens, clicks, conversions, and unsubscribes. Second is farming: personalized, relevant email communications to individual subscribers based on a database of demographic and behavioral information. It is possible today to send a different promotional email to every single customer tailored to customer s preferences, behavior and lifestyle. Furthermore, marketing emails can be interactive. This book goes deeply into the entire business of email marketing based on farming of subscribers. It covers triggered messages, interactivity, retention and loyalty building, relevance, lifetime value, segmentation, viral marketing and testing. It shows how you can combine offline and online purchasing history into a single database to create a 360-degree picture of each individual subscriber in order to speak to him or her with personal knowledge. The methods present here are both very old and very new. Email marketing based on farming brings to today s electronic age marketing methods that worked when the world was much smaller, and personal loyalty was important in marketing. Email marketing based on farming makes it possible to build and maintain one-on-one relationships with thousands of customers that create bonds of loyalty that keep customers buying for a lifetime. This book shows how to do it profitably.
I have spent the last 33 years in the direct mail, database and email marketing business working for five companies in this work. I have built marketing databases, determined customer lifetime value, published more than 200 articles (available on my website www.dbmarketing.com), published eleven books, and made more than 300 speeches all over the US, Canada and the world including Japan, Australia, Brazil, Greece. UK, Portugal, Taiwan, Malaysia and Columbia.
My main focus in the past few years has been Email Subscriber Acquisition. I have helped e-DIalog's clients to acquire 78 Million more subscribers in 2010 increasing e-Dialog revenue by more than $8 million.
I read extensively in History, Biography, and Science. I play the piano every night (nothing written after 1950), and play Canasta with my wife Helena every night, where I always lose.
I have four grown children, all married and eight grandchildren.
Poitically, I am a conservative. I think that our government is spending too much, getting us deeply into debt, and fear for the future of the dollar and the US economy. I love America and am so happy to be living in Fort Lauderdale with Helenita.
