Email Marketing: Timing May Not Be Everything, But It Does Matter!
Most Car Dealers send targeted email campaigns in the AM – Yet, the Best Results are seen with Emails sent in the Evening…
For example, looking at time of day, the study finds that a plurality 40% of emails were deployed between 8AM and 11:59AM, with that range accounting for 42% of transactions. But, the 16.1% unique open rate and 2.4% unique click rate of this time period counted as the lowest of the 6 distinct time periods.
To some extent, that could simply be a function of volume, meaning that it could be harder for email marketers to differentiate themselves in the morning, when consumers are receiving the highest volume of inbound emails.
Interestingly, the transaction rate (.13%) in that morning period also was the lowest of any time range, revenue per email ($0.17) was among the lowest, and average order value was middle of the pack, at $174.
When looking at the time of day that got the smallest share of volume and transactions (2% each) – between 8PM and 11:59PM – the picture changes considerably. During this time period, unique open rate (21.7%), unique click rate (4.2%), transaction rate (0.34%), revenue per email ($0.48), and average order value ($246) for eCommerce businesses submitting data were all considerably higher than during any other time of day. Experian doesn’t offer any suggestions as to why this might be the case, but it could be related to consumers simply being more engaged at that time of the day and more apt to submit an inquiry (lead) or spend money.
The Experian report also analyzes performance by day of the week, finding again that the days with the lowest volume of emails (Saturday and Sunday) boasted the best response rates (each with a unique open rate of 17.8% and a unique click rate of 2.9%). Saturday (9% of email volume) also sported the best lead submission (CPA) and transaction rate (0.16%) and revenue per email ($0.20), although average order values lagged for the eCommerce businesses submitting their data.
The Experian CheetahMail 2012 Q4 Benchmark Study also shows the changes in overall email campaign performance across all industries on a year over year basis. It is interesting to note that a significant reduction (28%) in overall email bounce rates using the Experience email services branded “CheetahMail” has occurred and may be something for dealers to use in comparing with their current email marketing service provider. A reduction in bounce rate translates into higher deliverable rates for a variety of reasons, beyond the simple mathematics…
Regardless of the specifics by industry, region or brand, what the Experian study clearly shows is that when it comes to car dealers using email marketing, timing does effect an email campaign’s performance. The actionable item for car dealers reviewing this information is to start comparing results from your email marketing campaigns using the metrics that Experian has identified, such as open rates, click through rates and engagement rates (inquiries/leads submitted). Identify the best time segments and days of the week for your dealership, your brand and your location to get the optimum results…
Just remember what Digital Ralph has said hundreds of times; “Random is the Opposite of Optimized”. Don’t let random selection be the means by which you time the deployment of your email campaigns, know the nest days and times to deploy campaigns by their offer type and targeted audience, then put planning in place to ensure that your dealership’s email campaigns are deployed during those optimal day and time segments.
Data Source 1: MarketingCharts.com/most-emails-deployed-in-morning-best-results-se…
Data Source 2: Experian.com/email-marketing-quarterly-benchmark-study-q4-2012
ADM Professional Community members can download the Experian Research report in PDF document format using the following link:
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