Author Archive

Ask MarketingSherpa: Should I use geo-targeting for event emails?

December 19th, 2017

We frequently receive questions about marketing advice from our email subscribers. Instead of hiding those answers in a one-to-one email communication, we publish some of them here on the MarketingSherpa blog since they may be able to help many other readers. And if you have any questions, let us know.

This question was submitted by Email Marketing Manager Korbin in reference to emails about his organization’s events.

Korbin: I’m trying to find the average decrease in conversion when we send an event email to a 30-mile radius around the event, versus something larger like 70 miles. It’s caused some heated disagreements between field and HQ staff.

Do you have any research on something like this? For example, if an event is in Denver, and we send an email invitation to 30 miles around Denver (~1 hr drive radius), how does that conversion/unsubscribe rate compare to an invitation sent to something like a 50 or 70-mile radius (~2-3 hrs.)? Is it worth expanding the send?

Dear Korbin: I asked around the lab and while we don’t have the precise data to support the decision you are looking to make, my colleagues were happy to review and provide their perspectives on your challenge.

Here are the insights I was able to gather:

Insights based on experience

From running our own events, our hypothesis is that the specific time or mileage would most likely vary by location. For example, here in Jacksonville, we’re pretty spread out, and people are used to going a long way to get places. The same is true in Los Angeles.

The Boston market seems way different. Someone isn’t going to come in from Cambridge to get into the city or go from the city out to the suburbs. New York is the same.

But that’s just a hypothesis. Would love to see your test. In the meantime, here’s some content you might find helpful:

In addition to the distance to the event, the messaging and title of the event are important, of course. Here’s an experiment we ran for one of our own events:

Email Testing: More Specific Subject Line Improves Open Rate By More Than 35%

Insights based on testing

Leads from our data sciences and research teams shared the results of a campaign they worked on for a large event with satellite host locations.

They ran a geo-targeted email test based on the registration addresses of previous attendees/alumni:

  Message CTA Clickthrough Registrations
Control General event messaging Register Now for a Location Near You 2.0% 34
Treatment This year, the closest host site to you appears to be: Host site name, City, State Reserve Your Seat Here Now 3.7% 162

Based on the success of the geo-targeting, this organization then sent the same treatment email to their entire list of subscribers based on IP address, securing an additional 87 registrations.

Read more…

3 Quick Tips to Help You Get the Most Out of the Remainder of your Holiday Marketing Efforts

November 30th, 2017

For B2C marketers, the holiday gift-giving season is the time of year when we drive the most revenue. So, to get the most out of the last 24 shopping days of the season, we thought a bit of insight and inspiration from your fellow marketers could be helpful. Here are a few of our favorite tips from ecommerce marketers interviewed at the MarketingSherpa Media Center at IRCE that you can apply immediately to your marketing efforts.

Whether you’re working at a startup like Mitch Goldstone,, and Gaston Frydlewski, Hickies, Inc., or are part of a larger organization like Mark Friedman, Steve Madden, these tips can be applied to your customer-first marketing efforts this holiday season and throughout the upcoming year.

Tip #1: Turn those holiday shoppers into brand advocates by going above and beyond in your customer service

“When someone receives their order, their digitized photos, they [become] my marketing team,” said Mitch Goldstone, CEO,

Since digitizes physical photographs, Goldstone and his team are often privy to a very personal aspect of their customer’s lives, their old family photos. Because of this, it is important to the team that they humanize the customer experience as much as possible.

Watch the full interview below to learn how thinking outside the box when it comes to customer service (sending flowers along with completed orders), has resulted in customers becoming brand advocates and content contributors.

Tip #2: Utilize user-generated content to drive more traffic to your ecommerce site this season

Are you getting the most out of those blog and social media posts that your brand is tagged in? Is there really a better way to advertise your product than letting your customers do your bragging? Take a note from the playbook of Mark Friedman, President of Ecommerce, Steve Madden, and make sure you’re using this user-generated content to its fullest extent.

Read more…

Marketing 101: What is the rule of thirds?

September 22nd, 2017

Marketing has a language all its own. This is our latest in a series of posts aimed at helping new marketers learn that language. What term do you find yourself explaining most often to new hires during onboarding? Let us know.

The rule of thirds is one of the first principles that all graphic designers, videographers, photographers and other creative roles learn. It’s a basic guideline for framing and image composition that results in the viewer seeing a balanced, more naturally flattering image.

To apply the rule, take your image and divide it into three parts vertically and again horizontally (it should look similar to a tic-tac-toe board.)

The rule states that the audience’s eye is naturally more drawn to the areas of the image nearest the intersection points. So, when you’re designing an image for a landing page, a social post, a PowerPoint slide, or even if you’re shooting a video, be sure to put the most important pieces of your image near these intersection points.

Applying the rule to video

Here is an example of a video frame from one of the most recent recent Quick Win Clinics published by our sister company, MarketingExperiments. The Quick Win Clinic series helps marketers with problems that are easy to solve but difficult to detect. Every week, Flint McGlaughlin, Managing Director, MECLABS Institute, takes a page submitted by the audience and optimizes it on the fly.

The primary piece of information we’d like the audience to see in this image is the person speaking, in this case, Flint McGlaughlin. You can see that Flint’s eyes are framed near the top left intersection point. As people, we are taught to look into the eyes of another person when talking to them. So framing an image so that a person’s eyes are near one of the points where the audience’s eye is naturally drawn makes a lot of sense.

Read more…