Yesterday, I received a reactivation email from Yoast – a SaaS helping you to rank your website higher through SEO.
I paid for the PRO version a while back and can’t remember why I didn’t renew. The email didn’t make me want to use it again. So I improved it to convert (me) better!
DISCLAIMER! I believe Yoast is a great company, with awesome products and killer content! They are by no means bad at marketing – quite the opposite. The only reason I picked them to pick on, is because the email fell into my lap.
What’s wrong with this email?
The only reason for anyone to STOP paying for your SaaS is that the perceived value to them is lower than what they have to pay.
In short: they don’t think it is worth the cost.
This is not a question about price.
I.e, you don’t solve this by lowering the cost of your product.
You solve it by raising and concretizing the value it will provide.
A time-limited discount can be an additional incentive – but only if you help them visualize their goals and give them a map to get there.
How I would create the perfect reactivation email
The main rule is to make it less about you and more about your customers’ needs, pain points, and goals.
No one gives a sh*t about you. They only care about how it will add value to them.
Understand and define your audience’s problems and needs.
Then talk about it!
There are several copywriting frameworks when you want to persuade someone. Most of them contain these three parts in some way:
The problem or pain they are having.
What life would look like if solved.
How to solve it.
Do this right, and it will increase the perceived value of your product, for your audience.
How to give more value for longer
Timing is a big factor when it comes to sales.
If someone is not ready to buy at the exact moment you present the offer – they won’t “come back to it later”.
By creating drip content (content that’ll be delivered bit-by-bit, during a longer time frame) – you can engage a lost customer for a longer period of time and deliver more value.
When you know what they want (their goal) you can help them get there faster.
In this example with Yoast, I suggest a week-long email course that’ll walk them through and give them a clear win at the end.
A drip course like this has several benefits.
People very seldom have the time or ability to focus to go through a 5000 word e-book.
It’ll remind them of you and your company’s name during several days – bigger chance of them remembering you.
You’ll deliver value more than once. This will build trust and teach people that an email from you means “great stuff inside!”
Make sure to give your absolute best content during the first 3 to 4 days. Don’t even talk about your offer in the first emails.
In the end, you present your product as an easier/faster/cheaper way to get there.
In 2018, Facebook made a huge change in its algorithm (that decides what you see in your feed and who will see what you post).
From one day to another, most companies saw their traffic from Facebook to their website cut in half. It dropped by more than 50%.
These kinds of changes are made all the time, on all social platforms.
You can never know when – or how – it will change again.
This means you have basically no control over your followers.
You don’t even know if the social platforms you are using today, will be around in 5, or even 2 years.
Social platforms (Twitter, Facebook, Instagram, TikTok, Pinterest and so on) are great for reaching a lot of people.
The problem is to make sure you are keeping in touch with them long enough to make them a customer.
Few people will go from hearing about you for the first time to signing up for an account (or even free trial). You need to build trust and you need to show them how they will gain from using your service or product.
But how are you supposed to do this, if you don’t even know if they are going to see your next Tweet or status update?
Get them from your social platforms onto a platform you can control – as soon as possible.
You control your email list. No one (except a few persistent spam filters) can decide who will receive the emails you send out.
If someone signs up for your emails, they will most certainly receive them (whether or not they open it is completely up to your copywriting skills though.)
”If you have a Facebook page that has 50,000 likes, your latest post is likely to be placed in the newsfeed of approximately 1,000 to 3,000 of your own Facebook fans.
If you sent an email to a list that same size, it’s likely to be placed in 42,500 inboxes.”
In May 2019, Harry Dry posted his first marketing blog post on his website, Marketing Examples. At that moment, he did not have an existing audience and any subscribers on his mailing list. One year later, his list exceeded 19 000 subscribers.
During that first year, he developed a system that made it possible to use the same piece of content on multiple platforms and made sure that as many people as possible would sign up for his newsletter.
He posts the same content in a blog post and as an email to his mailing list. He then creates and posts a Twitter thread. He shares it on Reddit, Hacker News, and Indiehackers. He then goes on to share parts and visuals from the full article on Facebook and Slack groups. Among other platforms.
That one piece of content is spread across multiple platforms online. And they almost all end in the same way: by asking them to sign up for his newsletter if they enjoyed what they just read.
“My strategy is simple. I share my whole article. Then, I politely ask if the reader would like to join my email list.”
– Harry Dry, Marketing Examples
Your mailing list is the backbone of your entire marketing system. It is what makes sure that every lead captured is taken care of and nurtured. It is the communication channel that’s being opened up when someone signs up and the only channel that you fully control (in contrast to social media, your website, your Youtube channel, and so on).
But without content, your mailing list is nothing. There’s no way to Google the content of emails or newsletters. To get people on your mailing list, you need content that people can find. This is consistent, and continuous content creation is so important. Each time you post a tweet, write a blog post or record a Youtube video, you add another way for people to find you and get on your mailing list.
Similarly, creating content without having a way to get as many people as possible on your mailing list is like threading water without a plan for how to get to shore.
The Internet is so fast-paced and constantly changing that you need to grab every person showing the slightest interest in what you have to say by the collar and duct-tape them to their seats as soon as they just happen to open the door an inch to peek into the classroom.
Email marketing is content marketing. Content marketing is email marketing.
One can’t work properly without the other. And you need to plan and build them simultaneously – knowing exactly who you are building it for (your target audience) and why they should be interested (the pain points you help them solve).
Where does your mailing list fit into your marketing?
If put to good use, mailing list is like a huge bucket.
It is a way to capture leads and make sure you are able to keep talking to them.
To build trust, learn more about them and show them how your product can make their lives better.
Whatever kind of content you create – updates on social media, podcasts, videos or blog posts -your mailing list will do 2 things for you:
🧲️ Capture and nurture as many leads as possible.
🎯 Help you qualify the ones you have: to sort out the ones that would really benefit from your product.
Instead of using it as a way to “poke” people every time you post a new blog post or have a new offer – which will make people walk away from their inbox and into the very distractive internet – your mailing list should be a content platform of its own.
Having your newsletter following a defined and clear format not only makes it easier for you to write it. It also makes the value in it much more apparent for people on the verge of signing up for your newsletter.
By showing how you deliver the value makes it easier to see what’s in it for them. Promising “industry news,” “curated links,” or “business tips” is very vague and doesn’t give them a clear image of how they will gain from signing up to your newsletter.
? News from the climate movement
✅ 5 thought-provoking environmental articles each week
By using a specific format – how you structure the content in the emails – you show them the exact value they’ll get.
Before you start
Each newsletter needs a clear niche. A defined audience it targets. Writing for “everyone” won’t work because you don’t have the time or money to reach everyone.
Newsletters are having a renaissance, and to stand out you need to narrow down. The more defined your target subscriber is, the more value you’ll deliver to them. If you know them well, you can help them solve their problems better.
? Define the topic
The topic – what you are writing about – is most certainly already there. It is probably the reason for starting a newsletter in the first place.
Make this as narrow as possible (you can always expand on it later). When you think you have your topics set, ask yourself if you can narrow it down even more.
“Marketing for startups.”
“Marketing for no-code startups.”
The fewer people you write for, the more value each of them will get.
??? Define your target audience
Know who you are writing for. The easiest way is to give them a title or position. It could be CEO, environmentalist, stay-at-home mom, product person, or no-coder.
Again, when you have your audience persona, try narrowing it down even more.
“Environment advocates in the USA.”
8 ways to structure your newsletter
The amount of work you’ll have to put in will differ significantly depending on the format you choose. Make sure you aren’t taking on too much in the beginning.
A good idea is to create the first newsletter before you have any subscribers. This will give you an understanding of the maximum time it takes to put it together (the first one will always take much longer than the next ones) – and also gives you something to show potential subscribers.
The Digest contains a lot of content in a very condensed way. A short description and a link to the full content make it easy to skim and find what you want to read.
Great for curate and share lots of different kinds of content – blog posts, news, videos, podcasts, etc.
When to use this:
Suitable format if you run a community of some sort (Slack, forum, Telegram) and want to keep people updated on what is happening.
? Divide into sub-sections (e.g., topic or type)
? Use lots of white space
? Write short, explanatory texts
Example: No-Code Founders
(Click image to see the full e-mail)
Slightly different from The Digest is The News. Here, you share fewer links, but with each piece of content, you add your take.
The idea is to give the “full” story in a few paragraphs, and then allow the reader to read more by clicking the link.
It is crucial when using this format to make it easily readable. Use pattern breaks such as bullet points, titles, images, and colored links to make it easy to skim the content.
When to use this:
If you write about an industry where a lot is happening, giving your subscribers a way to keep themselves updated will provide them with a lot of value?
5️⃣ Limit the number of articles
??? Write with your personal touch
? Use titles, spacing, and bullet-points
? Add images and gifs
Example: The Hustle
Even though email is seen as a text-based medium, using visuals works excellent in a newsletter. We are very visual creatures, and images that aren’t just there for eye candy – but add to the story – will increase the value to the reader.
When to use this?
Some audiences are more interested in visuals than others. If your audience is in any kind of digital industry, visuals will most certainly add to the narrative and be appreciated.
?♀️ Use a common design style
? Keep the image size to a minimum
➕ Each image should add, not repeat.
Example: Product Person
We also seem to love everything that comes in 3’s. Finding three sub-topics within your topic and sharing one thing from each will make it easier to deliver emails for a long time.
In No-code Coffee, you get a person, tool, and a project from the No-Code world. It becomes much more concrete to the potential subscriber than just promising “3 things about No-code”.
It is also very easy to expand your content later on, to more than 3. For my side-project, Vanlife Buzz, I share four things from the van-living universe.
When to use this:
Thanks to having clear limitations, it’ll be easy for you to find the content. It’s also simpler for your subscribers to share their tips on what you should feature – because they know exactly what it is about.
? Choose three unique sub-topics
? Have a system to save ideas
Example: No-Code Coffee
The Trend Report
Email is an excellent format for diving deep into one specific field. One of the most valuable things to know as an entrepreneur is what will be the next big thing in the industry.
Choose one specific part of the industry, and go all-in. Share problems and solutions, innovations and releases, thought and predictions from experts, etc.
When to use this:
This format is one of the most time-consuming because it needs to be entirely factual. Dru Riley spends 10-15 hours for each report on Trends.vc.
The upside is that the content is often evergreen – valid for much longer than what you send in The News email.
This means you can re-purpose it for other platforms, such as blogs or social media – to get more ROI on the hours you put in.
? Keep a list of sources to trawl
? Send short, templated emails to experts
? Cross-post on other platforms
What could be better than getting the idea together with the entire action plan? The Idea format gives the reader a complete (if yet compressed) blueprint.
Share the concept, why it is a good idea, how to set it up, how to monetize it, and how to grow it. Add and subtract as fit.
When to use this:
If you have more ideas than time to execute it, this is the perfect format. If your audience are freelancers, entrepreneurs, business owners, or anything similar – you’re spot on.
? Keep an idea log
⚒ Be extremely concrete
? Include the ‘Why,’ not only How
Example: Startups from the Bottom
Learning from others is what most people get the most value from. In The Lesson, you share what others have done to succeed (or fail) in steps that are easy to follow.
This is an excellent way for you to get to know thought leaders in the industry because it will need you actually to interview the people you write about.
When to use this:
Also, quite a time-consuming format but much appreciated if you are in an industry where a lot of inspiration is taken from those that have done it before.
? Interview though-leaders
⌨️ Write the interviews out
? Find the most relevant parts
Example: Growth Lessons
Just as listening to what others have done to succeed, seeing what they have done is a learning experience. With The Break-Down format, you pick apart a particular piece of content, product, or process and emphasize the parts that made it successful.
When to use this:
If your industry focuses a lot on what is produced and how. Works best for digital industries, but would probably work equally fine for physical products.
Sometimes tweets just take off, and it is hard to really know why. But there are a few tricks for maximizing the chance of your tweets – or in this case, Twitter threads – going viral.
How does the Twitter algorithm work?
Just like all social platforms, the Twitter algorithm change constantly. What it does, is trying to show you what you like the most – depending on what you’ve liked and consumed before. If you are following thousands of accounts, it would be impossible to scroll through everything, so the algorithm tries to show you what it thinks you would enjoy.
This won’t work all the time. As always, it all starts with great content. The story resonates with people which made it share-worthy – and actually asking them to retweet it made them do it.
Harry has been asking the same in most of his emails, sometimes it took of and sometimes not. Doing it consistently is key.
1. Write great content
Yeah, it probably sounds obvious. But there’s just no short-cut here. Nothing will go viral, unless it gives real value.
2. Format it for email and Twitter
You need to be able to publish almost exactly the same piece on Twitter as you do in your email. This might be a bit of a hassle, because of the 280 character limit on Twitter. This can also be an advantage – it forces you to write shorter sentences and more to the point.
I use Hypefury to build and schedule my Tweets beforehand, you can as well create a draft in your Twitter account.
Use images, gifs, and other visual elements in the tweets of your thread.
Save or schedule your email.
3. Post on Twitter
The thread needs to be public first, for the simple reason that you need a link for that thread.
Publish your thread, and copy the direct URL to the first tweet of the thread.
4. Add the link to your email
Paste that link to your email. After the entire content is the best.
The ones reading the entire thing are the ones most likely to spend the few valuable seconds it takes, to retweet your thread.
When you put time into researching and writing great content for others, people want to give back. Keep that in mind when writing your inquiry.
Describe why it will help you (to grow your audience) and exactly what they should do (retweet the thread).
This is not a magic pill. This technique is a way to improve the chances of a tweet going viral, thus growing your reach.
It all boils down to two things:
Creating content that adds value to your audience
Asking them to help you spread it
Create a process for trying it out, and be consistent.
With millions of social platforms and information outlets in existence – and more popping up every day – it is getting increasingly tough to choose where to get your quality content fix!
Because of this, people are getting more inclined to pay for quality content – and to have it delivered to them.
Email is as old as the Internet itself.
The mailing list has always been looked at like that super-nerdy friend working with something completely un-cool.
But pulling in major bucks.
Email is not sexy.
But it works big-time when it comes to converting people into paying customers.
Up until a few years ago, having a mailing list was a necessary evil to push your new blog posts – or discounts – to your subscribers. A way to get people to remember that you exist and that you are creating content.
But in recent times, mailing lists are starting to rebel – to become their own content platform.
Newsletters are changing from promoting content to be a platform that houses content.
What’s old is new again.
Substack – a platform helping writers to host and monetize their mailing lists by charging a monthly fee – grew 40% month by month in 2019.
On Substack, the creators can launch and run their own publications and send regular emails to their subscribers.
The newsletter-first business publication Morning Brew is sending a daily email to their almost 2 million subscribers – with no read-more-links to a blog, and no offers to buy stuff. The newsletter is the product (and they monetize it with sponsored content)
The interest for mailing lists with unique, long-form content crafted only for the subscribers is growing – and the companies behind those newsletters are doing things right.
Why a content-first mailing list?
People will forget about you and your startup unless you do something to prevent it.
As quick as you appear in someone’s social media feed, as quick you might disappear.
You don’t own your social media accounts. You are just renting a place there, and your landlord can choose to remodel (or remove a few doors) whenever it suits them.
What works on Twitter or Instagram today might not work tomorrow. You can’t depend on social media traffic – the algorithms can change at any time.
A mailing list, on the other hand, is yours.
No one – except your subscribers and a few tenacious spam filters – can choose whether or not the emails you send should arrive in the inboxes.
If you get permission to keep in touch via email – you will have a golden opportunity to stay in touch – provided you deliver top-quality content.
A newsletter is usually seen as a way to market other things; new blog posts, updates, and offers or discounts.
Their goal is not to get people to read them – they are written to get people to go somewhere else or do something else!
While any mailing list will give some results, having a list with unique content will keep people in the relatively distraction-free environment that the inbox is (at least while you are reading a specific email).
It won’t force them to click to a blog post or link, risking losing their attention to something shinier.
In the world we are living in, filled with distractions, this adds value to both startups and customers.
How to create a successful long-content mailing list
When I started my mailing list back in the mid-2000s, the advice from the email gurus was the same: write as few words as possible, add at least 5 outbound links, get people to click-through to your blog.
What happened since?
The amount of content created every day exploded.
Every time you make someone click away from the tranquil bay of their inbox, you risk losing their focus.
With so much information freely available, we don’t attach to much value to it. A newsletter on the other hand, where you have to be subscribed through a sign-up page to receive the content, can give a much-needed sense of exclusivity.
Here’s how to create a long-form, no-click newsletter that will get you more leads and boost your conversion rates.
Create great content
There’s one rule that can’t be broken when creating an original-content newsletter; the content needs to be top-notch.
Every email needs to deliver massive value to the recipients.
But what someone sees as completely outstanding content, might be the most boring thing to someone else.
This is why you need to be very specific on who you are writing for.
The more niched your audience is, the easier it is to make each email provide value.
There’re two extremes on the content scale: curated content and created content.
“Each week, I use an idea from philosophy to explore what it means for strategy, creativity, and ourselves. I also interview clever folks about once a month about the philosophy behind their work.”
It’s a well-written, thoughtful mail that sparks ideas and action!
These are the two extremes – curated and created. You can mix these in any way you want.
The most ambitious newsletter taking this path is without a doubt Morning Brew. Each day, they send a jam-packed, witty email with the latest business news.
It’s always based on news from the last 24 hours, but with their own personal take on it.
In For The Interested, Josh Spector shares 5 ideas on self-improvement and career growth. Based on existing content, but with his added value.
Which format works best depends on the way your audience likes to indulge content (remember? Know who you are writing for.).
Whatever format you choose, remember one thing; write about what interests your audience – not about you or your startup.
Make it readable
When you are writing an email to get people to click a link (i.e., to get them to stop reading your email and do something else), you don’t have to think about keeping them interested for too long.
But when writing long-form content in an email, you need to craft it for the modern internet person.
With the attention span of a drunk goldfish on cocaine.
Most people are not primed to read long-form content in email format, as they are in, let’s say, a printed book. (This doesn’t go for all audiences. Some will read long-form, simple text without problems – more on that in a second)
One way to keep the interest of your readers longer is to use pattern breaks. What this basically means, is to deliver the content in easily digestible chunks and make it easy to skim.
Morning Brew is doing a great job with this by using:
? Clear headlines
? Eye-catching images and GIF’s
? Bullet points
? Single and short paragraphs
? Statistics and graphs
The same technique is also used in NoCode Coffee. Michael Gill delivers a short introduction that might or might not have anything to do with the rest of the email.
He then continues to share three things from the No Code world; one company, one person, and a project.
The newsletter continues in the same way, with small chunks of information.
If you choose to work with long-format text (think novel-style), use a similar way. Make sure to break the text into paragraphs, use sub-titles, and make use of bold and italic to show the readers where to find the essential parts.
Some people will read each email, top to bottom. Some people will scan and skim, to pick out the parts that seem most interesting to them.
Both ways will give value to the reader, both approaches are just as good.
Getting people to sign-up
One downside of hosting content solely on your newsletter is that Google won’t find it. That means, your content won’t show up in people’s search feeds, like the posts in a blog would. Because of that, people won’t just stumble upon your mailing list.
As always, your newsletter should be a funnel, where you feed people from all your other platforms. Your website, social media platforms, blog, and podcast should all have call-to-actions to subscribe to the newsletter.
Position your newsletter and its content as a next step. If they like what they see on your other platforms, the newsletter becomes an upgrade – a secret (kinda) club. And we love getting access to things not accessible to others.
The Landing Page
Your opt-in page is the entrance to your newsletter. This is where most people will sign up.
Make sure people understand within seconds if it is something for them or not. Yes, your goal is not to get as many people as possible to subscribe, but the right people (I’ll explain why in a second).
Around 50% of every person who downloads it shares it to their followers on Twitter, which will bring more people to download it!
Always add a prewritten text if possible – then people don’t have to think about what to write, they can just click the button. It is, of course, essential that the text you put as default, is something people are willing to share – is it something you can stand behind?
Tyler Denk at Morning Brew saw the largest conversion rates (people who actually signed up after being referred) when sharing through email.
Fighting Banner Blindness
We tend to ignore anything that looks like an ad and is in a place where ads are.
This means that people might read your Please-share text the first few times, but then stop even noticing it.
Make sure you stir the pot regularly. Change the text, move it around in your emails (top, bottom, mid-text) and consider adding (and changing) an image with it.
We are very aware of new things!
Another way is to do referral bursts – short but high-intensity referral sprints where you ask people to share like crazy.
This poses a problem, though. For people to share, they need an incentive. “Helping you” is not enough, unless the main part of your audience consists of your mom and granny.
If you don’t have a system like Morning Brew, where you can keep track of the number of referrals each subscriber brings in, you could do something like this:
Help us get to 2000 subscribers by Friday! Share this link [landing page] with your friends. If we reach 2k before the weekend, I’ll send a free ebook on [something your audience really wants] to everyone on the list.
Make sure to keep people updated on the process by sharing how far you’ve come.
When your mailing list is not promoting your content, but are the content, having a way to monetize it is necessary.
Earning money on your newsletter is not only good for you, but also for the subscribers – that means you can spend more time creating an even better newsletter!
There are several ways to monetize your mailing list:
Substack is a great platform to host and grow your list. If you don’t have a substantial list to start with, offering it for free is a good start.
That way, you can build an audience that you can later ask to join your premium list. Substack is suggesting $5 a month for personal topics, and $10 and up for the professional ones.
Getting Sponsorships for your Newsletter
Thanks to your list being extremely niched (you did follow my advice on that, didn’t you?) getting a sponsor don’t have to be as hard as it sounds.
The amount of subscribers per se doesn’t matter to sponsors. Ten thousand fake email addresses can be subscribed to your list, but it won’t do any good for a sponsor.
What they want (and you need to be able to show this with stats) is an interactive and interested audience.
A billboard by the road is broadcasting to a massive amount of people, and it’ll cost the company paying for it a lot of money. But only a tiny percentage of the people seeing it will be interested in the message.
An email list with a particular niche audience has already sorted out everyone that is not a good fit, and the benefits of the product are highly attractive to almost everyone in that audience.
Having 1000 profoundly engaged subscribers might be enough.
What’s important (to the companies you are approaching) is the opening rates and click-through-rates – this is telling them that people will actually take action.
An opening rate at 25% or more and a click-through-rate around 7% is optimal.