Advertising and marketing is commonly about experimentation and iteration.
Attempt providing free presents as a substitute of proportion reductions. Tinker together with your buyer segments. Write a topic line utilizing nothing however emojis. See what works finest—and do extra of it.
However December undoubtedly isn’t the time for enjoying. With Christmas approaching quick, you’ll need to lean again on tried-and-trusted methods to maximise income era at this crucial time of yr.
Regardless that the vast majority of ecommerce vacation buying is over, clients are nonetheless open to affords all through the tip of the yr.
Audiences are notably receptive to our messaging in December, which sees the second-highest e mail open fee of any month, at 21.81 %. Solely November—which, let’s not neglect, contains BFCM—has a better fee.
Hopefully, you have already got a transparent image of what your December e mail advertising and marketing campaigns will appear to be. However when you’re nonetheless trying to finalize your plans, don’t fear, as a result of I’ve taken one other deep-dive into the Drip swipe file to spherical up seven of the most effective December publication concepts…
1. The Physique Store: Give BFCM One Last Push
As entrepreneurs, we’re usually determined for Black Friday and Cyber Monday to be over. Months of planning, adopted by probably the most intense working week of the yr—and on a regular basis you’re consistently terrified that your web site will crash or your emails will by chance promote final yr’s provide.
It’s a surprise we maintain coming again for extra.
However proof suggests that customers don’t assume the identical. Take a fast peek at Google Tendencies and also you’ll see there’s nonetheless some search curiosity round Black Friday and Cyber Monday after the occasions have handed:
So why not give them what they’re in search of by sending a BFCM followup e mail in early December? That’s exactly what The Physique Store did in my first December publication instance:
There are a pair benefits to this strategy.
Firstly, there’s a far stronger likelihood clients will really see your post-Cyber Weekend emails. Based on Marketing campaign Monitor, greater than 116 million emails are despatched on Black Friday—greater than some other single day. So there’s one thing to be stated for following up just a few days later to achieve individuals who missed your message on the day itself.
Secondly, there’s likelihood you’ll need to run some type of low cost or promotion in early December anyway. Tying it to your BFCM providing means you’re technically selling the identical sale moderately than beginning a brand new one.
That is good from a shopper psychology perspective, with analysis from Klarna revealing that 38 % of customers imagine fixed gross sales make manufacturers look retro and low-cost.
2. Origins: Slash Return Charges With Free Presents
The vacation season is a bumper time for retail gross sales.
Sadly, not all of these gross sales are going to stay. Based on the Nationwide Retail Federation, retailers anticipated greater than 13 % of all merchandise bought in the course of the 2020 vacation interval to be returned, at an estimated price of $101 billion.
The overwhelming majority of these returns—simply over 80 %—occur in January:
That’s a irritating, if inevitable, statistic. You’re employed laborious to hone your messaging all through the vacation season, solely to see about $1 of each $7.50 spent leading to a return.
Wouldn’t or not it’s good when you may discover some strategy to scale back your return fee?
Really, you may, with analysis from Shinhyoung Lee and Youjae Yi revealing that shoppers are much less prone to return purchases together with a free reward.
Based on the researchers, it’s all in regards to the buyer’s perceived sense of loss. For no matter cause, they’ve a larger feeling of loss when the merchandise they return is described as a “free reward.”
Use this technique to your benefit by providing a free reward as a part of your December advertising and marketing plans, like cosmetics model Origins did on this instance:
This strategy isn’t nearly decreasing returns. By providing the reward to clients who spend over a certain quantity, you may as well improve your common order worth—supplied clients understand the reward’s worth to be value the additional expense.
3. Lunya: Promote Free Transport
However this tactic may be particularly invaluable throughout December, with analysis from Google revealing that 75 % of vacation customers plan to purchase from manufacturers that supply free transport.
Sleepwear model Lunya is clearly effectively conscious of this development, utilizing free transport as the primary “hook” for considered one of its December 2021 e mail campaigns:
There’s so much to love about this instance.
For one factor, Lunya saved issues easy by providing free floor transport on all US orders, leaving no room for confusion. It additionally launched a component of shortage by working this promotion as a limited-time low cost, encouraging customers to purchase now.
Importantly, Lunya additionally took care so as to add additional info round supply timings:
That is essential throughout December, when clients merely can’t afford for his or her purchases to reach later than anticipated.
4. Charlotte Tilbury: Goal Final-Minute Buyers
Each time the vacation season comes round, we promise ourselves we’ll be extra organized than final yr. We’ll guarantee each current is purchased, shipped, wrapped and sat below the tree per week earlier than Christmas Eve.
Sadly, one thing at all times appears to get in the way in which. Subsequent factor we all know, it’s December 18th and we haven’t ordered a single reward (until you depend the flamboyant new high-thread-count towels you acquire your self on a whim).
Clearly, a variety of different individuals are in the identical boat. Per Google Tendencies, searches for “last-minute Christmas presents” solely peak on Christmas Eve. Truthfully, what are these searchers anticipating to search out?
If something, it seems we’re really changing into much less organized on the subject of Christmas buying. Google revealed that in 2021, searches for “final minute christmas presents for” elevated globally by greater than 700 % within the week working as much as December twenty fifth.
There are a pair methods for ecommerce entrepreneurs to capitalize on shoppers’ lack of preparation.
One strategy, favored by cosmetics model Charlotte Tilbury, is to warn clients when the ultimate date for Christmas transport arrives:
This isn’t simply an opportunity to drive gross sales; it’s virtually a public service. Your clients will thanks for serving to them keep away from the embarrassment of telling their nearest and dearest: “Sorry, your reward’s within the mail—I undoubtedly didn’t neglect to purchase it.”
Alternatively, when you’re capable of provide ultra-fast transport—or maybe in-store pickup—nearer to Christmas Day, be happy to delay your messaging to the final attainable minute.
You’ll have a significant level of distinction versus all these different retailers that can’t ship as late as you, providing you with a incredible alternative to drive last-minute gross sales.
5. Chubbies: Attain Out With a Boxing Day Provide
Boxing Day isn’t an enormous deal (or perhaps a vacation) within the US, however in different international locations, it’s celebrated with meals, household—and buying.
Within the UK, shoppers constantly splash out round £4 billion ($4.9 billion) on December twenty sixth, so it’s undoubtedly one other massive alternative to drive on-line gross sales.
Menswear model Chubbies is effectively conscious of this, utilizing Boxing Day 2021 to focus on its e mail advertising and marketing subscribers with a revenue-generating promotion. It began with the e-mail topic:
It is a incredible topic line. It’s humorous, but in addition simply actual sufficient to make you assume: “Hmmm, possibly I ought to deal with myself.” I couldn’t assist however click on—and I’m certain loads of different recipients felt the identical.
Intelligently, Chubbies backed up its glorious topic line with a strong gross sales promotion, providing a wholesome low cost on out-of-season inventory:
Once more, that is clever advertising and marketing. No less than within the northern hemisphere, few shoppers are actively planning to purchase swim trunks in late December. What’s the hurt in providing a considerable saving on merchandise that will in any other case be gathering mud in your warehouse?
6. Mattress Bathtub & Past: Showcase Your January Sale
Time by no means stands nonetheless within the ecommerce world. You’ve solely simply acquired by Christmas and it’s already time to begin interested by the following massive retail occasion: the January gross sales.
Knowledge from the US Census Bureau exhibits that spending at retailers and eating places climbed by 3.8 % month-on-month in January 2022—nearly twice as excessive as economists had predicted.
In different phrases, January is (one more) key interval for driving gross sales. Begin the yr poorly and also you’ll be taking part in catchup for weeks or months to return.
All of which signifies that it is sensible to begin pushing your January providing in late December, similar to Mattress Bathtub & Past did on this e mail instance:
Similar to my earlier instance from Chubbies, the emphasis right here may be very a lot on clearance offers.
This is sensible. Based on Deloitte, the typical shopper is anticipated to shell out nearly $1,500 all through the vacation season.
In any case that spending, the very last thing on most individuals’s minds is to spendmuch more on a bunch of big-ticket purchases. So take a leaf from Mattress Bathtub & Past’s guide by pointing potential customers within the path of your most closely discounted—and, due to this fact, most enticing—affords.
7. Banana Republic: Evaluation the 12 months
Only a few years in the past, the concept that audiences would flock to a branded roundup of the previous yr would have appeared fairly unlikely.
Spotify Wrapped has modified all that. The streaming platform’s personalised annual roundup attracted 30 million viewers in 2017, rising to greater than 120 million in 2021. Final yr additionally noticed nearly 60 million shares of Wrapped tales and playing cards throughout social media.
So why not soar on the bandwagon and share your individual “wrapped” of the earlier 12 months?
Clearly, you’re not Spotify, so you may’t inform your e mail subscribers how lengthy they spent listening to Taylor Swift. However you may undoubtedly spotlight key developments and occasions from the previous yr, equivalent to:
Model Republic jumped on the “yearly roundup” development in 2021 by showcasing varied happenings from across the enterprise, together with its new retailer fit-outs and its sustainability efforts:
I’m an enormous fan of this strategy—notably across the problems with company social duty and environmental, social, and company governance.
Truth is, shoppers need to know that you simply’re making a (constructive) distinction to the planet.
Analysis from Google Cloud discovered that four-fifths of customers choose manufacturers’ values to align with their very own, whereas three-quarters have “cut up up” with retailers over values-related conflicts.
But it surely’s not simply sufficient to easily make guarantees; that you must comply with by with motion. Certainly, an Ipsos survey discovered that 34 % of shoppers have actively researched manufacturers to search out out whether or not they’re staying true to their phrases.
What higher time to show your environmental credentials than proper on the finish of the yr?
Simply Construct Income-Producing Electronic mail Workflows With Drip
Ever want you would spend much less time constructing and managing your e mail campaigns, and extra time honing your messaging and sharing extra compelling affords?
With Drip, you may.
Our tried-and-trusted e mail workflows—together with deserted cart emails, welcome collection, and post-purchase emails—are able to roll in just some clicks.
Want extra customization? Use our point-and-click workflow builder to craft totally automated, laser-personalized communications with out having to kind a single line of code.
If all that sounds good, join your 14-day free trial to strive it your self.