Episode 381: How Did EJ Saunders Generate $100K in 30 Days with Email Marketing?

TL;DR

EJ Saunders generated $100,000 in 30 days for an archery e-commerce company by segmenting its 20,000-person email list, creating a new-customer offer, and setting up targeted automations. The campaign separated purchasers from non-purchasers and recent engagers from inactive contacts, then used welcome, abandoned-cart, browse-abandonment, and win-back flows. Read on for the specific sequence behind the result.

Transcript

oftentimes I've see this a lot with a lot of different companies just across the board is they don't utilize email marketing like at all and if they do they're just blasting it to the entire list the entire time and it burns it out and then they ruin their domain and it ends up being disaster and then they're like w email marketing doesn't work and... Read More

Key Insights

• Email marketing is underutilized by many companies, often leading to poor results.
• Proper segmentation of email lists can significantly enhance campaign effectiveness.
• Crafting targeted offers, such as discounts for new customers, can drive conversions.
• Automations like welcome series and abandoned cart emails are crucial for engagement.
• Educational content in emails adds value and can increase customer loyalty.
• Testimonials in emails can build trust and encourage purchases.
• A well-structured welcome series can set strong expectations and improve relationships.
• SMS marketing is becoming increasingly important as email inboxes get crowded.

Questions & Answers

Q: How did EJ Saunders generate $100K in 30 days with email marketing?

He began with an underused list of 20,000 people, segmented it by purchase and engagement behavior, and created a simple offer for people who had not purchased. His team then launched and optimized automated welcome, abandoned-cart, browse-abandonment, and win-back flows, generating $100,000 in revenue during the first 30 days.

Q: What email list did the archery company have before the campaign?

The company had about 20,000 people on its email list. Before the campaign, it emailed the list only once or perhaps twice a month.

Q: How was the email list segmented?

The team first separated people who had previously purchased from those who had not. It then segmented contacts according to whether they had opened and engaged with an email during the previous 30 or 60 days.

Q: What offer was used to convert new customers?

The team created a simple new-customer offer for contacts who had never purchased. It included roughly 10% or 15% off plus a couple of the archery company’s components.

Q: Which email automations were used in the 30-day campaign?

The campaign included a welcome series, an abandoned-cart series, a browse-abandonment flow, and a win-back campaign. The team also optimized the company’s existing flows so they could use the newly created audience segments.

Q: What happened during the campaign’s first weekend?

The initial campaign brought people into the welcome series and generated about $1,600 in sales during its first weekend. EJ Saunders said this early result showed that the offer had hit the mark.

Q: Why should companies avoid blasting every email to their entire list?

EJ Saunders says repeatedly blasting the full list can burn it out and damage the sending domain. The campaign instead tailored communication to audience segments based on purchasing and engagement behavior.

Q: What were the two main factors behind the campaign’s results?

EJ Saunders identifies the offer as the first major factor. The second is how the list is segmented and how each segment is addressed to encourage the intended action.

Summary & Key Takeaways

• Email marketing, when done correctly, can generate substantial revenue quickly. Segmenting email lists and crafting targeted offers are key strategies that can lead to high engagement and conversion rates. Automations such as welcome series and abandoned cart emails play a crucial role in keeping customers engaged and driving sales.

• Offering educational content and utilizing testimonials within email campaigns can further enhance customer trust and loyalty. These strategies not only improve the effectiveness of email marketing but also contribute to building long-term relationships with customers.

• SMS marketing is an emerging trend that complements email marketing efforts, providing another channel to reach customers directly. As email inboxes become more crowded, SMS offers a way to maintain customer engagement and drive action.