Gmail tabs … good for marketers?

It appears to be Google’s turn as the subject of most of my blog posts these days.
Consumerist had a post up today talking about the new Gmail tabs. Interestingly enough, they’re quoting an Ad Age article that says the new tabs are not hurting engagement.

Early results are surprising. Response rates have actually gone up or stayed the same for most companies. Mega-marketer Epsilon notes that slightly fewer Gmail users are opening e-mails in the first place, but the same number of people are actually clicking through and buying stuff.

One thing I’ve found interesting is how much effort many companies are putting into emails to get users to move mail from the “promotions” tab to the “primary” tab. I’ve been recommending for years that companies enlist their recipients to improve their delivery. And many, many of these marketers have resisted asking users to take any steps that might help delivery, including asking users to click this is not spam or add to address book. Yet, now, marketers are creating entire campaigns to get users to move to the “primary” tab.
Marketers enlisting users to improve email delivery may be the first sign of a shift in the sender / recipient relationship. Instead of recipients being seen as passive, marketers are seeing them as partners. No longer are recipients just targets, but they’re actual participants in the merchant / customer relationship.
Alternatively, marketers are just panicking about a change outside of their control and are doing anything to try and stop that change. However, the data seem to suggest that this may not be a bad change at all. Not all change is bad.

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Inbox challenges and dull email in the tabbed inbox

Getting to the inbox is becoming a greater and greater challenge for many marketers. According to Return Path, 22% of opt in mail doesn’t make it to the inbox.
The challenge to marketers is that a lot of opt in mail isn’t important to the recipient. Sure, they’re happy enough to get it if they notice it, but if it’s not there then they don’t care. They’ll buy from an email ad, but it might not be something they’ll seek out. Recipient behaviour tells the ISPs that the mail isn’t all that important, and a lot of it is just background noise so the ISP not delivering it to the inbox doesn’t matter.
Email marketing is like the Girl Scout of the Internet. If the Girl Scout shows up at your doorstep, you’re probably going to buy those 3 boxes of thin mints. But if she doesn’t, that’s OK. If you really want the cookies, you’ll find the co-worker who is taking orders for his daughter. Or you’ll find the table outside the local coffee shop. The Girl Scout showing up on your doorstep makes it more convenient, but she’s not critical to get your fix. Of course, the bonus of the Girl Scout on the doorstep is that a lot of people who won’t go find the cookies will buy when she’s on the doorstep.
A lot of email marketing triggers purchases that recipients would make anyway. They think they might want a particular product, and when they get that coupon or discount or even just a reminder they make the purchase. The email triggers the purchase of a product the buyer intends to purchase anyway. Some email marketing trigger purchases of things the recipient didn’t know existed, but is so enticing after one email they can’t live without. Some email marketing triggers an impulse purchase. In most of these categories, if mail doesn’t show up in the inbox, the recipient really doesn’t miss it.
Many marketers, despite loud protests that all their mail is important and wanted, know this. That’s why so many marketers are having conniptions about the new Gmail tabbed inbox. They’re losing access to the impulse.
From the data I’ve seen, tabs are effecting email marketing programs. Some programs are seeing more revenue, some are seeing less. I think it really remains to be seen what the long term effects are. For many recipients the new tabbed inbox is a new way to interact with their email. Change is hard, and there is a period of adaptation whenever an interface changes. We really don’t know what the long term effect of tabs on sales will be. Sales may go back to previous levels, sales may increase over previous levels, sales may decrease from current levels or sales may stay at their current levels. The full effect isn’t going to be obvious for a while.
It does mean, though, that email marketers need to step up their game. Email marketing in the age of a tabbed inbox might be less about the impulse purchase and more about cultivation and long term branding.
 
 
 

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Are the new Gmail ads email?

I’ve seen lots of opinions over the last few weeks about whether or not the new ads in the Gmail promotions tab are email or not.

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Gmail says no expectation of privacy, kinda.

Consumer Watch put out a press release yesterday about a court filing made by Gmail that says Gmail users have no expectation of privacy. I pulled a bunch of the docs yesterday, but have had no real time to read or digest them.
For recap users everything I pulled (and stuff other people have pulled) are available at Archive.org.
The initial complaint was filed under seal at the request of Google. The redacted complaint doesn’t tell us a lot, but it’s available for people to read if they’re interested.
The doc everyone is talking about is Google’s Motion to Dismiss. Everyone is up in arms about Google saying, in that filing, “a person has no legitimate expectation of privacy in information he voluntarily turns over to third parties.” (page 28, line 9). What no one seems to have mentioned is that this is actually a quote from a case that Google is referencing. The whole paragraph may lead one to a different conclusion.

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