Email Addresses
Text to Image ratios in email
One of the questions I get from folks about delivery is what the optimal text to image ratio there should be in an email. I’ll be honest, I hate this question. Why? Because the question is actually irrelevant. I’ve seen companies with a single image and no text get to the inbox. I’ve seen companies with no images get to the inbox. The text to image ratio is not going to make or break delivery.
Sending mail that the user expects and wants is the crucial part of delivery. If the user wants a single image? That’s the right ratio. If the user wants a readable message with images turned off? That’s the right ratio. Fretting about 20/80 or 18.5/81.5 or 43.256666/56.743334 is getting buried in details and missing the bigger picture.
Emails should be readable. These days, being readable on mobile is critical. This is the single best argument I can think of against one-image emails. And there are still folks who read email with images off by default. Being one of them, I think it gives me insight other delivery folks lack. If I am engaged with a brand, how do I show it outside of loading images? What kinds of things let the brand know I’m still a happy recipient?
If anyone tells you that your delivery problems are the result of a bad text to image ratio, run away. There is zero chance that’s actually true. Filters aren’t going to just look at the ratio and block ratios that fall into a certain range.
What filters are going to do is take the text to image ratio as part of the fingerprint of an email stream. They’re going to recognize certain factors about emails that users like, and factors about emails that users don’t like. Some of these factors will be things like the text to image ratio. But the “wrong” ratio isn’t why mail is being filtered. Mail is being filtered because the recipients aren’t interacting with it enough and the ratio is just one part of the way the ISP identifies it.
Stop fretting over your exact text to image ratios. The right, or wrong, ratio isn’t a true factor in delivery. Instead, focus on creating an email stream that users want, expect, and engage with. This starts with address collection, but collecting accurate addresses isn’t enough. You also need to provide value to them.
Sending mail users want is the key to reach the inbox. Doing that takes time and investment by the sender.
Verizon changes but no time line
Yesterday there was a lot of talk about Verizon moving out of email and transitioning all their customers over to the AOL backend. The source was a page in the Verizon help center about transitioning an email address. There is no date on the page, so it’s unclear when this is going to happen or when it started.
I posted about Verizon beginning this transition back in May of 2016: Changes coming to Verizon email. The wording on the AOL page I link to is very similar to the wording on the page that was passed around yesterday.
Without a date it’s hard to really provide any advice, other than to maintain your list hygiene (you do have list hygiene programs, right?) and remove addresses that hard bounce. Quite honestly, I don’t think this will really have any effect on delivery. It doesn’t appear these changes are happening all at once, and Verizon customers have the option to keep their verizon.net address. They’re just going to have to access it differently.
For companies that use an email address as a primary key for logins or accounts, it’s probably a good time to contact customers with a verizon.net address and ask them to update their address. That’s a good idea most of the time, but when we know changes are happening at a domain level, it’s a requirement.
End of an era
A few moments ago, I cancelled one of my email addresses. This is an address that has been mine since somewhere around 1993 or 4. It was old enough to vote. And now it’s no more.
I am not even sure why I kept it for so long. It was my dialup account back when I was in grad school in Delaware. When I moved to Madison to work at the university, I kept it as a shell account and email address. I gave it up as my primary email address about the time it was bought by a giant networking company. By then I had my own domain and a mail server living behind the futon in the living room. That was back when we started WttW, somewhere around 2002.
15 years the address has mostly laid dormant. I used it for a couple yahoo groups accounts, but just lists that I lurked on.
I did use it as research for some past clients, typically the ones using affiliate marketers. “Our affiliates only ever send opt in mail!” Yeah, no. See, look, your affiliate is spamming me. My favorite was when said customer put me on the phone with the affiliate.
Zombies are real but less of a problem
A few years ago I wrote a series of blog posts about zombie email addresses. Zombie addresses are those that someone owned and used and interacted with, but for whatever reason stopped logging into and checking. This series started with the time before the zombies, and moved on to the zombie uprising. Then discussed how they don’t eat brains, but they do love to take a bite out of deliverability. Smart marketers, however, can defeat zombies by the judicious application of the double tap.
Since that series of blog posts a few things have changed. The biggest thing is that the webmail providers are being much more aggressive about disabling email reception at addresses where folks don’t log in. I have a few addresses on different providers I use for testing purposes. I have to remember, though, that I need to log into them before sending test messages. If I don’t, they generally bounce.
This doesn’t completely remove the challenge of zombie addresses but it does make it easier for regular senders to purge their lists of zombies just through their normal bounce handling. No double-taps needed.
Open subscription forms going away?
A few weeks ago, I got a call from a potential client. He was all angry and yelling because his ESP had kicked him off for spamming. “Only one person complained!! Do you know him? His name is Name. And I have signup data for him! He opted in! How can they kick me off for one complaint where I have opt-in data? Now they’re talking Spamhaus listings, Spamhaus can’t list me! I have opt-in data and IP addresses and everything.”
We talked briefly but decided that my involvement in this was not beneficial to either party. Not only do I know the complainant personally, I’ve also consulted with the ESP in question specifically to help them sort out their Spamhaus listings. I also know that if you run an open subscription form you are at risk for being a conduit for abuse.
This abuse is generally low level. A person might sign up someone else’s address in an effort to harass them. This is a problem for the victim, but doesn’t often result in any consequences for the sender. Last week’s SBL listings were a response to subscription abuse happening on a large scale.
The source of deliverability problems
Most deliverability problems don’t start where many people think they do. So very often people call looking for deliverability help and tell me all about the things they’re doing to reach the inbox. They’ll tell me about content, they’ll tell me about bounces, they’ll talk about complaints, engagement, opens and clicks. Rarely will they bring up their list source without some prompting on my part.
The reality is, though, that list source is to root of deliverability success and deliverability problems. Where did those addresses come from and what do the people who gave them think you’re going to do with them?
Outsourcing collection to a third party can cause significant issues with delivery. Letting other people collect addresses on your behalf means you lack control over the process. And if you’re paying per address, then there monetary incentive for that company to pad the list with bogus addresses.
Sometimes there are even issues with having your own employees collect addresses from customers. For instance, a retailer requires sales associates collect a minimum percentage of addresses from customers. The company even ties the associates’ evaluations to that percentage. Associates have an incentive to submit addresses from other customers. Or a retailer will offer a discount for an address and customers want the discount but not the mail, so they give a fake address.
All of these things can affect deliverability.
Address collection is the key to delivery, but too many companies just don’t put enough attention to how they’re collecting addresses and entering into the relationship with subscribers. This is OK for a while, and delivery of small lists collected like this can be great. But as lists grow in size, they come under greater scrutiny at the ISPs and what used to work doesn’t anymore.
The first step to diagnosing any delivery problem is to look at the list. All of the things ISP use to measure reputation measure how well you’re collecting addresses. Changing IPs or domains or content doesn’t change the reason mail is being filtered. It just means the filters have to figure out something new to key on.
Want great deliverability? Start with how you’re collecting addresses.
Want to fix deliverability? Start with how you’ve collected addresses, how you’ve stored them and how you’ve maintained them.
Horses, not zebras
I was first introduced to the maxim “When you hear hoofbeats, think horses not zebras” when I worked in my first molecular biology lab 20-some-odd years ago. I’m no longer a gene jockey, but I still find myself applying this to troubleshooting delivery problems for clients.
It’s not that I think all delivery problems are caused by “horses”, or that “zebras” never cause problems for email delivery. It’s more that there are some very common causes of delivery problems and it’s a more effective use of time to address those common problems before getting into the less common cases.
This was actually something that one of the mailbox provider reps said at M3AAWG in SF last month. They have no problem with personal escalations when there’s something unusual going on. But, the majority of issues can be handled through the standard channels.
What are the horses I look for with delivery problems.
Setting expectations at the point of sale
In my consulting, I emphasize that senders must set recipient expectations correctly. Receiver sites spend a lot of time listening to their users and design filters to let wanted and expected mail through. Senders that treat recipients as partners in their success usually have much better email delivery than those senders that treat recipients as targets or marks.
Over the years I’ve heard just about every excuse as to why a particular client can’t set expectations well. One of the most common is that no one does it. My experience this weekend at a PetSmart indicates otherwise.
As I was checking out I showed my loyalty card to the cashier. He ran it through the machine and then started talking about the program.
Cashier: Did you give us your email address when you signed up for the program?
Me: I’m not sure, probably not. I get a lot of email already.
Cashier: Well, if you do give us an email address associated with the card every purchase will trigger coupons sent to your email address. These aren’t random, they’re based on your purchase. So if you purchase cat stuff we won’t send you coupons for horse supplies.
I have to admit, I was impressed. PetSmart has email address processes that I recommend to clients on a regular basis. No, they’re not a client so I can’t directly take credit. But whoever runs their email program knows recipients are an important part of email delivery. They’re investing time and training into making sure their floor staff communicate what the email address will be used for, what the emails will offer and how often they’ll arrive.
It’s certainly possible PetSmart has the occasional email delivery problem despite this, but I expect they’re as close to 100% inbox delivery as anyone else out there.
Check your assumptions
One of the things that prompted yesterday’s post was watching a group of marketers discuss how to get subscribers to give them their “real” or “high value” email addresses. Addresses at free email providers are seen as less valuable than addresses at a place of employment or at a cable company or dialup ISP. The discussion centered around how to incentivize recipients to give up their “actual” email addresses.
The underlying belief is that users don’t use free mail accounts for their important mail, and if a recipient gives a marketer a free mail account as a signup that they will not be reading the mail regularly. Better to get an email address that the recipient checks frequently so there is a better chance at a conversion and sale.
Perfectly acceptable marketing goals, but makes a number of assumptions that I am not sure are valid.
Assumption 1: An email address at a freemail provider is less important to the recipient than a different email address.
Wrong! A sender has no idea if a recipient uses a freemail account exclusively or has another real email address. Many people these days use gmail as their primary account and they don’t check the email account associated with their dialup or broadband provider. For instance I have an email account at AT&T associated with our UVerse TV and internet service, but have never logged in to do anything with email.
Assumption 2: A non freemail address gives better response rates.
Really? I haven’t seen data one way or another saying that different classes of email addresses give better responses. It may be true, but it may not. Some users do have separate accounts for friends and family and marketing mail. In that case, are senders better off in the marketing account? Or in the F&F account where the user may hit the “this is spam” button just because that mail is in the wrong place?
Assumption 3: I’ve been invited in, I get free run of the place
Wrong! Just because you’ve been invited onto the front porch for a glass of lemonade, doesn’t mean you’re welcome in the bedroom. Marketing is all about pushing limits and getting more and more from recipients, but in email marketing the recipients get to hit the “this is spam” filter and stop delivery of that email. Limit pushing in email may result in all out blocks and zero inbox delivery, rather than causing a massive increase in sales.
Assumption 4: Incentivized permission is the same as real permission
Wrong! Just because a subscriber hits the “give me a coupon” or “enter me in the drawing” link does not mean they want mail from that sender. What it really means is the recipient wants a chance to win something or get $5 off their next purchase. Just because they closed the loop to get an incentive does not mean the sender gets a free pass through spam filters or is exempt from having their mail marked as spam.
The marketing relationship between sender and recipient is a lot more balanced than any other direct marketing relationship. The sender can’t ignore the recipients’ preferences over the long term without suffering delivery problems. Many email marketers, particularly those that didn’t start in email, forget that the relationship is different and marketers have to respect the recipient.