You have a healthy number of subscribers you converted on your website and have been sending marketing emails to.
You’re careful with your timing, crafting irresistible offers, gently nudging leads to take your offer and advance to the next stage in your funnel so you can close. You’re trying. Really hard. And your subscribers should be converting. Only they’re not.
Most of your subscribers don’t open your marketing emails. Those who do, don’t take action. This has gone on for a while. Now you’re wondering what’s wrong.
In this guide, you’ll learn the 7 main reasons your marketing emails don’t convert. You’ll also learn clear steps you can take to fix each problem. By the end, you’ll have a solid understanding of what to do to get your emails converting.
So…why don’t your marketing emails convert?
7 Reasons Your Email Campaigns Don’t Convert
- Your email copy is weak.
- You’re not segmenting your list.
- You don’t offer value.
- You don’t close with a strong call to action.
- You follow best practices instead of data.
- Your emails have poor designs.
- You have the wrong leads.
1. Your email copy is weak
Your subject line is the first thing prospects see when you email them. If it isn’t compelling enough, you’ll lose prospects before they get a chance to see what you’re offering in the email body.
Say you have a killer subject line that moves recipients to open your marketing emails. You’ll lose them just as quickly if your body copy fails to sell them on why they should take your offer.
Your copy—subject line and body—must be convincing enough to make your subscribers take the action you want. Even fantastic offers fall short when the copywriting underwhelms.
Improving your email copy
Several factors can make your copy weak. Maybe it’s too generic or misses your audience’s pain points. Maybe your language lacks urgency or your copy follows a botched storytelling structure.
Regardless, the only way to improve your email copy is to learn how to write compelling copy or hire someone who does. A/B testing also helps you learn which copies resonate more with your audience and adjust accordingly.
Write better copy
Your copy should connect with your audience and the things they care about. To do this, you must have a solid grasp of who they are, their pain points, and what moves them. Otherwise, the copies you produce might be beautiful. But they won’t convert.
Beyond emotional resonance, your copy must also make logical sense. This is especially relevant when dealing with B2B buyers who thoroughly evaluate offers and are less likely to make impulse buys.
Let the benefits of your product shine through your copy. Sell an experience, but avoid meaningless abstractions. Use concrete language when describing what you offer.
While you might also benefit from hacks like using power words to create urgency and interest, shortening your sentences, and writing the way you speak, you’ll likely see better results if you understand the ‘why’ behind these techniques.
Consider taking a copywriting course to learn copywriting techniques and understand the psychological impact your words have. This knowledge will help you choose the right words to drive the results you want.
Hire a copywriter
If you send many emails and your budget is large enough, hiring an in-house copywriter or a freelancer on a retainer contract can help keep your brand voice consistent.
It’s good practice to use the same freelancers for similar projects for consistency. Using a copywriting style guide can also keep your copies consistent and help new hires hit the ground running without friction.
Send multiple versions of the same email with one different variable and track their performance to see which version does best. Your variable could be your subject line, CTA, or even parts of the body copy.
Improving your copies based on your audience’s preferences can boost conversions. To buttress this, Litmus’ study found that businesses that A/B test generate double the ROI of businesses that don’t.
2. You’re not segmenting your list
Segmenting your list means dividing your subscribers into separate groups and targeting them based on their actions, shared interests, buyer personas, position in the sales cycle, etc.
Here’s why list segmentation is important:
Not everyone on your list wants the same thing from your business. Even if they do, not everyone on your list wants (or is ready for) the same thing at the same time.
With an unsegmented list, you’re either:
- Sending generic marketing emails that are ineffective because they try hard to cater to everyone.
- Sending subscribers irrelevant offers (which might annoy them and increase unsubscribes).
Segmentation offers you a more meaningful way to personalize your marketing emails beyond using first names. It helps you get every campaign in front of the audience most primed for it.
Segmenting your email list
Look for patterns among your subscribers that you can use to create list segments. If you’re not sure where to start, ask:
- Who are my subscribers?
- What are their pain points?
- What are their interests?
- How much do they know about my product?
- What are their buying habits?
- How much influence do they have in the buying process?
- What do they want out of my product?
- What does success look like for them?
- How far along are they in the buying process?
- What reservations do they have about my product?
- How much do they engage with my marketing campaigns?
See if you can come up with different profiles for your subscribers based on the varying answers to these questions. The criteria you use to determine each profile can serve as triggers when creating segmentation rules in your email automation software.
Of course, you need data to answer these questions. Some answers, you can get using the demographic and psychographic data you collect from subscribers through:
- email signup forms
- post-signup or thank-you page surveys
- ongoing email surveys
Others are more implicit and can only be gleaned from analytics reports about how prospects interact with your emails, website, and product or service.
When surveying subscribers, focus on only a few of the most relevant data points at a time. Don’t overwhelm them by trying to collect everything at once. You can always collect more data later.
The data points you choose to prioritize will depend on your business. But you can create your first segments using what you currently know about your subscribers’:
- buying habits
- engagement levels
- lifecycle stages
Always start with the data you have and refine your segments as you go.
Read Zapier’s guide for more on email list segmentation.
3. You don’t offer value
Many businesses treat email purely as a lead conversion tool without putting their recipients’ needs first. If your business operates like this, most of the emails you send are likely geared towards converting or closing prospects.
While focusing on conversion isn’t bad per se, you risk alienating recipients if you don’t match your marketing with value. They’ll push back, and this pushback often manifests as unsubscribes and dwindling open rates.
Offering value helps you nurture your subscribers by catering to their needs. Eventually, this approach makes them more receptive to your marketing.
Here are two ways to think about the value you’re offering your recipients:
- Value through your product or service
- Value outside your product or service
Value through your product
Ensure the offers you’re trying to sell your recipients are as outstanding as you say they are. What’s in it for them? Is your offer truly a steal? Are the benefits or future rewards of purchasing your product worth it?
Offer incentives to your subscribers: give them free trials, special discounts, early access to new products, and so on.
Value outside your product
Sadly, many subscribers don’t sign up to your email list hot and ready to go all the way (even if they need what you’re offering). Such people will be more resistant to offers that require commitments from them.
To overcome this, ensure you’re also providing value outside your product. This doesn’t mean ignoring your product. It means offering value not dependent on using your product first.
Many businesses do this by providing valuable educational content and free tools, either via newsletters directly or by linking to resources on their websites.
Let’s see how Sendinblue does this:
This newsletter features a free calendar that marketers (its audience) can use to plan for the holidays, expert tips, and links to blog posts subscribers might find useful.
Your newsletters don’t have to be this packed. But subscribers should feel they have gained something valuable after interacting with your brand. It lets them know you care and aren’t only after conversions.
Besides helping you build trust, providing them with valuable resources reinforces your position as an authority in their eyes.
Future conversions will thank you.
4. You don’t close with a strong call to action
Even if your copy is well-written and recipients find it valuable, it’ll be difficult to convert them if you don’t tell them what to do next—clearly.
Many marketing emails fail because they do too little or too much. Too little usually means having an unclear CTA or none at all. Too much is having so many CTAs that you overwhelm your leads.
Improving your call to action
Use only one call to action
It’s tempting to use more than one CTA to convert prospects (an alternative if the first doesn’t work). But more than one CTA in a marketing email can confuse your recipients. Every second they spend wondering which CTA to click increases the likelihood that they’ll do nothing.
Choose the single most important action you want your readers to take and focus on it.
Write better CTA copy
Avoid dry CTAs. Don’t make following your CTA feel like work.
Your CTA should:
- Speak to your reader
- Use active voice
- Use verbs that evoke emotion
- Hint at the value your reader will get from following your CTA
For example, say:
RESERVE YOUR SPOT instead of REGISTER NOW.
Here’s an example of a CTA that does all these well.
Make your CTA attractive but accessible
Button CTAs are more eye-catching than hyperlinked texts. But mixing both can be fine if your CTA anchor text is part of the body copy and packs a punch. While you might be tempted to ditch one for the other, it’s best to experiment with both and see what works for you.
Choose CTA buttons with solid colors and excellent contrast to ensure your CTA stands out from the rest of the text. Use HTML buttons instead of pictures. They are easier to control and more accessible to people using assistive technology.
Always include a CTA
If you’re not trying to close, send recipients to resources on your blog, tell them to share the value you’ve just given them, ask them to respond, tell them what to do to prepare for an upcoming offer, let them know when to check back for your next email…
Always tell recipients what to do next.
5. You follow best practices instead of data
There’s always a new best practice for boosting engagement and conversions. And honestly, it’s tempting to implement as many as you can when optimizing campaigns.
But while there’s nothing wrong with using expert advice or data-backed research to fine-tune your campaigns, problems arise when you implement every best practice without weighing how applicable each is to your business.
At the end of the day, expert advice is just that: expert advice. It’s generic because it’s not tailored to the specifics of your business. The expert doesn’t have the data you have about your subscribers.
Follow your data
What is the data you have about your subscribers and your previous campaigns telling you?
Modify best practices to fit your business situation before implementing. Take cues from what experts in your niche are doing for good results. But don’t force new strategies into your campaigns if they don’t fit the data you have.
When testing new strategies, examine the implications on your performance and adjust accordingly. Cut out what doesn’t work, even if everyone’s touting it.
Find out why a best practice is a best practice.
What makes it work? Are similar factors at play in your business? This knowledge can help you decide whether to follow or discard it.
6. Your emails have poor designs
People like emails that look good. A poor design distracts recipients from your message, increasing the likelihood that they’ll bounce after opening.
Some mistakes you might be making include:
- Not using a mobile-responsive design
- Using too many images
- Sending cluttered content
- Using colors that don’t complete each other
- Sending poorly formatted text
Improve your email design
Get an experienced designer to create a template for you or choose from hundreds of tested templates online.
Avoid overly quirky designs
Being fun and friendly is fine if it aligns with your brand. But you still want recipients to take you seriously.
Use a responsive mobile-first design
Use images, but sparingly
And ensure the images you use are accessible. Put descriptive alt-text in your images so people who use screen readers or image blockers can still get the gist.
You should also avoid background images because some email clients block them. Plus, they’ll make your newsletters clunky when they don’t render well.
Format your text properly
Avoid large text blocks. Use white space and graphics to break up your text. If you must send long newsletters, break them up with clear headings to make scanning easy.
Use readable font types and sizes. Sans-serif fonts are easier to read than serif fonts, so they’re excellent for the body text.
Changing your design too frequently can throw subscribers off and make them suspicious of the authenticity of your messages.
7. You have the wrong leads
If the vast majority of your subscribers don’t engage with your campaigns at all, it could be a sign that you have the wrong leads.
Leads are wrong for various reasons:
- They don’t need your product.
- They belong to the wrong demographic.
- They don’t have the budget.
It’s hard to convert recipients that aren’t the right fit for your business, even if you do everything right in your marketing. And you should be willing to let go of such people.
Lists bloated with the wrong leads are costly to manage and skew your analysis of your email marketing efforts. Worse, unsubscribes and spam reports from uninterested recipients can hurt your deliverability rates.
Keeping your list clean
Routinely identify and remove inactive recipients
Filter inactive subscribers from those disengaged because your marketing emails don’t resonate with them.
For example, you can choose to classify those who used to open your emails but haven’t interacted with them for a few months as disengaged.
People who have never read your emails, never engaged with your campaigns beyond the first freebie you enticed them with, or who used dubious email addresses when signing up might qualify as inactive.
It’s up to you to choose how to classify stone-cold subscribers.
But you should try retargeting disengaged customers with personalized messages and offers before removing them from your database. If they still don’t respond, take them off your list.
Provide an option to opt down or unsubscribe
Letting subscribers opt out of your marketing emails helps you filter people interested in your product from those who aren’t.
Giving subscribers an opt-down option allows them to remove themselves from lists they don’t want instead of unsubscribing altogether. It reduces unsubscribes and improves your email marketing efforts by letting you know what your recipients are interested in.
Don’t buy email lists
The thought of starting your campaign with three or so subscribers can feel daunting. But you should never try to deal with this by buying email addresses.
Not only will you likely get the wrong leads, but it also damages your credibility and can get you in trouble with the law. Even your ideal clients will be mad at you for not seeking their consent before putting them on your list.
Don’t use misleading offers
Be plain about what you’re offering and use lead magnets that foreshadow what’s to come. If you have to deceive someone to get their email address, they aren’t right for your business. They’ll simply take up real estate and never convert because they don’t care about your product.
Use double opt-ins
Sending your prospects an email to confirm their subscription gives them a second chance to decide if they really want to hear from you. It also gets them used to opening your marketing emails and can help you escape that dreary promotions tab.
If you’re looking for ethical ways to grow your email list with quality leads, HubSpot has a detailed guide with simple list-building tactics and hacks.
Sometimes, it’s not the email
You could do everything right in your marketing emails—excellent copy, strong CTA, perfect design, right audience, great value, etc—but still fail to convert leads.
When this happens, it might be time to look beyond your emails. You can usually tell the problem is elsewhere if leads click on your CTA but don’t convert on your site.
Maybe you’re sending them to unoptimized sales pages. Maybe your branding is off or your services don’t align with the fantastic image you’ve been selling to prospects in their inbox.
Your prospects must remain confident in your ability to deliver on your promises every step of the way. Otherwise, you’ll lose them.
Ensure your sales pages have compelling copies and are well-optimized. Check your website, social media accounts, and other outreach channels. Ensure there are no irregularities in your brand image causing prospects to doubt you.