• Are there any keywords that surprise you?
• Are there any that you think should be on the list that are not there?
• What about ones that you don’t think are as popular?

Share your thoughts with us!

For the loyal readers of Email Responsibly, I thought I’d add some of my thoughts on the report and explain what these data points mean for the email industry at-large and the state of email marketing.

Let’s jump right in and have a look at what the report tells us:

Time Magazine was right
Way back in December 2006, a number of people (myself included) had a good laugh at the expense of Time Magazine, who named “You” as Person of the Year. At the time, the decision seemed like something of a cop-out and also bit out-of-touch with technology.

But looking at the data from our 2010 Digital marketer: Benchmark and trend report, I couldn’t help but think about Time Magazine and say to myself that they were right — maybe prematurely, but still correct nonetheless. Email marketing today, much like the rest of the Internet, is about you, sometimes even literally. Consider these points from our report:

• Four out of five industries (business products and services, consumer products and services, multichannel retail, travel and entertainment) used the word “you/your” more than any other word in their email subject lines. The fifth industry (catalogers) actually uses the terms “you/your” more than the other four industries (24% of the time), but they also happen to use the terms “free” and “ship” slightly more than that.
• The words “you/your” appear in 19.94% of all email marketing subject lines.
• According to the report, “The increase in usage of the term ‘you/your’ illustrates increased emphasis on businesses building more personal relationships with customers by addressing them directly.”
• According to the report, ”The top term — ‘you/your’ — indicates a clear connection between consumer product and service businesses and their individual customers. The percentages of any ‘top’ word are lower given the wide mix of businesses and product types in this vertical.”

Viral/WOM marketing is now a reality
Beyond these literal connections with “you, the customer,” the report also touches on the significant power shift in media today. The ability to empower consumers to act as marketers on your behalf — the phenomenon more commonly known as viral or word-of-mouth marketing — is no longer just a marketing pipe dream.

• The report illustrates that consumers themselves are embracing the concept of viral marketing and actually enjoy acting on behalf of the companies that they know and love; “consumers are increasingly likely to pass those deals on. The share of online adults who say that they are either likely or very likely to forward emails containing promotions or discounts on to others rose to 30 percent in 2009 from 28 percent in 2008.”

Email is key to driving website traffic
For all of the Internet proclamations pronouncing email to be a dead technology, the numbers say that on the contrary email is alive and well. In addition to providing direct, measurable revenue streams, email is also driving business website traffic in general. In the coming weeks we’ll look at how these numbers compare to traffic generated via social networking sites, but in the meantime we can see some impressive numbers from the report.

• “For most retailers, email messages are an important driver for return visits to their Websites. For example, in November 2009, 11 percent of the traffic to Overstock.com was referred from email, and 62 percent were returning visitors who had not visited the Website in the past 30 days.”

For more insights like these, as well as extensive coverage on related topics such as consumer insight, digital advertising, mobile marketing, and multichannel marketing, download a copy of the 2010 Digital marketer: Benchmark and trend report from Experian.com. And remember, it’s all about “you,” folks!

Here are the results listing the sender and the subject line. What do you think about these? Please share your thoughts!

Results:

• 34 subject lines were analyzed.
• 20 used Presidents’ (59%)
• 10 used President’s (29%)
• 4 used another variation (12%)
• 2 used both another variation and President’s in different emails (6%)

The longest subject line was:  Presidents Day Deals: LG 42″ 1080p LCD HDTV $999.99, Sony Blu-ray Player $176.99, Altec Lansing Speaker System $89.99, Pentax Digital Camera $62.39,..

PRESIDENTS’
Ebates: Save big with Presidents’ Day sales and Double Cash Back‏
Bluefly: EXTRA 20% OFF Presidents’ Day Sale – Now Up To 75% Off!
eBags: Presidents’ Day Weekend Sale – Our Best Deal is Back
HP: HP’s Presidents’ Day Sale STARTS NOW!
Disney Store: Presidents’ Day Sale Starts Today! Up to 25% Off
Bass Pro Shops: Save up to 50% during our Presidents’ Day Sale
Colorful Images: Celebrate A Presidents’ Day Flag-Waver, Valued Customer, with FREE S&H
Current Catalog: Extended for 24 hours! Double savings at our Presidents’ Weekend Sale!
Bluefly: Project Runway! See Who Won Last Night + Presidents’ Day Sale!
Bass Pro Shops: Presidents’ Day Sale – Save up to 50%
Amazon.com: Presidents’ Day Shoe Sale Up to 45% Off, Plus Free Shipping at endless.com‏
Dick’s Sporting Goods: Final Hours to Save Big on Presidents’ Day!
Overstock.com: Presidents’ Day Sale + Last Day $1 Shipping
Lane Bryant: Last Chance For Presidents’ Day Savings + New Must-Have Tees
HP: HP’s Presidents’ Day Sale – Save up to 50%
Radio Shack: Preview our Presidents’ Day 48-Hour Sale!
Cooking.com: President’s Day Weekend Savings – Save up to 75%
The Sportsman’s Guide: Presidents’ Day Sale! Savings Coupon from The Guide…
Bluefly: Presidents’ Day Sale featuring COATS – Now Up To 75% Off!
Newport News: Presidents’ Deal: FREE SHIPPING for one more day.

PRESIDENT’S DAY
Ann Taylor: President’s Day Sale: Take An Extra 40% Off Sale + 40% Off 1 Full-Priced Item!
Ann Taylor: Shop Our President’s Day Sale Now! 40% Off 1 Full-Priced Item + Extra 40% Off Sale Items
Office Depot: Hurry In for President’s Day Deals + $10 Coupon
Norm Thompson: President’s Weekend Event: 15% MORE OFF SALE!
Sam’s Club: Save big during the Serta® President’s Day Mattress Event; online and in-Club Feb. 10-15, 2010!
Spiegel: President’s Day Weekend Savings! EXTRA 25% OFF Already-Reduced Styles!
Office Depot: Celebrate President’s Day All Week + $20 Coupon
Banana Republic: Celebrate President’s Day with 25% off! Today only!
LOFT Outlet: President’s Day Sale: 50% OFF Spring Styles + Free Shipping
Ann Taylor: This Weekend Only–Our President’s Day Sale! 40% Off 1 Full-Priced Item + Extra 40% Off Sale Items

OTHER
LOFT Outlet: Presidents Day Sale…Savings Throughout The Store!
Banana Republic: Happy Birthday Mr. President! Save up to 40% + Free shipping.
Macy’s: Free Shipping + 2-day specials at the Presidents Day Sale!
Buy.com: Presidents Day Deals: LG 42″ 1080p LCD HDTV $999.99, Sony Blu-ray Player $176.99, Altec Lansing Speaker System $89.99, Pentax Digital Camera $62.39,..

For the record, Wikipedia has the following to say about the spelling of the national holiday known as Washington’s Birthday:

Because Presidents Day is not the official name of the federal holiday, there is variation in how it is rendered. Both Presidents Day and Presidents’ Day are today common, and both are considered correct by dictionaries and usage manuals. Presidents’ Day was once the predominant style, and it is still favored by the majority of significant authorities—notably, The Chicago Manual of Style (followed by most book publishers and some magazines), The American Heritage Dictionary of the English Language, Webster’s Third International Dictionary, and Garner’s Modern American Usage. In recent years, as the use of attributive nouns (nouns acting as modifiers) has become more widespread, the popularity of Presidents Day has increased.^[10] This style is favored by the Associated Press Stylebook (followed by most newspapers and some magazines) and the Writer’s Digest Grammar Desk Reference (ISBN 978-1582973357).

Below is a typical inbox. Which subject lines best grab your attention? Which approach would work for your brand? Which one do you think is the worst performing? There’s only way to know – test it out!

Keep in mind:

• Best-in-breed email programs consistently test their subject lines.
• It is important to verify your past findings and current theories about subject lines instead of making assumptions.
• If you can increase your open rates even slightly by optimizing your subject lines, the potential to increase click and transaction rates increases.

Do:

• Be clear and direct.
• Be short – keep subject lines to 50 characters or less.  (test this out to make sure shorter is better for your brand)
• Do tell subscribers what’s new in this message.
• Remind subscribers when sales/events are ending.
• Try wistful, fun or emotional subject lines.
• Test personalization, symbols (%, $) and capital letters. Also, I have seen pipes (|) used successfully.
• Set your subscribers’ expectations during the opt-in process about what kinds of emails they’ll be receiving.
• Try incorporating offer codes in the subject line.

Don’t:

• Be deceptive.
• Be too long-winded.
• Deviate from your brand voice too much.
• Scream (use words in all CAPITAL LETTERS).
• Test once and then make long term decisions.
• Be afraid to have fun!
• Don’t confuse newsletters with promotions. If your email is a newsletter, put the name and issue of the newsletter in your subject line. If your email is a special promotion, tell the subscriber what’s inside. Either way, don’t write your subject lines like advertisements.

Subject line recommendations and solutions are not a one size fits all solution. Discover for yourself about what works best for you and what does not work. Don’t forget to document both your testing failures and successes. You do not want to forget what worked and did not work as you perform more tests. Also, you do not want to lose any testing knowledge as employees come and go.

Some subject line testing scenarios include:

• Short versus long.
• Mentioning a product type (shoes, savings accounts, cars, travel destinations).
• Mentioning of brand or style type advertised (Nike, Cargo Pants, Harry Potter, Rolling Stone, Jolly Ranchers).
• Using and testing placement of free shipping, percent-off or discount offers.
• Using language indicating urgency (limited time sale, 3 days only, etc.).
• Using language evoking curiosity or inspiration.
• Using first name personalization
• Including the company name.
• Using capitalization and abbreviations appropriately or intentionally inappropriately (Di$count 4U!).
• Including offer codes in the subject line.

A sample subject line test scenario: The 10-10-80 split

1. 10% of the subscriber list received Subject Line 1.
2. 10% of the subscriber list received Subject Line 2.
3. 80% of the subscriber list received the winning Subject Line.

The winner is most often determined by unique open rate but not necessarily all the time. In the case of including an offer code in the subject line, the winner might be determined by the number of sales generated by that offer code. In this case the subscriber does not even need to open the email for you to make a sale because they can often see the code from the preview pane alone.

If you are having a difficult time deciding what subject lines to create, get inspired by the content of the email or by your web analytics data (to see which content is recently popular on your site and which popular keywords are driving traffic).

When it comes to email marketing, the best subject lines tell what’s inside, and the worst subject lines sell what’s inside. But don’t take my word for it – you need to test, test, test this for yourself.