The Beginner’s Guide

to Email Marketing

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Table of Contents Introduction
Over the past few years, email marketing has gone from
Introduction 04 being just another rung on your company’s digital marketing
strategy ladder to an undeniable necessity. The good news
The Types of Marketing Emails 06
is: 99% of consumers check their email every day. The bad
Getting Set Up 12 news is: with an increasing number of brands investing in
email marketing, it’s harder than ever to capture your contact’s
Email Design Tips 17 attention and engage them in meaningful conversations.

Executing a successful email marketing campaign is not as

Email Marketing Metrics 21
easy as it may seem. Anyone who’s tried email marketing
Staying Compliant 24 knows it’s not as simple as quickly drafting a message and
hitting send. After making sure you’re complying with CAN-
Conclusion 27 SPAM regulations, you have to access the right tools and
software, design attractive and engaging emails, create
different types of emails for all different situations, and track
your metrics.

Today, the key to crafting a successful email marketing

strategy lies in creating trust with contacts and building
genuine, long-lasting relationships with them. Effective email
marketing takes time, effort, listening, analytics, and a strategy.
But don’t worry: This guide will take you step-by-step through
how to get started with email marketing.

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HubSpot’s Email Marketing
Certification Course will teach
you how to:

1 Master email marketing fundamentals

Over the course of 11 lessons you

Create a contact management strategy can complete on your own schedule,

2
this free educational series will teach you
Learn how to segment contact lists how to be a successful email marketer,
3
from creating and sending emails to
Create and design marketing emails analyzing email campaigns.
4

Understand email deliverability

5
Take the course
Analyze marketing email results, and more!
6

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The Types of Marketing Emails
The most successful marketing emails are Newsletters
not sent on a whim, but are instead part
A newsletter is an email you send
of a larger, calculated strategy. Whether
regularly to certain segments of your
you are launching the first email marketing
email list that helps you interact and
campaign for your brand or looking to
build relationships with your leads and
revamp an existing email marketing strategy,
customers. Typically, these newsletters are
the first step is determining your intention.
summaries of recent content you created
Why are you sending out an email? (Tip: it’s
and a place for announcements or
not because “everyone is sending emails”—
updates. They are an increasingly popular
think about why YOU want to send an email.)
type of marketing email, but not every
To determine your email marketing brand needs a newsletter.
intention, answer this question for yourself:
A newsletter can be beneficial if you’re
What do you hope to achieve through your
trying to generate leads and traffic to your
email marketing campaign? Your intended
site, maintain relationships, better qualify
goal will determine which type of marketing
leads, and close more deals. If your
email you should send.
brand’s goals line up with any of those,
To help you decide which type of marketing you need to craft killer email newsletters,
email will best help you achieve your goal, like this one from Freelancing Females.
read on for the major marketing email types:

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Lead Nurturing Emails
Lead nurturing emails are usually part of a connected series that
guides users further down your sales funnel. They’re launched
automatically whenever a user takes a specific action, such as
downloading a content offer on a landing page or requesting
a trial. To maximize your returns with lead nurturing emails, it’s
important to segment your audience by behaviors so you’re
delivering highly targeted messages to readers at every stage of
the buyer’s journey.

Here’s an example of a lead nurturing email from Hungryroot,

a grocery delivery service. It includes a discount, a link to sign
up, and a giveaway. This offers leads a few opportunities to take
different actions based on how ready they are to take the plunge
into becoming a customer.

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Informational Emails
Similar to a newsletter, this type of email delivers an update
to a large group of readers. In these emails, you could send
announcements relating to:

• New content

• Product updates

• Upcoming events

• Event updates

• Co-marketing partnerships

For example, if you want readers to sign up for your webinar,

your informational email should contain facts pertaining to
registration windows, times and dates of the event, a short
description, and how readers can sign up.

Here’s an informational email from American Airlines that

tells recipients about a new feature, touchless kiosks.

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Transactional Emails
Once you’ve grown your email list a little bit, how do you engage the prospects and customers you have a relationship
with? Transactional emails are automatically triggered when a reader performs a specific action, such as signing up for
your newsletter, purchasing a product, and so on. The most common forms of transactional emails are:

CONFIRMATION EMAILS KICK-BACK/THANK YOU EMAILS WELCOME EMAILS

Confirmation emails should be just Whenever a prospect, lead, or customer Welcome emails are the perfect
that—confirmation emails. To avoid fills out a form on one of your landing option for thanking and providing
any confusion, keep these emails pages, a kickback email should more information to people who
simple, with just a brief summary automatically get triggered after their have signed up for your newsletter,
of the information your recipients submission. Depending on the form, product trial, or other offer. Use your
would want you to confirm. Try these kickback emails are often referred welcome email to showcase your
not to fuss with the design, as they to as thank-you emails. Be sure not brand’s personality and to highlight
simply want to know that the action to overcomplicate the appearance of the value that recipients can expect to
they took was completed so they these emails. The reader isn’t looking receive. If you’re welcoming new users
can save the information, have for additional information, but rather the to a product or service, the welcome
peace of mind, and move on. offer or content they already know they email is a great place to explain how
redeemed. everything works and what users need
to do in order to get started.

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New Content Announcement Email
When you are ready to announce your next sale, ebook,
webinar, coupon, free trial, or any other promotion, use a new
content announcement email to spread the word. The main
feature of new content emails is a prominent CTA (call to
action). You will want to use this email format sparingly and
for offers and content you particularly want to highlight.

When it comes to designing an email for a specific offer, the

main component to keep in mind is the offer itself. You want
the copy to be brief but descriptive enough to convey the
offer’s value. In addition, include a large CTA image/button
underneath the copy to make the action you want email
readers to take crystal clear.

Take a look at this email from Minted, a stationery company.

With clear calls-to-action, the artwork speaks for itself and it’s
easy for customers to quickly browse the new designs.

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Product Update Email
Many companies choose to send weekly
or monthly product digests to keep their
customers or fan base up-to-date with
the latest features and functionalities.
These product update emails can be
tough to write because their content is
typically not as flashy as an offer email.
That said, it’s important to keep these
Event Promotion Email
emails simple and straightforward.
Don’t overlook email when promoting the upcoming event you’re hosting.
To keep your email subscribers on
If you want to invite your contacts to an event and motivate them to register,
their toes, rather than inundating your
it’s extremely important to clearly showcase why that event is worth their
contacts with a slew of emails about
attendance.
each individual product update, consider
A great way to do so is through visuals. A lot of events cost money to attend,
sending a sort of roundup of new
and most cost a pretty penny. So if you want to attract registrants, cut down on
updates or products periodically. For
the copy and show potential registrants why the event will be awesome. Have
each update you list, include a large,
your design team create some killer visuals to promote in your event email and
clear headline, a brief description, and
across your social media accounts to garner across-platform interest in your
an image that showcases the product or
event, and ensure no one goes uninvited.
feature. It’s also worth linking to a custom
page for each feature to make it easy for Check out this email from Growth Marketing Conference. Paired with an
recipients to learn more about it. eye-catching visual, the registration link is included several times throughout,
making it easy to sign up.

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Getting Set Up
Before you can send your first marketing email, there are some ducks left for you to get into a row.
There is an array of tools and tech that you’ll need to successfully launch your marketing emails. To set
yourself up for success, make sure you’ve checked all of these steps off of your email marketing to do list:

Choose an Email Marketing Service

Here are examples of features services like HubSpot
An email marketing provider (ESP) is a great
offer to consider when choosing an email service provider:
resource if you’re looking for any level of support
while fine-tuning your email marketing efforts. • CRM platform with segmentation capabilities

HubSpot’s Email Marketing tool allows you to • Good standing with Internet Service Providers
efficiently create, personalize, and optimize
• A positive reputation as an email service provider (ESP)
marketing emails that feel and look professional
without designers or IT. There are a variety • Easy-to-build forms, landing pages, and CTAs

of features to help you create the best email • Simple, stylish email templates
marketing campaigns and support all of your email
• Automation
marketing goals.
• Simple ways to comply with email regulations
Additionally, you can analyze the success of your
email marketing so you can share the data that • Ability to split test your emails

matters most to your business with your team. The • Built-in analytics
best part? You can use HubSpot’s Email Marketing
service for free.

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Choose a CRM with Free Email Marketing
Instead of shopping around for an ESP, you could choose a CRM HubSpot’s email tool gets more powerful as you
that includes free email marketing tools. With a CRM, you get grow. If you upgrade to Marketing Hub Starter, the
full insight into the customer’s journey with your brand. You’re amount of email sends you have will scale with the
able to ensure your marketing is not seen out of context, and number of contacts you have in your account, and
better understand how each action you take is turning leads into you’ll be able to connect an email sending domain to
loyal customers. For example, the addition of email marketing HubSpot. Upgrading to Marketing Hub Professional or
tools into the free HubSpot CRM helps to optimize business’ Enterprise, you’ll unlock premium features such as A/B
understanding of their customers. testing, Smart content, and the ability to send an email
at the same time across time zones, upping your email
For non-designers, a host of email templates is crucial, with
marketing game.
options available for everything from newsletters to holiday
celebrations. HubSpot’s email tool includes an intuitive drag and
drop email editor that makes it easy to style the email to match
your brand and create a compelling message for your customers.

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Implement Email Segmentation
and Create Lists
Email segmentation is the act of breaking up your
large email list into sub categories, or smaller lists, that
pertain to your subscribers’ unique characteristics,
Here are some ways you could break up your list:
interests, and preferences. The subscribers to your
marketing emails are humans, after all, and we should 1. Geographical location

do our best to treat them as such. That means not 2. Lifecycle stage
sending generic email blasts. Segmentation is a vital
3. Awareness, consideration, decision stage
part of email marketing because if you send the wrong
content to the wrong people you run the risk of losing 4. Industry
subscribers. 5. Previous engagement with your brand
The first step in email list segmentation is creating lead 6. Language
magnets and opt-in forms for each part of the buyer’s
7. Job title
journey. That way, your contacts are automatically
divided into separate lists depending on what
triggered their subscription to your marketing emails.
Beyond that, email marketing platforms allow you to
segment your email list by contact data and behavior
to help you send the right emails to the right people
and move leads closer along their journey to becoming
brand advocates.

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Incorporate Automation in
the Form of Workflows
Automation is putting your list segmentation to use.
Once you’ve created specific subgroups, you can
send automated emails that are highly targeted.
One way to do this is by using workflows. Think of
workflows like a flow tree with yes/no branches that
will execute actions based on the criteria that you set.

Workflow tools are smart enough to know if a user

opened an email or downloaded an offer, and it will
set off a series of actions based on that behavior. That
means, it can send an email series, or even change
a prospect’s lifecycle stage based on what a user
does. The best part is, workflows are smart — they can
change the course of your automated series based
Source: HubSpot
on what your prospect will find useful. For instance, if
a new subscriber receives a welcome email and the
subsequent email is set up to send them an offer that
they already found and downloaded on your site, the
workflow tool will know and adapt. In an autoresponder,
a user receives a specific set of emails at specific time
intervals no matter what action they take.

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RSS Feeds
RSS stands for “Really Simple Syndication” and is an
easy way for blog readers to be able to subscribe to
your blog and get regular emails with new blog posts.
This takes a lot of the work out of the equation for
marketers because you don’t have to manually add
new blog posts to an email template and send it out
daily/weekly/monthly/quarterly. HubSpot allows you
to create an email-based subscription to your external
blog using an RSS feed. Easily create a list of blog
subscribers using a HubSpot form and an external form
field, then create a new RSS email that will pull in new
posts to the template of your choosing.

Check out the step-by-step guide on setting up

an RSS-to-email blog subscription using HubSpot.

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Email Design Tips
Now that you have all of the tools and Your Email is Only as Strong as Your Subject Line
know the best practices on how to send
Considering your email subject line is the first thing anyone sees when
your marketing emails, it is time to consider
you send them an email, its importance cannot be overstated. Your
what you want your emails to look like.
subject line should capture their attention so they want to open the
The content and design of your marketing
email and continue reading. The best subject lines:
emails will be what sets your brand above
the competitors in your field. Enticing • Grab the attention of your readers in as few words as possible (less is
design and brief, responsive copy are more).
how you effectively keep recipients reading • Provide some sort of value and/ or information that makes them want
and interacting with your email content. to open the email.
To ensure your emails stand out in • Summarize what recipients are going to read and/ or see once they
subscribers’ crowded inboxes, here open the email.
are our email design best practices:
• For more subject line-inspo, check out the best we have ever seen.

Here’s a great example of a subject line from Trello:

it’s short, to the point, and eye-catching.

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Stay on Brand
As soon as your email recipients open your message, they
should know the email was sent from your company —
meaning your email should be branded to the point that they
don’t need to look at who’s sending the message to know it’s
from your business.

To maintain your brand voice and appearance through your

marketing email, be sure to use a consistent tone through
your email content, your social accounts, and your web site.
Incorporate the same colors and fonts in your email design
as you have across all platforms as well. And of course,
display your signature logo prominently. With email design,
consistency is key. A consistent design and tone will remind
your subscriber what they love most about your brand, its
uniqueness!

Here’s an example of a nicely designed, branded email

from Trello that incorporates their brand’s personality and
character throughout.

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Enhance the User Experience
Subscribers are likely to be turned off by cluttered,
unorganized emails. Your email will appear too
overwhelming and time-consuming to deal with,
and you’ll increase your chances of abandonment.
Instead, organize your layout with an eye on user
experience (UX).

Leave white space and strategically place your written

and visual content in the email so it’s organized and
easy to navigate. This will also improve your email’s
professional, thoughtful feel, which ensures readers
are able to find the information they want and need
to enjoy their interactions with your business’s email
content.

Additionally, enhancing user experience means using

a responsive design. A responsive design means
your email changes format to fit the screen it’s being
viewed on, whether it’s on a desktop, laptop, or
mobile device. Recipients will be able to read your
emails with ease no matter where or how they’re
viewing them. Responsive design enhances user
experience and improves email subscriber retention.

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Don’t Forget Your CTAs
Calls-to-action (CTAs) are used to convert your email
recipients. They may be used to get your recipients
to follow you on social media, visit your website, or
become paying customers. CTAs should be visible,
enticing, and clearly show why they’re valuable to
click. Additionally, you might choose to personalize
your CTAs to tailor them towards specific recipients —
this tactic has been proven to increase conversions.

Remember, as much as CTAs are proven to work,

keep an eye on how frequently you are using them.
Too many CTAs in one email may overwhelm your
subscriber and cancel one another out. Instead,
design each email around one or two relevant CTAs
with the goal of your email in mind to increase your
chances of their interaction.

See here how Trello uses smaller CTAs throughout,

then a larger, card-style CTA at the bottom.

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Email Marketing Metrics
To gauge your email marketing efforts, you’ll want to track a few important metrics. Which metrics you measure
will depend on your goals. The goal of your company’s email marketing may be very different from the goals of
another company, even one like yours. In fact, it may even vary within your own company over time.

Here are a few of the most important email metrics you should be tracking:

Clickthrough Rate Conversion Rate

Expressed as a percentage, CTR represents the ratio of A conversion is recorded anytime a reader takes action
people who clicked on one or more of your links to the total after following a link in your email. Similar to your CTR, it’s
number of people who opened your email. CTR gives you measured as a percentage. So if the goal of your email
immediate insight as to how engaging your content is for is to get readers to sign up for your next webinar, and
your readers. 300 readers out of 10,000 do actually sign up, then your
conversion rate would be 3%.
PRO TIP

If your clickthrough rate isn’t yet where you want it PRO TIP

to be, revisit your email list segmentation to make sure To increase your conversion rate, try creating
you are sending the most relevant content to the right mobile-optimized emails with enticing CTAs to
people. Take an eye at which links people are clicking, make converting reading emails into action as easy
then eliminate the ancillary links that aren’t getting as possible for your subscribers.
as much love.

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Bounce Rate List Grow Rate
An email bounce happens anytime an email cannot be To track the growth of your list, you’ll need to pay attention
delivered. These bounces are distinguished as “hard” or to the rate at which your email list is growing. Your email
“soft”, depending on the circumstances. A hard bounce is marketing database will naturally degrade by about 22.5%
due to inactive, closed, or incorrect email addresses. This each year as people switch jobs, abandon old email
is a common problem with purchased lists. Hard bounces addresses, and unsubscribe, which makes growing your
prevent the email from being delivered in the future and list and paying attention to this metric even more crucial.
can cause major (and sometimes long-lasting) issues for Unless you’re refreshing your contacts database with fresh
your brand. leads every year, your marketing strategy will be based on
a dying asset.
A soft bounce is less serious and not as permanent; it
happens when your recipient has a full inbox or their email
server is down, for example. When this occurs you have PRO TIP
two options: Wait to see if the provider resolves the issue To grow your list, try running giveaways
and delivers your message, or resend your message to any or contests for new subscribers. On-brand
addresses marked with a soft bounce. incentives are a great way to give your
email list a subscriber boost.
PRO TIP

When a hard bounce happens, immediately remove

that email from your subscriber list. To combat a soft
bounce, authenticate your email to ensure it gets
delivered to your reader and occasionally rid your list of
subscribers who haven’t interacted with your brand in
some time.

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Email Forwarding Rate ROI (Return On Investment)
These important figures represent the percentage The ROI for email marketing is no different than what you’re
of readers who clicked on a “share this” button or a already used to: How many of each type of lead did you generate
“forward to a friend” link. In both cases, your email via email marketing? How does this translate to potential revenue?
recipients are spreading your brand’s message Actual revenue? These are the types of metrics that will help you
to help you generate new leads. Growth-focused show your boss and your sales team how valuable email marketing
brands and those hoping to create evangelists must is as a channel that drives real, tangible results. You should be able
improve both of these numbers for success. to find a direct correlation between your email marketing and your
positive sales numbers right there in black and white.
PRO TIP

To up your email forwarding rate, include a small PRO TIP

CTA at the end of each email urging subscribers To maximize the ROI for your marketing emails, send
to share your message with a friend. Sometimes your emails on the day that they have the most
subscribers just need a little nudge in the engagement. Track your email performance until you
forwarding-direction to share your email. determine which day’s emails perform best. Moving your
weekly newsletter from Monday morning to Wednesday
afternoon may be the decision that catapults your ROI
to the next level.

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Staying Compliant TIP #1

Include an Unsubscribe Link

CAN-SPAM (Controlling the Assault of Non-Solicited
It may seem counterintuitive to give people the chance to leave
Pornography And Marketing) is an act that gives
your list, but it’s actually a good thing. There’s no point in keeping
recipients the right to have a business stop emailing
someone on your list who doesn’t want to be there. And you’ll see
them. Violating this act can result in penalties as
lower open and engagement rates by making it hard for people to
high as $16,000 per email. Additionally, in May of
unsubscribe.
2018, the European Union put the General Data
Make it as easy as possible for users to unsubscribe once they do
Protection Regulation (GDPR) into effect. This
hit that link at the bottom of your emails. If recipients have to jump
decision was followed shortly by the United States
through several hoops and a myriad of questions, they’re more
and other countries implementing privacy policies
likely to bail on the process and flag your emails as spam. Again,
and laws of their own that reflect the regulations
this will only hurt your sender credibility.
outlined in the GDPR requirements.

To avoid being fined for violating either of these

TIP #2
acts, always keep these rules in mind:
Remove People Who Have Unsubscribed
Next, you have to physically remove those who unsubscribed
from your list within 10 business days, according to CAN-SPAM
regulations. Generally speaking, your email service provider
should have a feature that helps automate this process so you
don’t have to get stuck doing it manually each time.

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 TIP #4
TIP #3

Include Your Physical Location in How to Avoid Being Blocklisted

Your Email Signature When someone marks your email as spam, they’re
essentially blacklisting you. This makes it extremely
Many email providers are making this a required
tough to reach them in the future since your emails
feature, but not all of them have implemented
will be automatically filtered out. Unfortunately,
it yet. Either way, you should always include
sometimes even CAN-SPAM compliant emails
your physical location (in the form of a valid
wind up in the junk folder.
postal address) in your emails. While this may
seem unimportant, it’s an ideal way to show To avoid this, it’s important to ask your recipients to allowlist your emails.
transparency in your brand. A simple address An allowlist works the opposite way a blacklist does: By adding the
builds trust for your readers and proves that sender’s email address to the person’s contact or address book, your
you’re a credible, accountable sender to your recipients will mark your emails as trusted and important instead
email service provider. of as junk.

One way to ask subscribers to add your email to their address book?
Ask them in your thank-you message that pops up whenever a visitor
subscribes to your list. If you skip this crucial step, many readers could
miss your messages even though they actually want to hear from you.

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 HubSpot’s Email Marketing Tools
Now that you know the basics of starting an email marketing program, it’s
time to hone your skills and get more comfortable using email tools. Sign
up for HubSpot’s email marketing software and start customizing templates,
sending out a newsletter, or creating a blog email subscription.

Get started for free

Email personalization
Free, beautifully
designed templates

Drag-and-drop editor
A/B testing and
analytics, and more!
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Congratulations, you are now prepared
to try your hand at email marketing!
With the basics of email marketing now under your belt, it’s time to take advantage
of email – one of your brand’s most powerful marketing tools. Follow the tips in this
ebook and you’ll find that you don’t need to be a seasoned email marketing
expert to see a positive ROI in a short amount of time.

To get started, work on building your email list so you can eventually nurture and
develop an audience that’s highly engaged and interested in what you have to offer.
Then, figure out how to segment your list as soon as possible so you can deliver
automated messages that are specifically suited to your readers’ needs depending
on where they are in your sales funnel. And monitor the important metrics we covered
to gauge how well your emails and offers are resonating with your audience.

By the time you’ve completed all of this, you’ll have a solid foundation of
email marketing to build all of your successful campaigns on. Good luck!

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