Businesses are reaching out to customers today in more ways than ever before—by social media, chatbot, mobile messaging, SMS, phone call, email, online advertising, TV and radio ads, and print… Phew! But of any marketing channel, email still delivers the best return on investment (in both time and money) and remains the key strategic channel for 91 percent of marketers (DMA, 2019). For hoteliers, modern tools to automate and personalize guest email communications make email one of the most efficient and effective ways to acquire and retain new customers.
While email marketing has been around since the 1990s when the internet revolution changed our lives, email marketing strategies have changed a lot since then. Here are our tips for doing hotel email marketing right in this new decade.
Grow Your Email List
Since the introduction of anti-spam and data protection laws like CASL and GDPR that were designed to protect consumers, marketers have had to adhere to stricter rules regarding sending emails, like compiling permission-based email lists. Such laws have helped to ensure B2C communications are reaching more engaged and receptive audiences, which is a win for both consumers and businesses.
It’s important to keep growing your email list in an organic way. Allow customers and potential customers to opt in through your website (for example, newsletter sign-ups and through your online booking engine), and encourage them to do so via other channels too, like social media, mobile messaging, booking confirmations, on-property signage and even in person upon check-in. Make the value of joining your mailing list obvious, whether for exclusive perks and discounts or for local travel tips and advice.
Also very important is to make sure all email marketing communications include an opt-out (unsubscribe) option in the footer of every email.
Use Data to Deliver Relevant Content
When it comes to routine emails that are directly tied to guest reservations and focused on building a loyal relationship, like booking confirmations, pre-arrival emails and feedback requests, targeted communications can be automated by your property management system (PMS), whereby relevant content is triggered by booking data (such as room and rate types, and check-in and check-out dates).
When it comes to sending promotional emails (like specials and package promotions, birthday or anniversary offers, exclusive discounts, or property news and events), the key to delivering relevant content is segmenting your mailing list and tailoring content to fit those segments. This depends greatly on customer profile data stored in your PMS or CRM, including demographics, interests, previous stay and spend history, etc. Segment your list in a way that makes sense for your property, for example, by highest-value customers, industry demographics (business guests, leisure guests, families, etc.), purchasing history, geographic location, etc.
Keep To the Point and On Brand
In our era of digital media, attention spans have become shorter. Inundated with choice, online consumers have become adept at skimming and scrolling at top speed. If we don’t get the information we need instantly, we move on to the next site—or delete the email. We don’t have time for long-winded paragraphs of text.
Just like current hotel website design trends highlight simple, clean layouts, concise text and captivating images that do most of the talking, marketing emails should follow suit. Grab and keep your customers’ attention with well-written and to-the-point textual content, and a simple, visually pleasing design that reinforces your brand.
Include Strong CTAs
Make it clear what your customer’s next steps should be by including a strong call to action (CTA), whether you want to encourage customers to contact your front desk, or direct them to a dedicated landing page for more information.
For example, a booking confirmation email might also promote upgrades and add-ons with an “Enhance My Stay” button that takes the customer to the “Amenities” page on your property’s website, and/or directs them to contact your front desk via the provided email address or phone number. An email promoting your latest special package could include a “Book Now” button that takes recipients directly to your online booking engine, with the package pre-selected. An email requesting guest feedback about their stay should include an in-email survey or a CTA (such as a “Review My Stay” button) that takes them directly to the feedback form on your preferred review platform.
Ideally, customers should be able to achieve the desired result with a single click, so send them exactly where they expect to go upon click-through. And always include an email address and phone number for your front desk, along with an invitation to contact you with any questions or special requests.
Use Subject Lines That Make Value Clear
Over the years, email subject lines have become increasingly important for cutting through the chatter and they have a direct impact on open rates. It pays to put some thought into them.
Just like email content, the subject line should also be brief and to the point. It should clearly communicate the benefit or value to the customer. For example, the subject line for an email promoting a new package could read something like, “Wine, dine and recline in Kelowna.” The subject line for a special offer could go something like, “Enjoy an extra night in Brisbane on us.” A request for feedback, something like, “Help us make your next stay even better.” Pique curiosity about renovations with a subject like, “A sneak peek at our new pool… opening soon.” Avoid the hard sell and instead tell customers how what’s inside can benefit them. Put yourself in their shoes and ask yourself, “Would I open this email?”
Make It Mobile Friendly
Various reports conclude that more than half of all emails are now opened on mobile rather than desktop. And if an email doesn’t display well on mobile, it’s immediately deleted in more than 70 percent of cases—no matter how good the content is.
From booking confirmations to special promotions, all your emails should be mobile friendly. The easiest way to do this is by making sure your PMS or CRM solution offers responsive email templates. Then, think mobile-first when designing the layout of your email by keeping image sizes in check, keeping paragraphs short, using buttons instead of linked text, including image ALT text, and linking to your property’s social media accounts. Once your template is set up, send yourself a test email and check it on both mobile and desktop before sending it to customers.
Automate, Automate, Automate!
With modern PMS and CRM solutions, managing guest email communications is almost effortless. As mentioned above, templates can and should be set up for booking confirmations, upgrade offers, pre-arrival, check-in/welcome, in-stay, check-out and post-stay emails that are triggered by reservation data such as stay dates, and room and rate types. Pulling data directly from reservation information, including the guest name, automated emails save hoteliers significant time while personalizing communications.
Test & Track Engagement
Finally, make sure your email marketing is working by tracking engagement, and testing and tweaking to improve results. Customer engagement and ROI can be measured by tracking open and click rates and, of course, revenue generated by email campaigns. Test what works best by trying different subject lines, CTAs, message length, delivery times, and track those results too. Modern email marketing platforms provide real-time tracking and reporting that makes analyzing campaign success easy.
Staying in touch with customers is critical to winning bookings and guest loyalty, and email is still one of the best ways to do it. Automating guest email communications, modern hospitality technology ensures hoteliers deliver personalized communications to each and every guest at the right time. Ask us about WebRezPro PMS’ automated email templates and direct integrations with hospitality CRM platforms that make guest email communications a breeze.