Business Netiquette

Spamming and Junk E-Mail

Why is marketing through "direct mailings" to e-mail addresses and newsgroups off limits? Much of the aversion to this kind of commercial activity comes from the fact that the Internet originated as an academic and scientific habitat. While users of the Web are now much more diversified, the Web community still expresses distaste at what they call "crass commercial advertising," according to Bryan Pfaffen-berger, author of World Wide Web Bible (MIS:Press, $29.95, 800-288-2131).

Of course, companies all over the world are still finding that the Web is an excellent place to market their products. So how do they do this without offending potential customers?

Jason Catlett, president of Junkbusters Corp. in Green Brook, New Jersey, maintains a Web site called Junkbusters, which contains a comprehensive collection of information about junk e-mail, junk mail and junk telemarketing. Catlett believes that small companies can market online--as long as it's done within the bounds of "good behavior."

"The basic rules are: Don't spam, and don't post commercial messages to newsgroups that have rules against these types of messages," Catlett explains. "Most newsgroups--especially those that are moderated--post a message containing regulations for those visiting and using the group."

Catlett says the best way to market on the Web is by getting people to come to your Web site, instead of sending your message to them. One of the best ways to attract potential customers to a site is to give free information to those who visit. For example, you can have a page of links related to your product or service. If your company sells handcrafted furniture, you can link to information about types of wood. Or, if your company provides editorial services, your site can link to online reference books.

"Rather than spamming, attract people to a commercial site by giving away useful information," Catlett says. "Some companies react with, `If we give it away free, that's money we're not getting.' But many companies understand that free, useful stuff can be the best form of advertising. The trick is to find giveaways that are attractive to the kind of people who would buy your goods or services."

Another way to successfully market online is to offer to e-mail people updates of the information you're providing on your Web site.

"Because of the bad reputation of junk e-mail, we don't think that a good, honest business can effectively use e-mail for marketing," says Jeremy Moulton, who has operated The Moulton Company, a computer training company in Columbia, Maryland, with his father, Pete, for almost 20 years. The Moultons are also hosts of the Dial-A-Nerd radio show, which answers listeners' computer questions. The Moultons use a combination of humor and information on their Web site to attract potential customers for their training services. Their Web pages include transcripts from their radio show, humorous top-10 lists, summaries of their seminars and their professional credentials. "Companies can offer to e-mail technical tips or newsletters to subscribers (that is, those who register by filling out a form at a Web site), or ask customers if they want to receive product updates," Jeremy says. "But the companies should always offer the option of discontinuing the messages."

Online communication is still being pioneered, so--until we've laid down the laws that govern it--remember to mind your manners.

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This article was originally published in the November 1997 print edition of Entrepreneur with the headline: Business Netiquette.

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