Opt in Opt out: Don’t misstep in the ‘marketing hokey-cokey’

creative consent

Opt in Opt out: Don’t misstep in the ‘marketing hokey-cokey’

Opt in opt out. Which should you choose? While GDPR did not lead to the mandatory opt in that many had feared. However, many are going all opt in, either through choice, pressure or compliance (farewell pre-ticked boxes). Some persist with a combination of opt in and opt out offers within a statement –something many wags call the ‘consent marketing hokey-cokey’.

Regardless of whether you are in, out, or indeed shaking it all about, here are some potentially uncomfortable truths that marketers must grapple with when it comes to consent marketing and permission statements.

Opt out generates far greater permission rates than opt in opt out is the passive option; if respondents fail to tick a box to stop further marketing contact, they remain on the database. But with opt in they have to actively find and tick a box to give consent (the mechanism increasingly favoured by regulators and for codes of practice). If they don’t tick, they must be removed from the marketing/ fundraising database. Impatient consumers tend to skim-read statements to pick out key facts. With opt out many consumers will consent by default; they assume the act of ticking is a commitment and so avoid doing so. Some will simply misunderstand.

At fastmap we refer to this as ‘bad’ consent. This means a percentage of the consents acquired via opt out are caused by impatience and confusion. Our figure below, based on our own quantitative research from thousands of opt in opt out permission statements, shows that the average level of consent achieved for an opt out statement is 63% (see the number marked ‘legal’) but for an opt in statement this drops to just 21%.

permissions marketing, opt in opt out

Rather than just accepting the inevitability of this reduction there are two factors that should be considered:

i) Quality versus quantity

The research indicates that of the 63% that provided consent through opt out (so can all legally be used), the vast majority (88%) did not intend to. This is ‘bad’ consent. This is in sharp contrast with opt-in respondents of which over 60% intended to provide consent, which we refer to as ‘good’ consent. So whilst your database might be smaller there is a likelihood response rates could increase. You might consider reviewing the relative strengths of your communication channels. Some of the more expensive media may become cost-effective again when directed towards more responsive “opt-inners”.

ii) Minimise the reduction

There is a significant difference between the worst and best performing permissions marketing statements. Pragmatic marketers are planning how they can ensure the volume of data collected through opt in is as high as possible by optimising both structure and language by careful testing.

Read about the three key pillars that influence consent – www.fastmap.com/pillars

Download our guide to the complexity of consent – www.fastmap/complexity

What makes consent an ‘elevator pitch’ – www.fastmap.com/elevator

How consent can be about quality, not quantity – www.fastmap.com/types

Download the 11 Steps to Your Consent and Permissions whitepaper – www.fastmap.com/11steps

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