Guide to Better B2B Email Marketing Frequency

Email marketing is a tried-and-true method for B2B marketers to reach their target audience. Email marketing generates ROI, making it one of the most effective digital marketing channels.

However, it’s not just about sending emails randomly and hoping for the best. To maximize the effectiveness of B2B email marketing, marketers must carefully consider the frequency of their email campaigns.

In this article, we’ll explore the best practices for B2B email marketing frequency. You’ll learn how to balance staying top of mind and avoiding spamming your audience.

Why Email Marketing Frequency Matters

Before diving into B2B email marketing frequency specifics, let’s first understand why it’s essential. The frequency of your email campaigns can significantly impact your open rates, click-through rates, and overall engagement with your audience.

Sending too many emails can annoy and alienate your subscribers, leading to higher unsubscribe rates, lower engagement, and damage to your brand’s reputation. On the other hand, sending only a few emails can result in missed opportunities to engage with your audience. This will lead to lost sales and revenue.

person writing on white paper for email marketing frequency
Photo by Melanie Deziel on Unsplash

Finding the Right Balance

So how do you find the right balance between sending too many and too few emails?

There’s no one-size-fits-all answer, as the optimal email frequency will depend on various factors, such as your industry, target audience, and content. However, there are some best practices that B2B marketers can follow to ensure they’re striking the right balance.

Step 1; Consider Your Audience

Your audience is one of the most important factors to consider when determining your email marketing frequency.

You must consider who they are, what they want, and how often they want to hear from you. Some industries, such as technology or finance, may have a more active and engaged audience who wants to hear from you frequently. In contrast, others, such as healthcare or government, may have a more passive audience who prefers to receive fewer emails.

You also need to consider where your audience is in the buying cycle. If they’re starting to research potential solutions, they may want more information and educational content, which could justify more frequent emails. However, if they’re further along in the buying process and are ready to make a purchase decision, they may prefer fewer emails.

Step 2; Segment Your Audience

To ensure you’re meeting the needs and preferences of your audience, it’s important to segment your email list. Let it be based on various criteria, such as job title, industry, or buying cycle stage. By separating your list, you can send targeted and personalized emails relevant to each group. Thus, improving engagement and reducing unsubscribes.

For example, you could send more frequent emails to subscribers who have recently downloaded a white paper or attended a webinar. This means they’ve shown a higher level of interest in your content. Meanwhile, you could send fewer emails to subscribers who last engaged with your content a while ago. They may be at risk of unsubscribing.

Step 3; Test and Analyze

There’s no substitute for testing and analyzing your email campaigns to determine what works best for your audience. A/B testing can be a powerful tool for optimizing your email frequency. It allows you to compare the performance of different campaigns and make data-driven decisions.

When testing your email frequency, it’s important to track metrics such as open rates, click-through rates, unsubscribe rates, overall engagement, and revenue. Analyzing these metrics over time can let you discover trends and patterns in your audience’s behavior, which can inform your future email marketing strategy.

Best Practices for B2B Email Marketing Frequency

While there’s no one-size-fits-all approach to B2B email marketing frequency, there are some best practices that B2B marketers. You can follow to ensure you’re optimizing your campaigns.

  • Set Expectations: When subscribers first sign up for your email list, be clear about the frequency of your emails. Let them know how often they can expect to hear from you and what types of content they can expect to receive.
  • Be Consistent: Stick to your email frequency once you’ve established it. Consistency is key to building trust with your subscribers and ensuring they know what to expect from your brand.
  • Provide Value: Every email you send should provide value to your subscribers. Whether its educational content, industry insights, or promotional offers, ensure your emails are relevant and valuable to your audience.
  • Monitor Engagement: Keep a close eye on your email engagement metrics, such as open and click-through rates. If you see a decline in engagement, it may be a sign that you’re sending too many emails. It can also mean your content needs to resonate with your audience.
  • Optimize Your Frequency: Test different email frequencies to determine what works best for your audience. Start with a baseline frequency and gradually increase or decrease it based on your engagement metrics.
  • Consider the Time of Day: The time of day you send your emails can also impact engagement. Experiment with different send times to determine when your audience will most likely engage with your content.
  • Don’t Over-Promote: While promotional offers can be a powerful tool for driving sales, be careful not to over-promote in your emails. Too many promotional emails can turn off subscribers and increase unsubscribe rates.


Email marketing is a goldmine for B2B marketers, but getting the frequency right is important. By understanding your audience, segmenting your list, and testing different email frequencies, you can strike the perfect balance. This will be between staying top of mind and avoiding spamming your audience.

Remember to set expectations, be consistent, provide value, monitor engagement, optimize your frequency, consider the time of day, and avoid over-promoting. With these best practices in mind, you can maximize the ROI of your B2B email marketing campaigns and drive long-term success for your business.

Abir is a data analyst and researcher. Among her interests are artificial intelligence, machine learning, and natural language processing. As a humanitarian and educator, she actively supports women in tech and promotes diversity.

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