The issue of using lists of email addresses generated by someone other than you continues to be a hot topic. I received an email this week asking for my opinion about using a list provided by the organizers of a trade show.   

Here was the question:

I have a large list of names/emails from a trade show that we attended. The list was given to all the vendors who partnered for the show. So it’s valid. There are many organizations on the list that registered multiple individuals under a single email address (probably an HR person). Does it violate CAN-SPAM to extrapolate the valid email addresses for the registrants on the list via the email pattern of the given email (i.e. first initial last name @org.com)? 

Here was my answer:

Unless the show attendees specifically gave organizers permission to be contacted by vendors, you do not have permission to send them anything through email. It is a common misunderstanding that addresses acquired through trade shows are fair game. Just because the show organizers share their list with you, it does not mean the participants said they could. And it certainly would be spam to then try and figure out other attendee names by following the pattern of the names you do have and send them email.

The bottom line remains simple — only the individual can give you permission, not a third party. Show organizers often want to dangle that list in front of vendors as an incentive to participate, but they rarely have the right to do so. Beware of such an offer, and ask yourself if it is worth it.

Follow-up

For the record, the person who sent me the question is a stand-up guy looking for ways to build business within the rules. He was checking back with the organizers to establish what level of permission they were given. A way around this situation would be to send individual emails to show attendees asking if they would like to receive email communications from you. If they say yes, it is all good. If they don’t respond, then you have your answer there as well.

In searching for keywords that people use when seeking information about email newsletters, I made a rather disturbing discovery. The No. 1 term searched for was “email lists.” Apparently, last month more people searched for information on purchasing a list of email addresses than newsletter design, writing, deliverability or email marketing combined. And the news only gets worse. Nine of the top 20 search terms related to email newsletters had the word “list” in them. It became quite obvious to me (I’m quick that way) that some marketers are more interested in getting their message to as many people as possible than crafting whatever the message actually is.

Not to be a negative Nellie, but this is not a good indicator of sound judgment – much less knowledge of spam laws. Sending an email newsletter about your company to clients, (qualified) prospects and other legitimate contacts should be about building relationships with those who have given you permission to communicate with them.

It is about delivering content created specifically for that audience. It is about building loyalty. Sending email newsletters to a list gathered by a third party based on demographics is an absolute waste of time and money. Even if it gets past the spam filters, few recipients welcome unexpected email from someone they don’t know.

That is no way to begin a business relationship. Be patient and gather your email addresses the old-fashioned way. Ask for them. Then you will have a list of recipients who should actually be anxious to hear from you. And that is a good thing.

I need to be honest about something. After a few weeks of monitoring online conversations through TweetDeck and Google Alerts on the subject of email newsletters, I had become a bit disheartened. There apparently are a lot of people out there complaining about getting newsletters they didn’t ask for, can’t unsubscribe from, or simply add to the chaos of their bulging inboxes.

Does that mean that email newsletters are no longer viable, and we will be communicating in 140-character chunks for the rest of our online lives? Hardly. In fact, after momentarily doubting my life calling and expenditure of all available (and future) funds, I was struck by a bolt of truth that reminded me why I remain so excited about this powerful tool.

People simply don’t care about things they don’t care about, so when you try to send them something they didn’t ask for, the reaction is rarely positive. The davemail business model is based on providing a way for our clients to reach the people with which they have permission to communicate – their customers, clients, members or supporters. In other words, they are talking to people who will gladly listen.

To keep them listening, they need to provide useful, informative content delivered creatively and consistently – which is where we come in. Just as with dating, getting someone to go out with you once hardly means you are headed for years of marital bliss. You have to work for it, not take them for granted and throw in a surprise once in a while.

So it’s OK that people complain about the newsletters they shouldn’t be getting in the first place. They have a right to be mad. Just as they have the right to let a business know they don’t appreciate getting coupons three times a week by clicking “bye-bye” at the bottom of the mailing.

As the recipient, you are in control. And as the sender, it is our job to keep it real so you stay with us. And that is a challenge that makes me smile.