Advertising is Just A Shortcut For Product Selection

“Brands are not the rich sources of differentiation marketers like to think of them as, but short cuts through the complexity of decision-making.”
Ian Leslie

I have been fighting against the lofty term engagement for a long time.

There is time and place for marketing activities that are not only aimed at reach. However, they should be approached like investing and with the notion that those activities will most likely fail. In terms of majority of marketing budget, you need to focus on top-of-mind. There are too many alternatives out there to every product imaginable so as a consumer you cannot be bothered. You want to buy your stuff and focus on other more important things in life. Advertising provides a shortcut for product selection. Therefore it is crucial to keep reaching people all the time, be consistent and be different than your competition.

In your next social media seminar there will be an annoying social media guru waxing lyrical about engagement. On that instance, close your ears and keep in mind these essentials:

1.Focus on light buyers.
Like professor Andrew Ehrenberg nicely put it: “your customers are customers of other products, who occasionally buy your products”. If you are doing consumer goods, you are mass product and you need to do mass advertising.

2.Focus on socially inactive audience.
1% of the people actually create content, while 99% are lurkers. Not all your activities should be focused to lurkers, but majority. 1% rule applies to general content in Internet. People who are creating content about your brand are on your payroll or they are crazy. Or both.

3.Focus on being focused.
Marketing directors and advertising agencies have short attention span. They feel the need to fix something that is not broken. They feel the need to tinker a brand that is in good shape. They want to innovate when they should stick to their guns. If you want people to remember you, you have to be consistent.

If you will keep your focus, you will be doing effective advertising.

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