Tag Archives: direct response

Can Marketing Cure What Ails You?

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Eye Protection
A recent article in the New York Times got me thinking about the psychology of marketing again, and how some basic principles are used or under-used in social media marketing.

“Warning: Habits May Be Good for You” explores how an anthropologist turned to marketing experts from CPG companies like Procter & Gamble to help increase the incidence of hand-washing with soap after using the toilet in the nation of Ghana to improve the health of children.  Obviously, this was an important effort and I was encouraged to see marketing practitioners as instrumental in helping achieve success in this endeavor.

As I was reading the article, it struck me that many of the techniques used are found in Robert B. Cialdini‘s classic Influence: The Psychology of Persuasion. I’d lent out my copy a few years ago and, thankfully, had to buy a new version which includes an epilogue written by Dr. Cialdini in 2007.  My re-read then triggered a few thoughts on social media.

If the social media crowd can stop navel-gazing long enough to do some quick research and scientific work, boy will money be made. [More after the jump.]

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Seth Godin and common sense marketing

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Purple CowSeth Godin and I have, unsurprisingly, a similar attitude toward marketing.  Compare, for example, his post What Do You Know? with my People Don’t… post of a few months ago.

Both basically remind the marketer that your “targets” (and this probably isn’t a great term) really don’t care about you and that the rules have changed in the Web 2.0 world.
Creative Commons License photo credit: psd

Co-op coupon cornucopia

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MailboxFor the first time in a long time I took a few minutes to run through the Valpak co-op mailing I received last week.

After a few minutes of looking at the offers, I came up with a short list of things to consider if you’re using Valpak (or other co-ops) as a marketing channel.  The short list is powered by my own past experience and might stimulate you to think of some other ideas.

Before I get started, here’s a rundown of what I found inside.  There was a total of 43 inserts inside the envelope (which featured, bizarrely, a promotion for the television program CSI: NY on the OE and which distracted me from the 1:50,000 possibility that there might be a check for $100 inside).  I sorted the inserts into three categories:

  1. National advertisers (19, 44% of the total).  These included Netflix, DirecTV, Verizon, Omaha Steaks and others.  Of those, 4 (27%) of the inserts did not use the standard 8 1/4″ x 3 1/2″ format and instead paid additional for a heavier and/or different stock insert.
  2. Regional/franchise (8, 19% of the total).  Included here were ads for the local Gold’s Gym, Kaiser Permanente and Molly Maids.  Of these, only 1 (12%) of the inserts deviated from the standard insert.
  3. Local advertisers (15, 35% of the total). These ranged from local dentists to home improvement providers to Anthony’s, a restaurant down the street–which included some coupons that might finally get me to take the family there!.  Only 1 insert (7%) strayed from the Valpak standard format.

Valpak ran one house insert, promoting an offer of $350 to target 10,000 homes for new advertisers, a CPM of $35.

We can immediately see some ideas, just from this basic sort.

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Focus on the Four

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Humans and chimpanzees have a match on about 96% of their DNA.  That’s not a lot of difference between you or I in our automobiles, sipping a Starbucks latte while chatting our cell phones and our pan troglodytes relatives in the rain forests of central Africa.

And that 4% is about the difference between dramatic marketing success and dramatic marketing failure.

How can you avoid being a marketing chimpanzee?  Just Focus on the Four.

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