Starting Conversations about Marketing and Purpose

Category Archives: Marketing

Goodbye AIDA…now there’s KUDOS for social media marketing

Does the classic linear AIDA model still apply in the brave new world of social media where fragmented relationships often drive people to complete some type of action?

AIDA is a common marketing acronym that crops up time and time again & is used to guide for marketing message planning. Below is the AIDA process:

A - Attention (Awareness): Create content that can attract the consumer’s attention

I - Interest: Hold consumer interest by speaking the target consumer’s language

D - Desire: Convince consumers that they should desire your product or service

A - Action: Lead customers towards taking action and/or purchasing

GIVE THEM MORE KUDOS

To judge social media marketing efficacy, Ryan*MacMillan, a London based digital marketing consultancy, has proposed a new acronym…KUDOS. I stumbled upon this new acronym in the latest edition of Contagious magazine. KUDOS goes something like this.

K - Knowledge: A brand should first consider dispersing some type of knowledge (e.g. book review, white paper, etc.)

U/D - Useful/Desireable: The knowledge should be useful or desireable to the audience and help them achieve certain aims

O - Open: The knowledge should be open & the audience should be able to make use of it

S - Shareable: The information should be open and shareable between the brand’s audience and their own social networks

So if social media activities demonstrate a lot of KUDOS, the bigger the impact those activities will have on the brand…

Quick Case study: OBAMA & the pastor issue

Dan O’Connor from Ryan MacMillan posits that when Obama had to explain away the crazy antics of his Pastor, he responded with a KUDOS approach. In a sense, he put digital at the center of his communication by first going online to the famous political blog the Huffington Post (instead of going directly to the Sunday talk shows) to get his story out. In the blog post, he produced a clearly written explanation & in so doing set KUDOS in motion as his supporters accepted his open/transparent message and passed it on. Obama effectively used conversation & crowdsourcing to “soften the blow” to his reputation.

Will the KUDOS acronym start creeping into marketing books? Maybe. At least KUDOS acknowledges that consumers don’t want to have messages forced upon them anymore. Instead, brand content that is open and “worthy” will gladly be shared by the masses.

1 Comment

What do marketing mix models have to say about cause?

Cause marketing campaigns are on the rise…indeed, companies have increased their “cause spend” significantly since 2005 (click here for details).  All this increase in spending would suggest that marketing mix models (within companies) are signaling high ROIs for cause related campaigns.  But is this really the case?  Are TV, Print, Interactive campaigns centered on cause being rigorously measured internally?  Jack Neff posits in a recent AdvertisingAge article that YES, there is an ROI for Doing Good but admits that numbers are “hard to come by.”

Wouldn’t it be great to see cause campaigns measured more effectively?  If there was more convincing data available to the global marketing community, doing good would become even more fashionable…

Post a comment

Tips for writing great design briefs…

Luck is the residue of design.  –Branch Rickey

Excellence in design can = excellent business results.  Everyone knows that great design (e.g. product, packaging, graphic & web design, etc.) can be a such a big differentiator.  Apple has been a master at pulling together great design & WOW’ing consumers.  I would love to see a good example of an Apple design brief…wouldn’t you?

Clients have the responsibility of writing up design briefs.  Some clients are pretty adept at providing written briefs because they have a “writing” culture,  while other clients are not very good at writing design briefs because they simply don’t do them often enough…or briefs are just not integrated into their business processes well enough.

Most design briefs include all the typical items:  Objective, Deliverables, Mandatories, Budgets, Timings, etc.  But what makes a really great brief?  What is that trigger that really gets an agency moving toward great design?  Do agencies even read briefs?  And what if you are a freelancer living thousands of miles away from your client…making face to face communication with your client next to impossible?

To close my rambling thoughts tonight (it is late) and I thought I would leave you with tips on what to include in a good brief from a Freelance designer perspective.  As I am on the client side, I can always benefit from design brief nuggets of wisdom…so tks to from Shaun Crowley at the impressive blog Freelance Switch for the tips.  Read below for my condensed copy/paste version of the tips or click here to read the full post (The Ultimate Design brief) that I am highlighting this evening.

Good things to include in a brief.

* Title of item.
* Delivery mechanism and marketing objectives.
* Format.
* Budget and schedule.

* What are you providing the designer with: Product shots, website screen shots, photographs, diagrams, etc. (Check these are high-resolution.)
* General description of format: Describe any formatting issues you have arranged with the printer.
* Description of target audience: Occupation, gender ratio, average age, nationality/location, psychological demographic, lifestyle preferences.
* Message objectives: Hierarchy of copy messages, treatment of headlines, body copy, visuals, product samples, call-to-action.
* Where to look for inspiration: Give brief examples of style / overall look you want the item to achieve. What aspects of the product or branding can be used as a starting point for the design? What feelings or metaphors reflect the spirit of your product or company?
* What not to do: Also give examples of what the design shouldn’t include and what styles to avoid.

Here are some additional tips for briefing a designer from Shaun

1. Think about the message of the design.
Offer guidance to help the designer marry the “look” of the item with the “voice” of the copy.

2. Don’t prescribe solutions.
You are paying for the designer’s ideas, so avoid the temptation to tell the designer what to do. Instead, be clear about what the item needs to achieve, so the designer can explore ideas. This is where you need the designer’s expertise.

Post a comment

The biggest sponsorship opportunity in the world? & Chinese bloggers

I was recently in Lausanne, Switzerland (home of the International Olympic Committee) and had the chance to stop by the Olympic museum. The museum was decked out in Chinese Red and sported an impressive Chinese exhibition as literally billions of people get ready to watch the 2008 Olympics in Beijing (largely via TV).

The Olympics is obviously a HUGE sponsorship opportunity for brands. The IOC also pulls in a good deal of cash from the event. In 2004, total IOC revenues topped $4.2 Billion with broadcast rights delivering 53% of total revenues (2.2 Billion). Sponsorship from mega brands like Coke, Samsung, etc. accounted for $1.5 Billion (34%). The rest of the revenue was driven by ticket sales/licensing agreements. Click here for more details.

Picture courtesy of the IOC website

The World Cup is also one of the biggest sponsorship opportunities (and only 1 sport), but it still significantly lags the Olympics in terms of sponsorship revenue…

The 2008 Olympic event will provide very interesting challenges for sponsoring brands. On one hand, brands have a tremendous opportunity to be a part of the first ever Olympic showcase in such an important growth economy. On the other hand, China’s human rights abuses may make it harder for brands to be seen as socially responsible. Sponsors would probably prefer that, in the minds of consumers, their brands are associated with the event itself (read Olympic movement) instead of being associated with the host country. Indeed, it will be interesting to see how/if sponsoring brands link themselves to China in their ads during the event.

I think the Olympic museum in Lausanne has done a great job of providing an experience that celebrates China and its progress…while at the same time being very open about the environmental challenges facing the country. In fact, much of the 1st floor exhibition in the museum was dedicated to what China is doing (or not doing) about the environment. I think this is the right way to approach the issue, but it is tricky and sensitive. For more good discussion on this issue, click here.

One other fun exhibition in the museum was a little web 2.0 corner featuring a Chinese blogger (who’s blog I unfortunately cannot find–censored?) In any case, here is a link to several English speaking blogs about China. China is clearly BIG into blogging…I will save the data on Chinese blogging for a later post.

Below is a fun picture of me trying to pole vault with Chinese bamboo (pardon the hat head) in the museum. I was a pole vaulter in University, so this was a familiar pose.

I will be out for a few days, but I will be back to the blogging upon my return!

Post a comment

Getting the Marketing Mix Right + Online Mix Madness

by s-revenge

Photo Credit: decisions by s~revenge

As media fragmentation continues & more dollars go into online spending globally, the marketing mix is getting more complex. Finding the right mix of TV, print, outdoor, direct mail, online…etc. for brands/products gets harder & harder every day. Once we drill down into online, the mix questions get infinitely more complex. What do we want to do online? Do we want to generate max awareness during this campaign? If so, do we need online media only? Within online media do we need basic banners or more video? Or Advergaming/Widgets instead? What about search, social media, e-CRM, etc.? As Seth Godin noted today in an interesting post:

When choice is limited, I want a generalist…But whenever possible, please bring me a brilliant specialist.

The world needs more brilliant specialists in this brave new online world. Brilliant specialists that understand brand equities/prime prospects and what is right for the brand online.

Yesterday I was also inspired by Seth Godin’s “what do you know” list, so today I started a “what online tool can you use” list. It is by no means exhaustive & partially a riff.  This “topline” list that reflects some of the many routes that spending can be directed against online in any company.

Here goes:

Basic websites, Banner ads, video ads, widgets, advergames, online TV “special formats”, On-line sampling, e-Newsletters, Online Media partnerships, email marketing (everything around CRM online), Search: Organic and paid, Social Media (social networks, forums, blog sponsoship, podcast sponsorship, etc. )

Also, marketers often want to throw in a bit of slick online innovation (something hot off the press) into the mix…now we have a recipe for online mix madness!

2 Comments

Are Marketers becoming more like Politicians?

In a recent AdvertisingAge article called: For Unilever, P&G, No Good Deed Is Going Unpunished Jack Neff quotes Howard Rubenstein as saying:

[the] confluence of marketing and politics that shows no signs of abating, with marketers tracking online buzz and other measures of public opinion as doggedly as politicians track polls He goes on to say…high-profile marketers are in the political arena to stay, whether they want to or not.

Indeed, the rise in social responsibility + the rise in social media (& the ability to track it) does seem to = a challenging new world order type mix for companies. As for those working in Brand Management (e.g. people like me who lead R&D, PR, sales, finance, and creative agencies etc.) it becomes more and more critical to surround yourself with fantastic, forward thinking PR/marketing to help navigate these new waters. Certainly, there is little room for error in this brave new world. And even great ideas that drive wonderful causes can easily go wrong as public opinion can now shift on a dime. It is one thing to be able to track the conversation, but an entirely new thing to react quickly once it starts going into an entirely unintended direction. Side Note: I do hope the current raging greenwashing debates do not discourage companies from leveraging “Good” going forward.

So who volunteers for the job of brand pollster? There might be some positions opening up soon… :-)

Check out this good post from What Do you Stand For? commenting on the AdAge article:

Post a comment

Are you sufficient with your spending…??

One question we hear in the brand management world all the time: Are you plans sufficient? Follow-on questions go like this…Can you reach the goals for your brand with this level of spending? Will you win the necessary share of hearts, minds and markets? Is it enough? Do you have enough? What is competition spending? Is your spend mix right?

It is a constant battle of spending levels. There are formulas, matrices, etc. Set the goal high enough and you may get more. Set the bar low enough and you may get less. A battle of bar graphs & %’s.

But as we all know, numbers are only part of the answer. What is behind those numbers? Are your sales coming more from discounting & promos? Are you replacing premium sales with discount sales? What is happening with our customers, brands, products & channels?

Here is a question we can ask ourselves for the weekend. Are we sufficient with our body, mind, soul & relationship development? What is lagging? Are there black holes behind our own “personal numbers”?

Here is a good link from Tim talking about compounding your time…food for thought.

2 Comments

Top 20 business gurus

I saw an interesting post over on John Moore’s Brand autopsy highlighting the Wall Street Journal’s top 20 business guru list. While many on the list were no surprise to me, I guess I was a bit taken back when I saw Gary Hamel at #1. I read some of his material back in business school, but since then I have not really followed him. I did a quick search to see if he has a blog, but I could not find anything too recent from him in the blogosphere…interesting.

The list is apparently based on online mentions, academic citatitions, and LexisNexis. Have a look at the full list below.

From WSJ via Brand Autopsy

1 Comment

Self help, Getting Things Done (GTD), & Purpose

Feeling like you are in a funk? Looking for a classic self-help guide that helps you build a roadmap/compass to sort yourself out on both the professional and personal side? Then I highly recommend the 7 Habits of Highly Effective People. Though it is OLD (1990) :-) Don’t let the “very self-help like/almost cheesy” title put you off (I avoided the book for years just because of the title). This book is powerful. We even have a highly regarded training for the 7 habits at P&G. Steven Covey does a masterful job of laying out timeless principles in this book. You will probably even recognize some of his terminology because over the last couple of decades it has crept its way into the business world vocab.

After you have nailed down the Covey stuff & you “have the end in mind”, check out Getting Things Done. This book helps you get your workflow in order. David Allen has built a cottage industry around his methods. I am consistently referring back to these books as I try to get better every day.

I find that there is no better way to get control of your life than to understand your purpose. Do you agree?

4 Comments

3 key video challenges for brands + “we three screens” by Microsoft

A few weeks back I wondered out loud on this blog who is going to win the battle for eyeballs in the online video professional content world. Today, I popped by an interesting presentation from Microsoft about “3 screens” (TV, Laptop, mobile device) and where video is heading in 2008. It was a good discussion on how video is being viewed. One thing is for sure, with more screens comes more video viewing. TV viewing is not being replaced, but supplemented across these devices (more video being watched). The presentation got me thinking about 3 key video challenges for brands

1. How do you find the best context mix across all these devices? Boy, knowing your consumers media habits is key. We must understand consumer media habits deeper than ever to get this mix right!

2. How best to extend the story across these devices? The idea of transmedia storytelling came along a few years ago and has caught on in some categories. My favorite TV series Lost does this pretty well. Side Note: My wife and I are absolutely addicted to this series and I am constantly going back to the ABC website for nuggets. Extended storytelling is hard, though, as it takes real commitment and serious campaign vision…will be interesting to watch this development over the next few years. Here are more thoughts (adpulp article)

3. Content, content, content: Everyone is talking about this, but who is walking the talk? Developing good content (e.g. branded content) is still very hard and again seems like a “faith based initiative” (to quote Avinash Kaushik) to many. Plus branding people like me love to stamp their brand everywhere which is not as easy in this space.

Post a comment