I think I trust you…

HTSAF_iThinkiA survey* was recently released with two startling statistics that revealed 42% of consumers found brands less trustworthy today, while 48% believed brands can have a positive impact on the world. Now those are two opposite sides of the spectrum if we ever saw one. But more importantly, how do we bridge this interesting divide?

After going through some thoughts about politics they touched on the most interesting path: Understanding the culture of your target consumer and effectively tapping into it remain key. So, building your brand and its identity around a cultural insight is paramount. Find it. Inspire and positively provoke your target with it. Then craft and design your creative campaign around it.

Lastly, be relentless in searching out these cultural insights. Remember, insights are not facts. They are something you discover about your brand or consumers that no one else can own. They belong to you. So say “NO” to the obvious. Reject the ordinary. And, initiate around the extraordinary. So who’s bridging this gap today, you ask? Here are a few off the top of our heads:

  • Subaru — Recognition for LGBT campaign
  • Tesla — Being forthright about their mistakes, and fixing them
  • Chick-fil-A — Authentic and plain spoken
  • Dove — Authenticity and respect through their  “Love the skin you’re in” campaign

What Sparks Our Fire? Waking up everyday searching for insights that emotionally connect brands with consumers.

*The ‘Truth About America’ report from McCann

 

Headline vs Body Copy

bg-wraps

When we see an article, advertisement or even a movie title, our interest is typically based on the headline or body copy. A catchy headline can draw you in to want to experience the body copy, which is the general idea of marketing. This same principle also applies to how we profile the people we work with. Are you a person that just wants the high level facts? Or, are you more analytical and someone who wants all the details? Also a great tool to use for prospecting, and getting to “know” your audience before you engage them. (Psst, agencies, do this when meeting new clients… it will help you determine who you can connect with when in a room.)

It also very much the practice of how we engage with brands that are marketed to us. And as marketers, this is something we must always consider when strategizing around how to connect with our customers. While imperative to a comms strategy, keep in mind that this approach does vary by placement. For instance, at the point-of-sale, it’s all about the headline, a.k.a. an eye-catching design that visually lures you in. But, while a catchy headline may do the trick at retail, most online shoppers want the specifics before they hit ‘buy’. Therefore, body copy can make a world of difference between conversion and abandonment when it comes to digital commerce.

Nevertheless, it’s important to find a balance between the two. To understand the appropriate place to lean at the appropriate time. So, when you’re implementing your marketing communications strategy, think of it as if you were a boxer — determine which blow will have a stronger impact, head or body. It’s all the difference in determining whether you win the bout against your competition, or have to head back to training camp.

P.S.
Me, personally, I’m a headline. I like to get to the point within five seconds or less. So if we ever email, you’ll likely feel that in our exchange. However, this post is more for the body copy lovers out there. Hope you found it insightful and applicable. 

To Serve, or to Sell, that is the question.

As marketers, we are mostly programmed to SELL, SELL, SELL! However, in this day and age, it seems it’s more effective to serve. Recent studies (according to us) show that consumers are more interested in receiving information that will educate and enrich their lives. They want a story. Content. An experience. Something usable beyond just a “buy this now!” call-to-action.

To do this, we must think about our engagement strategy, and look for ways to immerse our audience in the brand, rather than simply sell it. We must tap into the emotional sensibilities, and bring their normal, everyday experience to life in a way that serves a bigger purpose — to create an unbreakable bond, that ultimately results in sales.

robot-1797548_1920

Here are some ways this is being done…

  • Virtual Reality: Create a new world to experience your brand (Check out what Tom’s did)
  • Augmented Reality: Bring the retail experience to life wherever you are (See how the IKEA Catalog enables you to place furniture in your space before you buy it)
  • Bots: Brands becoming personal assistants (Casper gives you someone to talk to on those sleepless nights)

There are many partners out there specializing in these methods (Blippar, LSTNR, Moth+Flame). And if you want to proactively bring new, impactful ideas to your clients and consumers, we suggest you tap into them.

So don’t get stuck in the world of selling. It’s a one-dimensional way to drive engagement and conversions. Change your approach. Be multidimensional, it will serve you well.

What Sparks Our Fire: Taking the initiative to find new ways to turn simple ideas into ones that serve a bigger purpose.

 

AOR: Agency of Return

When agencies see or hear the term ‘AOR’, they typically drop everything and start to think about how they can position themselves to win. And when marketers are looking for an ‘AOR’, they’ve thought long and hard about the list of KPIs they’re looking to achieve, right?

But these days, it’s not so much about becoming the Agency of Record, but more the Agency of Return. Both marketers and agencies must start looking at how they either choose their agency, or position themselves to win the business, differently. Rediscover what value means to you.

boomerang (1)Think of it like a classic IRA, where it can issue 8% returns annually on your investment. Before you choose that IRA, you study its record of performance year-over-year, and ultimately make a decision on the one that you feel will bring the most value. And in our world, the term value can mean many things. It can be the actual sales increase you see as a result of your marketing efforts, the awareness and buzz created from a new campaign or package redesign, or even just delivering on a scope of work. It really all depends how you want to view it, and what’s most important to you.

From a marketers perspective, it’s more than likely going to be tied to sales. You want to show that the agency investment literally paid off. And from the agency side, the value comes from a satisfied client, and the positive reflection you hope they shine upon you in the trade. Thus, generating new opportunities from like-minded clients.

In the grand scheme of it all, we’re in it to find some sort of return or value. And while that is measured in outcomes, it all is tightly tied to the idea of a much grander hope. The hope of a reciprocating partnership that delivers positive results on both sides, and in return, is quite rewarding for everyone.

So think about how you choose your next agency, long and hard. And ask yourself, do they want to be my “Agency of Record” or my “Agency of Return”, and what type of return is of real value to you. That goes the same for us agencies.

Nebulous To Tangible In 4 Steps

neurology

How do you turn a nebulous goal like “be more creative” into something tangible? Everyone has vague goals at one point or another, and they’re especially common in the creative marketing, branding and advertising industries. This week, Dr. Heidi Grant Halvorson published a small tool on Harvard Business Review‘s website, designed to help you reach your nebulous goals in 4 steps.

The tool takes you through four rounds of questions that help you first name the goal, then define sub-goals and what actions will be taken (by whom, when, and where). In addition to this, the tool asks you to create an “if, then” plan, which, as Dr. Halvorson explains, “[humans are] neurologically wired to make”. Essentially, under the specific sub-goals and tasks that you need to complete, you are asked to write a sentence detailing “if x, then y”. By framing actions this way, we are working with our neurological inclinations to accomplish the tasks that comprise our larger, vaguer goals.

Check out the tool here, and see what ambiguous goals it can help you nail down.

What Sparks Our Fire: Turning goal setting into goal accomplishing