15
Dec
14

Effective Web Design: Sliding Into the Psyche

In the last few decades, the design aspect of consumer electronics has taken on more and more importance. Today, people by their technogear as much for its look as any real understanding of what’s going on inside. That’s not surprising really, considering that’s how most people get into relationships and have for countless centuries—all those volumes of chicklit to the contrary.

So in a world more dominated by looks than ever before, it’s hard to understand the discrepancy that occurs so often, between the design of a product and the design of the Web site built to sell it.

“Submitted for your approval,” as the man used to say, are two contrasting sites: BeatsByDre.com and Bose.com. The site developed for Beats is well synchronized with the style of the products themselves, whose clean lines derive from geometric shapes, softened with a biomorphic aesthetic appeal. The flat digital design complements product design nearly perfectly and leaves plenty of light and air for copy to work its motivating magic. That image and text both have room to breathe on what is, essentially, and e-tail site is an understated triumph I can only wish would be more broadly imitated across the Web.

That this wish of mine is likely to remain in the provenance of magic lamps and the genies who inhabit them is borne out by the site developed for Bose speakers. Ironically, here is a product many people would agree achieves a high watermark in design and technological efficacy. And yet its Web site design harkens back to the deep dark ages of supermarket circulars.

Grabby hands.
Splattered with price bursts, slathered with iridescent colors and embedded in one of the cheesiest background images I’ve seen in a decade you’d think Bose products were, in fact, the cheap knock-off version of some other brand. In a prime example of the devastation wrought by Marketing Anxiety, the image on the left depicts the arm and hand of a sedate listener, enjoying a game of scrabble over a glass of wine—while the image on the right depicts a cartoony “bopper,” looking for all the world as if she just stepped off the set of the ’60s TV show The Mod Squad.

Thank you, Bose, for reminding us that the world is diverse, i.e., full of sedate white people and people of color who love to rock out, even at the risk of traumatic neck compression.

The only thing missing here is the “Why Pay More” sticker or “The Perfect Gift for the Holidays,” although the latter is fairly well covered by the unsubtle subliminal snowflake bursts. Red snowflakes, at that.

Now, even if you were to conclude that this is a matter of taste, you’d have to concede that the Bose site suffers from metastasising visual clutter. It’s the classic example of a site that makes users say “Better come back later when I have more time.” And it’s easy to see why. A user’s eyes are drawn nowhere, precisely because they’re drawn everywhere.

Pushy talk.
To look at the Bose site is to instantly lose a bit of faith in the quality of the product. This is irrational but true—even for someone like me who actually owns and likes a pair of Bose speakers. A site so heavily layered in cheese makes me wonder if I’ve made the right choice.

Why? Because advertising design of any kind, but especially the digital variety, that’s so jam-packed with marketing messages is inherently manipulative. The site says “Hey, why don’t YOU buy a product, ANY product from us RIGHT NOW?

Instead of giving me a reason to fall in love with the brand, the brand is reaching for my wallet on the first date. Even in today’s “benefit” oriented dating culture, this is not anybody’s idea of a smooth come on.
And that’s the gross error Bose’s marketers have made.

Know that if you shove me against a wall and say, “You want a speaker. Come on, you know you want it,” you’re not getting the sale, even if your product’s all sparkly and shiny.

But if you create an environment where I feel safe discussing my speaker needs openly and without shame, I just might grow to think you’re the best speaker company in the world. I might even come over and help you rework your Web site.

That’s because—hello, pleased to meet you—I’m a person, not a consumer. And until brands get this into their heads, we’ll see more of this garish, loud and demeaning approach, as we slide into the next half-decade of “the millennium.”

06
Dec
14

What is Copywriting?

I wish I could say this was a trivial question. But the more you ask around, the less likely you are to find a unified opinion about what the task entails. Over time, you’ll discover that, like snowflakes, no two definitions of the term are quite the same. As I see it, this diversity of opinion grows out of a single misperception:

The absurd idea that copywriting is fundamentally about words.

That this misperception persists despite the untold aggravation it causes on every project just shows how deep a delusion it is.

In reality, copywriting is about ideas. It’s the development of a message platform and a structure for delivering it—around which, eventually, words will flow to give it shape and establish an appropriate brand voice.

In real reality, however, all a copywriter hears about, day in and day out, is “the approved copy,” to be adhered to at all costs. Never mind that said copy fits nowhere into a larger brand architecture. Never mind that it’s often two or three steps removed from the current visual vocabulary, itself imported from who-knows-what external source.

“Just pick it up,” one hears.
But this phrase is loaded. It actually means that, as long as the sacrosanct text is in the copywriter’s hands, it cannot be altered. After all these years, I’m just grateful no one has come up with a shock collar to ensure I don’t deviate. On the other hand, the sacrosanct text is open to editing by everyone else involved in the project, from the junior AE to the client’s spouse who “used to be a copywriter.”

Needless to say, at this point in the creative process (or should I say the cut-and-paste process) the copywriter’s role is so far out of whack, there’s pretty much no more reason for him or her to show up for work. Seriously. You can get a typist to handle this kind of thing.

Unless you’re looking for someone to step back from the whirlwind of opinions (and, where writing is concerned, everybody has one), and advise the team about the effectiveness of the copy, its likelihood to get results, you don’t need a copywriter at all.

Strategy-by-numbers.
Making matters worse in this regard, is the introduction of mid-level strategists to agency life over the last 20 years or so. With few exceptions, the role of the average advertising strategist is to scan raw data from market research and demand it be inserted at every juncture—unaltered, verbatim, inviolate. Not the sense of the market research results, mind you, but the literal text.

“[Word or Phrase X] didn’t test well,” goes the obsessive mantra, or its complement “[Word or Phrase X] tested really well.”

So, no matter how uncomfortably said word or phrase squeezes itself into the rest of the piece you’re developing, it’s inescapable. The problem gets doubly compounded in digital work, where an SEO specialist will demand the brand name appear in every single sentence, preferably right at the beginning.
That’s on top of occurring in every navigation tab, every text link and every page header.

The result is the current state of advertising copy: Blunt, ugly, overwrought, cluttered and soulless. These, amigo, are the wages of the fundamentalist ideology that has taken over every aspect of the business. The idea that, as a company made up of human beings, a brand might want to communicate in human language to its customers is now, I’m astonished to report, a radical idea.

Going hand in hand with the mechanical nature of today’s copy is the belief, held exclusively by marketers, that the average consumer is an illiterate moron. Sit in a conference room as a reasonable person and you’ll find it difficult to concentrate on the comments you receive. You’ll be too distracted by keeping your eyes in their sockets at the repeated claim that a simple, declarative sentence is “confusing,” or that everyday words known to eight-year-olds have acquired connotations powerful enough to dissuade buyers or even offend them.

In the midst of this word-wrangling something vital is lost: The contribution copywriters can and should make to every project, no matter how small. It’s the watchful eye of someone experienced enough to evaluate the total takeaway your Web site, brochure, print ad, mailer, banner, etc. delivers to consumers. No, not the tagline: the sum total of each particular communication, expressed not in words, but in ideas.

Can’t trust your copywriter to do that? You’ve hired the wrong person. But you knew that. Because, in the end, the most the average ad agency or brand manager wants from a copywriter is the ability to type.

19
Nov
14

Consistency: Mythical Beast, Real-world Tyrant

When it comes to messaging, the word “consistency” is the consistent favorite, as a way to describe the messaging goals of many a brand. It consistently wins the prize for the most overused word in the business.

Not that I don’t understand the impulse. With today’s top-heavy staffing, it takes so many hours to reach common ground on the simplest decisions that there’s little incentive to evolve consumer messaging once the latest tagline passes in committee.

It’s so bad that the very idea of a consistent style of communication is too radical to contemplate. In a know-nothing world dominated by the best-practice undead, being consistent means saying exactly the same thing over and over and over and over and…

While this phenomenon is disturbing enough, the origin of the consistency bug is, as I see it, far more troubling. It stems from a deep-seated fear, born of deep-seated ignorance: The horrifying realization that one has neither the training, instinct, or talent to approach advertising and marketing creatively.

Of the many excuses for this decidedly aberrant behavior, none is less convincing than the all-time favorite, “The client made me do it.” Let me go on record as the first person in the history of advertising to assert that the client can’t make you do anything.

Occult powers.
If I’m not the first, I see no evidence of that principle at work anywhere I look.

  • Your CEO might “make you,” for no other reason than that your
    agency’s market niche is only one notch over from Upstairs Maid
  • Your creative director might “make you,” because it means less
    fuss and bother with image searches and font choices
  • Or your Account Supervisor might “make you,” because it’s
    scientifically proven to guarantee getting to Pilates class on time

But never the client, no matter how many implied client directives you choose to divine, using the mind-reading skills you learned in your MBA program.

To the client, one can always say “no.”

Not flat-out no, by the way. Not scary, lose-the-account no, I’m talking about a no that’s demonstrated, taught, presented and, most important, accompanied by alternatives.

Why is this worth the bother? Because, like any sane person, you’d like your 60-hour work week to add up to something—as opposed to a pile of conventionalized drivel that will one day be cranked out by a Google subroutine.

Myth making vs….
As I see it, the Myth of Consistency also has its origins in a misunderstanding of Brand Identity. At one end of the spectrum are people who believe any ad-like object with the “approved logo lock up, font and color palette” is branded. At the other end are a large group of brand managers who believe nothing is branded unless it conveys exactly the same message each time, word-for-word like a parrot and pixel-for-pixel like a child’s paint-by-numbers book.

But none of this micro consistency is real branding. That’s because branding is a promise of value. Not a promise, mind you, that the headline of every print ad will have 5 words and be in 24-point type. Not a promise that that the logo lock up will never appear on a colored background or that gradient color washes will anchor every background.

And, for heaven’s sake, branding does not mean using the same stock art everyone else is using, the same grinning, proto-orgasmic customers enjoying the same perfect day. Or their opposite, the sad sack, frowny-faced types who telegraph “Before [PRODUCT_NAME].”

…real brand building.
Branding, to the extent that consistency is involved at all, is bound up with the idea of trust. A branded message is a promise to deliver service or function reliably. And contrary to today’s obsessive practice, there is—yes there is—more than one way to make that promise, keep it alive and make your audience’s perception of its value grow.

Because that’s the mistake consistency hawks continue to make. If your message isn’t constantly evolving to reveal more and more of your value to consumers, your branding efforts are all for naught.
You become like that annoying friend we’ve all had at one point who does one tiny favor for you and never stops reminding you, word-for-word, of that favor every time you run into them.

Branding, then, is not about piddling details. It’s about being consistently engaging, enlivening and most of all interesting. If Apple is America’s most valuable company, it has everything to do with its ability to capture the Thought Leader title over and over again on a variety of issues. The apple logo, the color white, those annoying, cloying, smarmy, smug and grotesquely self-congratulatory voiceovers they crank out “consistently”? Not so much.

25
Oct
14

Walking Away From Marketing Pseudoscience

By now the concept of Engagement has burrowed deep into the consciousness of nearly everyone involved with digital marketing. It has gone beyond buzz worthiness and graduated to the status of a topic most people take for granted. Of course you’ll develop an engagement strategy for your Web presence. Of course you will.

Trouble is, the very ubiquity of the concept has led a large swath of the industry to see engagement as a generic, quantifiable thing that you can lock into your site—if only you follow best practices. Hence, we have Information Architects and User Experience Designers everywhere you look, each with his or her proprietary rule book. That the rules in each book are distillations from a patchwork of usability studies should give us no comfort. Here’s why:

Over the last five years, I’ve noticed increasing rigidity about “what works.” If something pops out of a usability study, it’s taken word-for-word as gospel. Try to discuss a flexible application of this decidedly non-scientific data and all you get is a one way ticket to Zipit.com

You can’t even get the words out of your mouth without being interrupted by an incantation worthy of Harry Potter (or rather Hermione Granger):

Ireadastudyaboutit-leviosa

Now, I have nothing against academic research. But even if I were to concede that a random assortment of people “reacting” to a Web site constituted research—I’d still expect anyone with a true scientific outlook to know that data needs to be interpreted to be meaningful.

And that’s doubly true in a categorically unscientific field like advertising.

I know, the trend is to reassure clients that our methodology is based on concrete entities like data and research and that great results can be engineered as accurately as can a bridge. But how scientific can a process be when it’s subject to the inscrutable whims of anxious clients? Imagine what would have happened to the Brooklyn bridge if John A. Roebling had allowed the Mayor’s Office to say “I’m just not crazy about those load-bearing pillars?”

Engagement model or Chucky doll?
So when it comes to discussing “what works” as an engagement strategy, I can’t get behind prescriptive models. Look at it this way. Assuming you do know a lot about your target audience, you still have to realize that not everyone within that group looks at the world in exactly the same way—and certainly not on different days of the same week.

People are variable. Need proof? Draw on your lifetime research into the problem of getting along with them. Can you seriously tell me that, among the people you know, the same conversational gambits work in every context? By the same token when we talk about “engagement,” we’re talking about a nuanced, specific, time-sensitive and intimate thing. Any other approach kills engagement in the long run, by teaching consumers to expect that a certain percentage of any branded Web site will be formulaic dreck.

Vampire vendors.
Sure, there are rafts of consultants who will tell you—and you haven’t lived until you’ve experienced it — that there are a precise number of characters per headline, a precise set of dimensions for a graphic, a precise color for a background, and on and on, in the hope that you’ll cede not only your creative instincts but also your paycheck to them, right there over the phone.

To that I say, my dear vendor, your job is to listen and offer solutions that meet my creative goals. Your job is not to chide me with “obstacles,” whose only solution is the prophylactic avoidance of human emotion. Especially if the latter involves the use of your patented, proprietary templates.

As useful as it may be to survey a landscape of “findings,” nothing can replace a creative insight that grows out of a well-developed grasp of human nature. If that sounds subjective to you, you’re on the right track. Because…wait for it…engagement is subjective, too. To draw people in, you need the instincts of a street performer, a stand-up comic, or a charismatic preacher, not those of a spreadsheet jockey. Engagement is something that touches a nerve. You can’t quantify it—and that’s its most essential quality.

It’s hard to understand the persistence of pseudoscience in our industry as anything other than a mirror reflection of our clients’ anxiety. As I see it, the sooner we stop pandering to that anxiety, stop advocating mechanical engagement strategies based on suspect data, the better.

By refusing to see real people as phony abstractions, we might come up with something more involving than an online poll or a Web page with nothing on it but a laundry list of rectangular boxes enslaved to the “one click rule.” And that’s just one of the benefits of walking away from marketing pseudoscience. You might even have a fighting chance of enjoying your craft again.

17
Oct
14

Verbophobia & the Dearth of Meaning

post-it 4

Taking into account the huge volume of written communication generated by marketers and spewed out at consumers every year, you might imagine the average brand assumes the average American actually knows the meaning of common, everyday words.

But spend just one week in the advertising industry and you’ll discover how incorrect that assumption is.

Granted, one of the greatest strengths of human language is its flexibility of interpretation. I’d venture to say that’s the secret behind the survival of literature many people still appreciate today, even though it’s hundreds of years old. While we’ll never know precisely what those works meant to their first audiences, they’re rich enough, taken as a whole, that we continue to find meanings of our own, new interpretations in every generation.

Trouble is, that same glorious richness, that same triumph of human evolution, drives the average marketing manager bat-guano crazy. At each turn of phrase, Marketing Anxiety rears up and devours another quavering soul who wants one thing and one thing only:

A perfectly unambiguous statement deflecting any but the most narrow possible interpretation.


Unicorns.

It’s a quixotic quest that makes unicorn-hunting sound like a trip to the grocery store. Mythical beasts? Aisle 12, right next to Perfect Birthday Gifts.

But it’s a quest that nevertheless dominates the creation of all marketing communications, regardless of medium. Hence the endless rewrites, the frantic, last-minute hairpin revisions, and the constant struggle to define “clarity,” which, I’m sorry to report, is the hardest word in the English language to nail down.

Why? Because, like it or not, its meaning is culturally determined. Some people believe clarity lies in short sentences. Some people believe it lies in simple words.

OK, hold it. Try to define “simple” and we’ll be here all night.

Yet even if we walk away from an abstract discussion of the topic, the issues to be resolved are no easier to tackle. Take for example, a comment I heard years ago when I wished to refer to songs in a music catalog as “memorable.”

“Can’t say that,” said the tough-minded marketer I was dealing with. “Someone who doesn’t know those songs can’t remember them, so they won’t be memorable.”

And more recently, the phrase, “This research concerns itself with the study of…” also raised an eyebrow. In the mind of my colleague, “concern,” is inherently negative. Forget the context, forget the fact that words, even simple words often have more than one meaning. My colleague was worried that any use of the word “concern” anywhere in the document would be tantamount to saying there was “reason for concern” about the product in question.


“Presto, change-o.”

Now, on one level, if you were to ask me,

“What’s the difference? Isn’t there always another way to say something?”

…I could partially agree with you. Yes, there is always a way to edit, rephrase, restructure, etc. And you’d have to have lived your life in an isolation booth not to realize that, even among people from different regions of the same country, cultural differences have to be taken into account. Regardless of the absolute meaning of your words, your collaborators may be, for various reasons, incapable of interpreting your text the same way you do.
So yes, compromise in these matters is essential.

My concern—look out now—is the limiting impact of mindless fear on the tools available for reaching your audience. Even if you don’t share the dim view that the average American is too illiterate, too impatient, too much of a diva to actually read a text carefully, the chances are you still don’t need to stumble over even the most idiomatic phrases simply because they’re idiomatic.

And I hope I can assume that if you’ve chosen a text-based communication medium, it’s because you believe your audience is literate. Otherwise, why bother?

So if I were to write about a technology product:

Now that you’ve learned the ropes, you’re ready to discover the TabPadFire’s advanced features.

…you wouldn’t wake up screaming, in a cold sweat, out of fear that someone, somewhere, might think your spiffy new smartphone is really a sailboat.

Would you?

Or would you bury your fears in a clumsy attempt at creative evaluation and call that sentence “confusing.”

Rhetoric aside, what matters here are not the acrobatics writers go through to function as Valium for an entire roster of agency clients—a grossly under-compensated aspect of the job description—but the damaging effects of chronic word-phobia on the final result.

Because time and again, as the clock ticks and the dickering mounts, words are saved and the message is lost. Fuss and fuss and fuss some more, but remember this: The longer it takes to finalize the copy, the farther it will be from actually saying anything.

20
Sep
14

Oh, Those Poppy, Snappy, Smart-mouthed, Rim-shot Headlines

Despite the myriad changes in the advertising world—and the world in general—since the glory days of the early 60s, many creatives still cling to a heroic model of the headline. They yearn for a slam-bam, one-shot, no-nonsense, short-and-sweet, straight-and-to-the-point summation of brand value that’s also provocative, a tad naughty and—of course—cast in the form of a pun.

Now, I have no arbitrary bias against traditional headlines. If a headline works, no one should care what ideo-theoretico-politico bandwagon it jumps on. But to assert that one and only one type of headline is essential to engage your audience is the purest form of nonsense I know.

Just pick your head up from the One Show annual and look around. You’re liable to notice that, aside from a very few universal truths, everybody’s not the same. Even if you could prove that snappy, humorous headlines were the most effective, you’d face a major hurdle: There’s no universal consensus on what’s funny.

It’s hard enough, as many a broadcast TV executive knows, to tap a vein of humor that resonates as well in Camden, NJ as it does in Carmel, CA. Trying to get a rise out of a global audience? Forgetaboutit.

That’s because humor is an outgrowth of a worldview. The ethnic jokes that once dominated stand-up routines in the last century succeeded solely on the basis a shared perspective: Anyone outside the mainstream was considered inherently funny.

Nowadays, even the concept of Mainstream itself has outlived its shelf life as more people recognize how vulnerable the Big Tent is to the winds of change. In light of that, can you seriously assert that only one headline style works?

Formula 10.
And yet it takes very little effort to find advertising and marketing pundits ready to assert they know the Top Ten Ways to grab attention with punchy headlines.

As I see it, the place to start in crafting headlines is the mindset of consumers. Yet, despite today’s insistent rhetoric about “audience engagement,” a copywriter often finds his or her real target is an ideologically-crazed creative director or a box-checking brand manager, whose only business goal is the attainment of plausible deniability.

“Hey, I followed best practice,” says the arrogant fool. “If it didn’t work, you must have targeted the wrong list or screwed up the body copy. But let’s have a breakdown session and figure out where you went wrong so you’ll know for next time.”

And yet, to reach an audience, you must ignore the static and dig out a nugget of truth from your own observations or from the pale wisps of insight that waft in from market research. Brace yourself—you might need to summon the courage to write a headline in plain language, simply because your audience perceives the topic in plain terms.

Needless to say, another factor that ought to enter into the equation is the realization that times change.  The “attitude” humor of the 70s and 80s has long since entered its geriatric phase. If Louis CK can still pull it off, it’s only because he tempers his jibes with a ring of self-deprecating awareness.

Formula zero.
In a related category, in the sense that they’re also the product of mechanical thinking, are headlines cut to fit a familiar template. You know them when you see them:

• Your [life process] is tough. Your [practical function] shouldn’t be
• The [first attribute]-est, [second-attribute]-est [service] just got [first attribute]-er & [second attribute]-er
• Looking for a [positive adjective] [positive noun] without all the [negative noun]?
• The-I-never-thought-[item]-could-[verb phrase]-so-good [same item]
• Why do 4-out-of-5 [practitioner or gender-specific role]s prefer [product or service]?

…and there are many more.

At issue is not templates  themselves, rather that 4-out-of-5 creatives who use them have little regard for the specific people they’re trying to reach. As in, anyone over 40 who has heard these gambits often enough to mistrust them—or anyone under 40 who’s already over you before you can get to the punch line.

That’s because the only way to connect is to look your audience in the eye. Only then do you have a chance to send the most important message of all:

I feel your pain and I’m here to help you relieve it.

If you can do that with a touch of drama or a dash of humor, so be it. Mind you, “pain” can be anything from a medical necessity to the need for a status-enhancing smartphone upgrade. But know that when the metrics come in, success won’t be measured in chuckles or tears, but in how many people empathized with your message, trusted you because of it—and acted on the basis of that trust.

25
Aug
14

Market Research: Railroading Their Train of Thought

Consider the following imaginary train of thought from an fictionalized character in an, as yet, unpublished novel about the advertising industry. The scene is a candle-lit table at a middle-brow bar in a major city:

The standard line about the value of market research? It’s been repeated so many times that…what’s that saying? Oh yeah, “it attains the status of truth.” And let me tell you, that’s in spite  of the fuzzy logic and waffley “results.” You ask me, any market research finding that can be found to be true can be teased out by common sense without spending thousands of dollars.

On the other hand, any finding that’s later proven wrong? Those guys will blame anything except their own so-called methodology. Trust me, they’ll blame the moderator, the media, the weather or, more often than not the “obvious” flaws in the creative. And this from a bunch of nerds who can’t write a headline to save their lives!

Now, surely, the previous two paragraphs sum up an outrageously distorted POV about the profession of market research, as dished out by a curmudgeonly personality who perhaps exhibits the classic symptoms of Oppositional Defianct Disorder. I’m told the character comes to a bad end in Chapter 27.

And yet, as I listen to the literal way market research data are often interpreted, I can’t help wondering if that same urge to generalize at all costs—just for the sake of achieving a tidy assessment—is the sole provenance of cranky nut cases with an axe to grind about scientific marketing methods. Hang out in the more data-driven agencies and you’ll hear some variation of the follow phrase at least once a week:

“This [headline, message, photo, illustration style] tested very well in research.”

…dripping with the unstated assumption that, of course, the element in question should appear word-for-word or pixel-for-pixel in each and every audience outreach from here on out. That is, of course, until the next round of market research yields a different response.

Definitions gone wild.
The problem with such a literal approach to interpreting market research data? Let’s start with the unexamined premise that information collected in a focus group meets the definition of “data” used by, say chemists, astrophysicists or even the current generation of science-savvy chefs. The data of hard science is numerical, measurable, repeatable.

By contrast, the survey responses and focus group voting we’re pleased to call data in market research is subjective—not only at a fundamental level, but also because we have no basis for knowing whether respondents are sharing their true feelings, or merely spitting out an answer that supports a cherished self-image. Market research methodology, we’re told, works around this issue by asking the same question from different angles and then checking for discrepancies.

Trouble is, people just aren’t so stupid that they can’t see this coming. Nor can we be scientifically certain that a question asked in a different way isn’t, essentially a different question, the answer to which has no relation to any quantifiable norm.

Truth, like fire. Heartwarming, handle with care.
No matter how you slice it, market research data is therefore interpreted for you, before you receive it—once by the participants and once by the researchers.

All the more reason not to treat it literally, but to continue the process of interpretation within the scope of your own discipline. Much as I value learning that consumers value products and services that give them a balance of freedom and control, I would never recommend a headline dominated by the words “Freedom” and “Control”—as I was required to produce early in my career— for two reasons.

First, the words themselves are generic, capable of almost universal application and, as such, brand neutral. Second, doing so ignores an important aspect about human nature: the need to save face. There are, in fact, many things about ourselves we know to be true, many of them are not things we’re ready to acknowledge out in the open. Instead, we need a buffer zone which, in the case of advertising, or PR or, dare I say, guerrilla marketing, means an approach that evokes our self-knowledge rather than slaps us in the face with it.

Contrary to the cowboy marketer’s mandate to put “the point” on stilts and showcase it in the most lurid colors available, my own unscientific research tells me thousands of people are turned off by unrelenting sales pressure. All the more so by unrelenting sales pressure that so obviously seeks to manipulate them by dragging their innermost thoughts into the spotlight.

Rather like the phrase “you know you want to” in a very different context, this kind of literal use of even the most spot-on observational analysis is doomed to failure.




Mark Laporta

Writer, Creative Consultant
New York, NY

m.laporta@verizon.net
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