Tag Archives: advertising

New media can’t get here soon enough

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Proto-blogger Dave Winer thinks the real problem revealed by Scott McClellan’s new tell-all book is that the press was complicit in beating the Iraq war drum:

“But corporate-owned media isn’t interested in helping us make decisions as a country, they’re only interested in ad revenue. That’s why it’s so important that we’re creating new media that isn’t so conflicted, and why the question of whether bloggers run ads or not is far from a trivial issue.”

When it comes to national media, there really are not that many outlets that need to be manipulated. Four TV networks; maybe that many cable news channels; a handful of newspapers with national reach. If you can juke them, you’ve got a lot of the country juked.

The sooner their influence is diminished, the better. There will no longer be even the illusion of “national media” and people will have to work (a little) at being informed. Sure, the willfully clueless will still head for blogs and news sites that confirm their view. But the rest of us will stop trusting (if we haven’t already) news organizations that are child’s play for political spin-miesters.

The results business

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Mark Ramsey points to a survey of marketing professionals that shows growing pressure on accountability:

“86% of marketers say pressure has increased on them to account for results; no one said that the pressure has decreased. Moreover, 68% of organizations are measuring the quantifiable contribution of marketing to the bottom line.

Message to radio: You’re no longer in the advertising business. You’re in the results business.
So which are you selling, advertising or results?”

I feel like I should have something to say about this… but I don’t know what it would be.

Fallout shelter radio ads

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I remember well the back-yard fallout shelter craze (mania?). The family that lived behind us had one. It was clearly large enough for just one family but it was considered uncool to talk about who would live and who would die. And we lived in the landing approach path to the Strategic Air Command base in Blytheville, AR. Generally considered a prime target for a Russki ICBM.

The nice folks at DinosaurGardens.com have posted some creative radio spots for Survive-All Fallout Shelters. (“Civil defense approved, FHA approved, no money down, five years to pay!”)

  1. Maximum Protection (General)
  2. Comparison
  3. Value
  4. Equipment
  5. DYS
  6. Maximum Protection (Steel and Concrete)
  7. DYS (short)
  8. Maximum Protection (Steel and Concrete) (short)
  9. Maximum Protection (General) (short)

But wouldn’t that mean I’m too stupid to drive?

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Envelopeclipping
Tonight’s mail included a "letter" addressed to Perry S. Mays (Nobody uses my full name). There was no return address. Inside was what appeared to be a newspaper clipping tagged with a yellow Post-It note which read: "Perry: Check this out! (signed) J"

Of course the newspaper "story" is bullshit, although there is nothing in the copy that would clue the clueless on this point.

I wish I could give the dealer –Reagan Hyundai in Jefferson City– the benefit of the doubt. They weren’t trying to snooker their way into unsuspecting homes… it was just a little joke. April Fools Day a week or so early. Gotcha!

Maybe.

But if this shit works, it means there’s some kind of creepy reverse Darwinism at work. In time, only the mentally impaired will be lured onto the lot.

Everything about this is designed to trick someone into reading about about your sale. To fool them. One would almost think the public doesn’t want to hear from you. But why would that be?

Sharpen your writing skills with “Stopwatch Challenge”

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Stopwatchsmall
Dan Rieck suggest we can sharpen our copywriting skills with what he calls the "Stopwatch Challenge." The exercise is basically writing a radio spot that can be spoken aloud in exactly 60 seconds.

Brings back fond memories of my radio days. For a dozen years, about half of my 10 hour days were spent on the air and the other half writing and producing radio commercials. Let’s see… we’ll call it 50 spots a week. 200 spots a  month. 2,400 spots a year. Let’s round it down to 28,000 commercials.

We had to knock ’em out fast and get ’em on the air. And the client always gave you more stuff that you could fit in 30 or 60 seconds. So part of the challenge was boiling it down.

Sixty seconds is about 16 lines. But you have to spell out numbers (one-eight-hundred-five-five-five-sixty-four-hundred).

I’ve never considered myself a great writer. But writing radio spots was pretty good training for blogging. Or maybe any kind of writing. Fewer words always better than more words.

I often send emails with nothing but "see subject line" in the body. I try to put it all in the subject line. Try it on your next email.

And, yes, I know this post is longer than sixty seconds.

Radio owners waiting out “this Internet thing”

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“As an advertising medium, the Internet is already larger than radio. It will approach $34 billion this year and is on a trajectory to overtake newspaper advertising within five years. In virtually all markets, the largest local Web site (typically run by a newspaper company) is now grossing more ad revenue than the largest radio station in that market. In some markets, the largest site is grossing more than the largest cluster of stations.”

“Your radio reps have a bounty on their heads. We survey more than 3,000 local Web sites every year about their revenues, expenses, number of salespeople and other revenue-related topics. The ones with the greatest market share and revenue have an interesting characteristic in common: a star-performing “former radio rep” on the sales staff. The word has spread that radio salespeople know how to sell the Internet, and newspaper and TV Web site managers have been recruiting them left and right. Radio reps know how to cold-call, how to generate new business, and how to sell reach and frequency. That’s a perfect match for Internet sales.” — Gordon Borrell, writing in Inside Radio

What you know, not what you sell

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Sales trainer Chris Lytel points to a Wall Street Journal interview with Ram Charan, a business professor turned consultant and author (What the Customer Wants You to Know).

“It has become very hard to differentiate yourself in the eyes of the customer, for business to business sales. So salespeople should not sell the product anymore. They should find out what the customer needs, which will be a combination of products and services and thought leadership.”

“In the old game, one person could do the selling. In the new game, you need a team from your company. The reason you need a team is the solution you’re going to create is going to come form different parts of your company. That means salespeople have to be good leaders, to lead their team, and also persuade the customer team. Because customers also buy in teams.”

Thought leadership. Interesting concept. Increasingly, our “network radio” sales reps are finding that their clients want more than 30 second spots. I suppose you could say they always wanted more than spots… they wanted the sales or mind-share those “spots” could bring.

These days, it’s rare that the prospect doesn’t bring up the subject of the web as part of their marketing strategy. Knowing a little something about blogging and podcasting has been very useful.

“Instead of shouting the message, hide it”

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Will we still get carpet bombed by mindless 30 second commercials in the future? (And by future I mean a couple of weeks from now.) Seems unlikely, but how will savvy marketers reach –and more importantly– engage us? How do you “reach people who are so media-saturated they block all attempts to get through.”

Perhaps with alternate reality games (ARG’s). That’s the subject of a fascinating article by Frank Rose in this month’s Wired Magazine (Issue 16.01).

“The initial clue was so subtle that for nearly two days nobody noticed it. On February 10, 2007, the first night of Nine Inch Nails’ European tour, T-shirts went on sale at a 19th-century Lisbon concert hall with what looked to be a printing error: Random letters in the tour schedule on the back seemed slightly boldfaced. Then a 27-year-old Lisbon photographer named Nuno Foros realized that, strung together, the boldface letters spelled “i am trying to believe.” Foros posted a photo of his T-shirt on the Spiral, the Nine Inch Nails fan forum. People started typing “iamtryingtobelieve.com” into their Web browsers. That led them to a site denouncing something called Parepin, a drug apparently introduced into the US water supply. Ostensibly, Parepin was an antidote to bioterror agents, but in reality, the page declared, it was part of a government plot to confuse and sedate citizens. Email sent to the site’s contact link generated a cryptic auto-response: “I’m drinking the water. So should you.” Online, fans worldwide debated what this had to do with Nine Inch Nails. A setup for the next album? Some kind of interactive game? Or what?”

I’m not a gamer. At all. But I love shit like this. Reminds me of the viral video snippets in William Gibson’s Pattern Recognition. The Wired article is well worth the read.

Advertiser Optimism by Medium

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From Terry Heaton’s PoMo Blog:

"Advertiser Perceptions latest survey of 2,047 ad executives (published twice yearly) — as published by Online Media Daily — reveals growing pessimism among ad buyers about traditional forms of advertising. I view this study as significant, because it speaks directly with people who are making decisions about spending money."

Adforecast

Only newspapers face a smaller increase and larger decrease than radio? [Emphasis/red from original post]