According to the media-writing book:
Advertising is about more than telling people what to buy and where to buy it. It is a communication format that mixes information and persuasion elements in an attempt to convince audience members to act. The desired action can take many forms, including purchasing a product, supporting a candidate or forming an opinion. In addition, some advertising is geared toward preventing action, such as buying some other company’s product, supporting a different candidate or changing an opinion.
Much of what makes this happen is about knowing your audience, which we discussed at length elsewhere in this blog and in these books. Demographics, geographics, psychographics and more all play a role in making sure the message gets from a valued organization to an interested and engaged receiver. Given what most of us experience on a daily basis, particularly on the web, that might seem as idealistic as taking Cinderella as your spirit animal.
If you want to know why advertising and media operations are in such ugly spots today, consider a recent experience I had in trying to read an online column. See if it matches with what you tend to experience and then ask yourself if that initial paragraph meets with reality:
One of my favorite authors, Terry Pluto, writes about Cleveland sports for the Plain-Dealer’s website and a link to one of his columns popped up in my Facebook feed. I clicked on the link and hopped over to the PD’s site, only to get a lock screen in which it noted I was using an ad blocker and asked me to disable it.
Some sites give you an option to continue without shutting off the blocker. Some try to guilt you into shutting it off. Some are like a Joe Pesci character on a meth bender, demanding you turn off the frickin’ blocker, you frickin’ mook… In this case, the PD gave me the “shut it off” option and nothing else. (Previous times, I got an option.)
As I noted earlier, I’m OK with paying for content. I’m also fine with the model that has driven media for decades through its salad days: Ads pay the bills for the content. However, consider these crucial messages that I got as a result of shutting off the blocker:
Um… OK, apparently “history” is now about ’70s fashion and boobs… And thanks for trying to entice me with the “not suitable for all eyes.” It’s like the Simpsons monorail trick, but with sexual intrigue.
What the internet apparently thinks it knows, is that I’m broke, looking to cheat on my wife/get murdered and I have attention deficit disorder since it gave me TWO of these ads. It also presupposes that “older women” means anyone who can buy booze without the clerk breaking out a black light on her ID and that I wasn’t thinking, “Isn’t that Elizabeth Shue?” Moving on…
If you touch your lip, you’re dying of cancer. Got it. Thanks.
I’m not really deaf. I’m just ignoring you…
(I spent three minutes trying to type a word that effectively captures that sound I make when I’m feeling like I’m throwing up in my mouth. Whatever that noise is, fill it in here…)
I’m guessing your experiences are somewhat similar to mine, with tweaks for age brackets and theoretical senses of what “kids your age” want to see: Hot chicks/dudes are waiting in your area… 10 simple ways to stop (Acne/HPV/Failing Calculus for a third time)… SHOCKING! You won’t believe what (Fill in your childhood Disney Show love interest) looks like now!… Drivers in (fill in your area) can BEAT SPEED TRAPS…
This is what advertising has devolved into for a number of reasons:
- It’s cheaper: You can place millions of impressions for the cost of what it would take to get a full page ad in a major metro paper.
- You have wider reach: A newspaper or a broadcast signal can only reach so far. An internet ad can come from anywhere on earth (except our old newsroom, where apparently you can’t get a signal to save your life).
- Fewer risks/restrictions: There used to be a lot of vetting and careful checking of ads and products. Now, ad groups and sites and collectives just send out anything as long as the CC number works or the check clears.
- Money: Media outlets have always been accused of being cash whores when it comes to advertising. Back in the earlier days when money was free-flowing, they could rebut this by avoiding sketchy ads. In the “we’re still OK” days, they were more like Julia Roberts in “Pretty Woman.” Today? Um… My only analogies will get me redflagged by my editor, so just think of the lowest level of willingness to do stuff for money you can and you’re about there…
The unfortunate byproduct of this approach is a race to the bottom for advertising in the same way there appears to be a race to the bottom in news and other media fields. It can be easy to go along with the crowd in this regard, but if you want to make your advertising worth something, think about what it is you’re trying to do to create a message that reaches your readers and effectively evokes something from them. A great example of this just came out today (h/t Al Tompkins) with Nike showcasing the Women’s World Cup Team victory:
And here’s my favorite one from a few years back that still gives me the chills:
Nike gets it: Tap into something. Know your audience. Showcase the emotions associated with those people.
In the soccer one, it was one of announcing their presence with authority. With the Cavs one, it was that complete sense of quiet disbelief. The audience EXPECTED the women’s team to win and so it talked about the greatness of that team. Cleveland had gotten crushed so many times before, the audience EXPECTED the Cavs to lose (especially after going down 3-1 in the series). It got the emotions just right and it didn’t layer on the schmaltz.
If advertisers want to get beyond an eyeball grab, they have to fit more into this mold and touch on what we talked about at the beginning of the post. If the media companies that take their money want people to shut off the ad blockers, they’re going to have to ask questions that go beyond, “And what’s the 3-digit verification code on the back of the card?”
And if I ever want to eat lunch again, I’m not ever seeing another episode of Dr. Pimple Popper.