Marketers

Deep State Advertising.


Over the 20+ years I’ve known him, I’ve always thought Rishad Tobaccowala (now with Publicis Groupe) was a national treasure.   He has that rare gift of being able to intellectually surround an issue and then quickly carve it down to its most essential point.  So it was with particular interest that I read his prediction that advertising would decline 30% over the next five years.

He’s right, of course.

The principle reason he cites for this decline is the flight to ad free environments.  “We don’t value (consumers’) time,” he explains, going on to quote the valuation as “less than minimum wage.”  I agree, but for a somewhat more elaborate set of reasons.

Promotional Message:  You don’t have to attend the Seller Forum on March 7th to participate in our Sales Leadership Poll (but you probably should).  Submit your anonymous answers on questions ranging from market conditions to pay packages to GDPR to the number of sales calls you expect your sellers to make each week.  We’ll share the results with you right after the event – even if you’re not there (which you’ll clearly regret – just sayin!)

I think too much of the “advertising industry” is just that:  an industry devoted to advertising… to generating more and more and more of it; to giving each other awards for it; to managing it’s migration into every nook and cranny of life.  If we’re honest we’ll admit that the “advertising industry” has become a self-referential deep state affair, hell-bent on its own survival.

We’ll also admit that many of us have lost sight of the original story-line, the real mission:  that the purpose of our work is not to win the next agency bake-off or secure a bigger share of “the budget.” We’re supposed to be devoted to helping marketers sell products, grow their businesses, build factories and employ workers. Small wonder that marketers have come to see advertising not as a source of growth but as a cost-center.

To paraphrase noted Vermonter and 30th president Calvin Coolidge, “the business of advertising is business.”  Or at least it should be.

Not to sound like too much of a relic, but when I started out at a small ad agency at age 22, part of my training program was delivering beer kegs, shadowing bank tellers and working in a shipping warehouse full of car polish.  It may seem quaint now, but we understood on a visceral level the business our clients were in. And by extension the business we were in.

We’ve lost a little something since then.  I hope we get some of it back.


Marketing Trigger Words.


In workshops and coaching with sellers, I see a recurring language pattern that’s shutting down the client conversation before it even truly gets under way.  With all the best intentions, sales reps toss off careless simplifications of their client’s business and marketing needs.  In uttering or typing these Marketing Trigger Words, the seller ends up with no idea of the damage they have caused.  They know only that the sales call and the relationship have gone sideways, but they don’t know why.

There are several Trigger Words – and Phrases – but there are a couple of threads that tie them together:  predictability and lack of specificity.  In terms of the predictable, it’s almost as if we’ve passed around a book called “Stuff Reps Say”…. Lazy casual phrases that are tossed into emails and conversations with no real research or understanding.  And even when the seller does have a clue about what their client might need, they talk about it so generally that it ends up falling flat with the customer. A few examples:

Could you and your sales team stand a little disruption?  Want to take some new looks at seemingly-intractable sales problems?  If you’re a qualified media sales leader, request your invitation to Seller Forum on Wednesday March 7th in New York.  Better yet, sign up for a season’s pass and secure 1 or 2 seats at each of our 2018 Forums.  Go to TheSellerForum.com for more information.

“Reach.”  This is a very real thing, of course…just not in the way most reps refer to it.  “This customer really needs to reach millennials!”  Yeah, maybe.  But they don’t necessarily need you to help them do it. Reach is a math problem they can solve lots of other ways.  What are you really bringing to the table?  The ability to tell the audience a better story?  Insights to help the marketer connect with that customer?  But if you open with “reach,” you’ll never really get a fair hearing on what you can really offer.

“You compete with…”  This is a swing and miss for so many reps.   Not because it’s a bad idea to bring up the client’s competitor…no, that’s a great idea!  It’s just that the seller tosses out the most simplistically obvious one.  Ford/Chevy, Coke/Pepsi, Samsung/Apple, Verizon/AT&T and so on.  To make the competitive dynamic meaningful, you must make it specific.  Don’t mention five different competitors; pick one.   Don’t leave it at the corporate or brand level; say which specific products, car models or cell plans are in competition.  Speaking specifically about your customers fight is your first chance to show them how much you know and care.  Don’t half-ass it.

“Branding.”  This might be the mac-daddy of them all.  Sellers who are diligent (or lucky) enough to get face time with marketers will then casually toss out the B-Word.  “Our company can help you build your brand in the eyes of our audience!”  If the advertiser is able to get past the feeling of condescension in that statement, they will then realize that the rep has little idea about what goes into building a brand – or how customers are moved along the scale from awareness to association to preference to intent.  Good rule of thumb:  If you can’t explain it, don’t say it.

You and your company have a lot of great things to offer to marketers and agencies.  How tragic, then, that it often goes wrong so early.  Take care with your words and you’ll find yourself in the deeper, more productive conversations that both you and your customers crave.