Last week, we took a look at well-know advertisers and some of their campaigns, as well what makes great advertising.
In this second instalment, we take a look at how creativity is here to save the day, how empathy can help us gain a deeper understanding of our audiences and ourselves as well as the value of risk-taking in a safety-obsessed world.
Creativity is only way to stand out
There are many examples of ads out there that were able to stand out and be remembered many years after they were released. If not all of them, the huge majority are remembered because they were conceived in contrast with other, more conventional ads. It’s that contrast with the conventions that made them stand out.
Creativity can take many forms, but humor is the widely considered to be the fastest way to break the mold and send a message that company X isn’t like companies A,B,C and D. It takes courage because as humans, we generally do not like to stand out and want to blend in, to relate. A company with the confidence to stand out, is a company that knows itself well enough to know what makes them unique and not be afraid to communicate that message in their adverts.
Understanding of one’s audience is the only way to truly connect.
The risks taken in setting oneself on the path to stand out from one’s competitors can be mitigated by researching one's audience and gaining a deeper understanding of who they are. You need to learn about them, their fears and their aspirations. By doing so, you will gain two things: first, a direct path to forming an emotional connection with them and second, the ability to cut through the noise and send a message that they will instantly relate to.
Similarly, companies have to spend time understanding themselves and do their homework reflecting on what makes them unique, as well as combine that knowledge with that gained of studying their audience. Finding a purpose is a great place to start. A lot of companies out there have a default purpose that is uninspiring. It is necessary to dig down to what the aspirations of the business are. Every great company has clear and concise purpose and is very clear on what that is.
Armed with the tools of empathetic understanding of itself as well as its audience, any business can set itself on the path to stand out.
But I'm afraid of taking risks!
Setting oneself apart is taking a risk, no question about this. There are many examples out there of companies that alienated their audience because their messaging veered too far from what people were accustomed to. However, armed with the right tools, solid knowledge about itself and its audience, a business should be able to find a way to both stand out and not alienate the people it caters to.
Ultimately, it comes down to this choice: either one is willing to take risks and the potential reward is great, or one decides to stick with the status quo with the high probability of commoditization and increased competition, making it harder to run a successful business. Do you want to be Old Spice or Charmin?
It is also important to remember, and O'Reilly explains that in detail in his book, that the large majority of companies who have taken a leap of faith and changed their messaging for the better have seen tremendous returns. Case in point: Snickers with their ongoing "You're not you when you're hungry" campaign has seen their global sales in the first year of running the campaign increase by 15.9%.
What are examples of businesses you’ve seen taking similar risks and get results? Comment below to share your thoughts!