I love the new AT&T television campaign with the cute guy talking to the group of first graders. If you’ve been living under a rock and missed them, the guy poses a simple question to the kids like, “What’s better? Doing two things at once or just one?”
The kids pause for a moment, consider their options, and then all shout out “TWO! TWO!” with some thrusting two fingers into his face. “You sure?” he asks innocently to one little girl. “I am absolutely positive,” she states decisively, flattening her hands on the table for emphasis.
Finally one little boy says “I can do two things … I can wave my head …” while he starts waggling it from side to side, “and wave my arm …” It makes me dizzy just to watch him.
I always laugh out loud at these spots because it reminds me of so many of the focus groups I’ve witnessed over the years, and the commercial’s message, “It doesn’t have to be complicated,” could be the lesson for many marketers these days.
There are plenty of large, complex brands out there that require lots of intricate strategies and tactics against many different audiences. But many smaller brands have yet to heed the old KISS (Keep It Simple Stupid) message that we learned in marketing class many moons ago.
I recently received a direct mail package that directed me to a URL to download a whitepaper. Since I was interested in the topic, I visited the URL. But when I arrived, I couldn’t find any mention of the whitepaper, even though I scoured the home page.
Yesterday I clicked on a link in an email to download another whitepaper and it took me to a dedicated registration page that asked four or five simple questions before I could download. So far, so good.
But after completing the form, I ended up on another, differently designed page, asking for most of the same information before I could complete the download. Huh?
Last week I got a phone call from a sales rep telling me he was following up on the package he sent me. When I told him I had no memory of receiving it, he mumbled something that sounded like “damn marketing people” and then said he’d have to call me back. Wha—?
As AT&T states, “It’s not complicated”—so why are so many marketing efforts such a chocolate mess?
Here are the 2 marketing rules I always try to live by:
- Make It Easy: Think about your target and what you want them to do. Then make it easy for them to do it. That includes forms (I once challenged an insurance client on the # of questions required on an app for a quote and was able to reduce it from 26 to 6).
- Demand Quality: Always proof (don’t get me started) and impose a rigid QC process. For example, test blast your emails and check all the links before you launch the program to your customer/prospect base. If I get one more email addressed to “Dear (Client)” or “Dear Marc,” I’m going to scream.
If you make sure you incorporate those principles into your marketing workflow, you might be surprised at the difference it can make.
And as my Dad used to say “Just use the ol’ noggin’…”