Advertising and Media Sales Albina Tortbayeva 20111715
Nov 20, 2014
Advertising and Media SalesAlbina Tortbayeva
20111715
Research is - Finding out what you don’t know.
Advertising works WELL when You KNOW your
CUSTOMER!
1) The Target Audience
2) Factors that motivate Purchase Behavior
3) Unique Characteristics of the Brand
Demographics: What are the different
observable characteristics of your buyers?
What social groups are they a part of?
i.e. family lifecycle: bachelor, married with no children (DINKS: Double Income, No Kids), full-nest or solitary survivor.
Psychographics: What motivates your prospects to buy your products and services?
What are their key needs and challenges?These might include characteristics such as optimistic, environmentalist, safety-conscious, value-oriented, status-driven.
Motivation Rank order
LOW CALORIES
CALCIUM CONTENT
4 factors that motivate purchase behavior in the Office Supplies business:
1.Price2.Service3.Availability4.Convenience
USP has 3 parts: Each ad must make a proposition --
"Buy this product and you get these benefits".
The proposition must be unique -- something that your competitors do not, cannot or will not offer.
The proposition must sell -- it must be something prospects really want.
Domino’s Pizza: “Fresh, hot pizza delivered in 30 minutes or less — or it’s free.”
FedEx: “When your package absolutely, positively has to get there overnight”
M&M’s: “The milk chocolate melts in your mouth, not in your hand”
Reality of Advertising, 1961.
Worksheet for Strategy:
1)TARGET AUDIENCE: __________________________2)FACTORS THAT MOTIVATE PURCHASE BEHAVIOR:__________________________________3)UNIQUE CHARACTERISTICS OF THE BRAND:_____________________________________
RESEARCH PLAN:
1)OBJECTIVES2)STRATEGY (GROUP SESSIONS vs.ONE-on-ONE)3)METHODOLOGY (HOW, WHERE,WHEN, HOW MANY)4)SUMMARY OF FINDINGS
Gain insight One Page Questionnaire Pre-Test (6-8 respondents) Ask the Right People Be Thorough Control - Never let your respondents fill
out the questionnaires by themselves Direct questions - Direct answers. And… Don’t Just Sell – LEARN!