Word of mouth
-
Upload
david-hearn -
Category
Business
-
view
1.081 -
download
3
description
Transcript of Word of mouth
Where is the future of
advertising?
There isn’t one!
In a ‘traditional’ format
“Communications are changing”Source: Any strategist you happen to talk to 2004-2008
We are also now in ‘remote’ control and have the ability to switch off
A desire to be spoken with rather than to
We demand a different relationship from advertising
We have greater choice
We have more channels
It's a consumer revolution – a demanding but liberating shift. The rise of this powerful consumer boss marks one of the most important milestones in the history of
branding.CEO of P&G
“People don’t trust businesses the way they used to….For the first time we found that the most trusted sources were ‘a person such as yourself or a peer’. World events have led to that and blogging has led to that”Steve Rubel, quoted in the Guardian, March 20th, 2006
Advertisers are facing a new challenge -
How to penetrate the peer to peer network
Or is this actually new?
If we track trends over time we find a
different story
1775Paul Revere
1946Tupperwar
e
1978-1986My babysitter
2008My lunch
“People don’t need advertising to tell them about new products anymore”Source: Same pesky strategists as earlier 2004-2008
But they never did!
Word of mouth / peer to peer is not new…its just
taking a different form
“Brands are not facing a different challenge, just
one which has been made more prominent by the
digital world”Source: Me
Word of mouth has been replaced with…
…“word of mouse”
And consumers are
not short of ways to
spread the message
One person has the ability to influence thousands
So, what are the guidelines to successful communications in this connected world?
Engage rather than interrupt
Say the right things, in the right tone, using the right language at the right time
Simply… be liked!
Brands need to communicate with consumers more…
…on their level, using their
terms
Get the brand body language right
"Body language is essential. Just to be free, to use it like your voice. A
body can be small and have incredible violence. A body talks".
Anne Parillaud
7% spoken word38% tone of voice
55% body language
Communication is:
Source: Mehrabian
7% what brands say38% how brands say it
55% where brands say it
Communication is:
7% content38% communications
55% how to bring the comms to life
Communication is:
Brands tend to focus on the 7% rather than 93% when planning communications
How to make the 93% work
better for brands
22% letting go…let the consumer take the lead
14% ask the consumer what they want
17% deliver what they ask for
23% offer more than the standard…engage and entertain
12% speak to consumers on their level…don’t preach
5% speak to them when
they want to be spoken to
When is the ‘primetime’
anymore?
Concentrating on making the
93% work harder helps the 7% to be
heard
The most important thing in communication is to hear what
isn’t being saidPeter Drucker 1909-2005
Because…
It’s the 100% that drives the connection
And it’s human nature to surround ourselves with brands that we
trust,
understand,
feel part of,
and believe in
Only then will consumers embrace and spread the word