Are U Unique?

Are U Unique?

Famous women’s fashion designer and perfume manufacturer Coco Chanel said this about running a business, “In order to be irreplaceable, one must always be different”.

What makes your business special?  Do you stand out among your competitors?  Do you do things that make other businesses envious and make the general public talk favorably about what you do or what you offer?

Or… are you playing the, “I’ll beat ‘em on the price” game?

If your business isn’t doing anything “special”, the only thing your potential customers can and will judge you on is price or convenience; are you cheaper or are you closer than your competitors.  Winning on price alone generally means losing where it really matters….in profits.

Assuming your pricing is at least in the ballpark, there are many things you can promote that cannot be “shopped and compared”.  What makes your business stand out in the crowd? Is it your…

  • Knowledge
  • Skill
  • Talent
  • Hours
  • Speed
  • Guarantee or Warranty
  • Extras (something you do that no one else does)

Even your advertising or marketing style can make you unique.  If your commercials and ads look and sound like everyone else’s ads, they won’t stand out.  If you create a unique style and strategy, it can make all the difference in the world.

In business, having and promoting superior knowledge, skill, talent, hours, speed of service, guarantee, or doing something extra special is often times the difference between a decent business and a GREAT business.

Click here for our free “Seven Secrets to Promoting Your Competitive Advantage” to increase your top line, and more importantly, your bottom line.
Is Generational Relatability An Issue?

Is Generational Relatability An Issue?

We’re going to talk about generational differences today and how they impact our relationships with others that are older or younger than us.

Last month, Mediapost shared a Quick Refresher on Demographics and that was part of the inspiration for this along with some stuff going on in my own life.

First, I’ll reveal me:

Baby Boomer, graduated from high school in the late 70’s.  I was alive when JFK was shot but have no memory of it because I was a toddler.  During most of the 60’s, I was not aware of the political turmoil or cultural revolutions that were going on.  I was just a kid.

Watergate was the first time I really noticed much about political stuff.  When Nixon resigned, I was becoming a teen and was more into teen stuff like girls and music than adult stuff.  Musically I was into Top 40 and those songs from the mid 70’s to mid 80’s were the foundation for a couple of reasons.  1st, was listening to the radio as a kid and then I was a teenage disc-jockey from age 16 to 25 on the radio for a decade before moving to the advertising side of broadcasting in Detroit in the late 80’s.

My wife is 8 years older than me and most of her friends are around her age, not mine.  We’ve been married for a couple of decades and I would tease her about stuff that happened “before I was born”.  Yet as we get older, we’ve realized that those 8 years are not as significant compared to other generations.

Our 5 kids (from our first marriages) were all born in the 80’s and most of them have kids so there’s another generation in our family now.

I recall 20 years ago when I took a break from media and marketing and learned how to run a thermoformer in a plastics plant that the people working for me were closer to my kids age than mine and that was one of the motivating factors to return to radio and get out of the very physically demanding factory world.

Now at the broadcasting company I work for, we are hiring people that are 10 years younger than my kids.  While it kind of makes me feel old at times, I’ve also enjoyed the role I play as a leader, mentor, and coach.  Plus I can still out perform many of the advertising account executives in our company, but that is not my focus.

So as you and I move forward in 2022 and the years ahead, it’s important to understand some of the differences in generational relatability that I’m about to share.  A dozen years ago I was a guest speaker on personal branding to a group of Huntington University students and realized that an example I used of TV personality Larry King was unrelatable, so the following year I updated my presentation to fix that.

Here’s the Mediapost story:

In 2018, the Pew Research Center determined that 1997 was the starting date for Generation Z. Anyone born from 1981 to 1996 is deemed a millennial, and anyone born since 1997 is a Gen-Zer.

At this point, the oldest Gen-Zers are turning 25 this year and the rest are teens or younger. (The cutoff for Gen Z births appears to be 2012.)

Among the differences between Gen Z and millennials (also called Gen Y) are:

–       Most Gen-Zers have little or no memory of 9/11. Instead, they grew up with lines clearly drawn between the political parties after the event.

–       Generation Z is the most ethnically diverse generation in U.S. history. The next most-diverse generation is millennials. Some 52% of Gen Z is white, 25% is Hispanic, and 4% is Asian, again according to Pew.

–       The iPhone launched in 2007, when the oldest Gen-Zers were 10. They came of age as social media, mobile computing and constant connectivity were part of the landscape.

–       According to a 2021 survey, the top brands for Gen Z were Google, Apple and Amazon. Netflix, Chick-Fil-A and Vans came in after that. But that survey is far from definitive. Others have put Nike at No.1, Netflix at No. 2 and YouTube at No. 3.

For millennials, the top brands were Apple, Nike and Amazon, according to marketing firm Moosylvania. Google was No. 8.

In other words, there doesn’t yet appear to be a deep divide between Gen Y and Gen Z.  That contrasts with the divide between Gen X and Baby Boomers, which was driven by some big differences. Baby boomers currently comprise 70 million people, versus 65.2 million for Gen X, according to Insider Intelligence. That doesn’t seem like a huge difference, but Gen X was marked by a “baby bust” mentality that sported attitudes of cynicism and skepticism after the euphoria of boomers.

Baby boomers also had a clear starting point (the end of World War II) and ending (1964, when the birth rate began falling). Since then, the delineations between generations seems somewhat arbitrary. As a result, those expecting a huge chasm between Gen Y and Gen Z may come up short.

Some additional insight as you consider all of this is to not make broad assumptions about someone because of the generation they were born into.  I am much more active than my son when it comes to online behavior.  I was also an early adopter compared to folks 10 to 20 years younger than me.  I had to push and pull some of my former co-workers to move forward with certain things that they thought were just a fad, but clearly were much bigger and longer lasting.  Twitter is the example that comes to mind.

Want to know more or do you have some insights to share?  Contact me.

Truth Detection

Truth Detection

Marketing and advertising are all about winning in the court of public opinion and it’s a tough and skeptical jury you are facing. Many of us have been misled by sales pitches or outrageous advertising claims in the past. In short, they are justifiably skeptical of offers made via advertising today.

When preparing for trial, good attorneys are prepared. They have a plan of attack and will often present their case from different angles. Advertising, over the long haul, should be approached in much the same fashion.

There’s an old saying, “facts tell and stories sell”. This is true whether in the courtroom or in advertising.  Facts can and will validate your claims. However, it’s a good compelling story that makes it believable and memorable.

In the courtroom, lawyers will tell the same story from several different perspectives and angles. Advertising should use the same approach. Different stories told from different angles will have a different impact on different jurors/consumers.

In many famous court trials, the attorney that can tell the best story, using the cleverest lines, oftentimes win.  Remember the famous line, “If it doesn’t fit – you must acquit”. Many experts agree that this one line is what swayed the jury.

The smoking gun is an irrefutable piece of evidence that convinces the jury “beyond a reasonable doubt” that your case is sound. In advertising, there are several ways to convince the public that your business is the one they should choose!

For your advertising to be successful, you must, over time, convince the public that your business is a viable and reputable option.

Does your advertising win in the court of public opinion?

Click here to read the Eight Ways to Validate Your Advertised Claims.
More Powerful Than Digital Advertising

More Powerful Than Digital Advertising

Over the past couple of decades, the biggest growth in advertising expenditures has been digital.  I’m talking about nearly anything online, from websites, to apps, to Google ads, Social Media Ads, all of it together has consistently seen growth in the double digits, percentage wise.

This is a good thing, by the way.  Technology is always evolving and automating tasks… that help us be more productive.  Our company just upgraded our CRM system this year from an older, non-intuitive software system to one that was designed specifically for our business.

As we learn to use and trust new tech, we might think that it can replace nearly everything that people used to do.

However, you and I are still people and we still use Human Relationship Principles in our daily lives.

Sure, I mostly trust my digital tech to pay bills and order a pizza, but when it comes to picking a dentist, I want another human being’s input, not just a techy.

The Trust Factor.

It is one of the most important elements of being human.

A recently released study from MarketingCharts.com says that Word Of Mouth Beats Websites, and they also list a few other ways to spread the word.

Word of Mouth has nearly DOUBLE the Trust Factor over branded websites.

Word of Mouth more than DOUBLE’s the Trust Factor on online consumer reviews.

What if there was a way to take the power of Word of Mouth and make it spread faster than just me telling my friend one at a time?

There is.

I’m referring to something I’ve referred to as “Word of Mouth with a Bigger Mouth”  It’s my radio station. WOWO, nearly 100 years old and the most powerful Word of Mouth vehicle in Northeast Indiana.

With over 30 radio stations, WOWO is the biggest Talk Radio Station with over 100,000 weekly listeners.

A news/talk format with local hosts and newscasters is a trust machine.  Thousands tune in every morning to WOWO for news, weather, sports and current events.  Our two local hosts, Pat Miller in the afternoon and Kayla Blakeslee in the morning do the ultimate Word of Mouth endorsement for a select few advertising partners on WOWO and the results speak for themselves.

We actually have a waiting list of businesses that would like to have Kayla or Pat’s endorsement because they will only endorse one business per business category.

This Word Of Mouth with a Bigger Mouth on WOWO reaches tens of thousands of consumers each day.  If you are in the WOWO-land listening area and want to know more, contact me.  Scott@WOWO.com

Make Your Networking Work

Make Your Networking Work

Do you network?  Does your networking work?

Regardless of whether you operate a business in a small market or a large one, networking can be one of the most powerful “free” marketing tools at your disposal.

While networking is free in many cases, it’s not as simple as signing up or showing up. Productive networks don’t just happen by default. It takes effort and planning. But, if approached correctly, the rewards can be significant.

Look around your community. Many of the most successful businesses are owned and/or operated by people that are actively involved in the community. Networking does work when it’s worked correctly, and done so for the right reasons!

Rule #1 to being a great networker is “Give before you receive and never keep score”. To paraphrase John F. Kennedy, “Ask not what your network can do for you, but what you can do for your network.” If you’re prepared to give of yourself and your company, your networks will return the favor.

Like all of your marketing tools, a little planning, effort, energy, and financial investment can net huge results over time. The positive effects go way beyond the goodwill you provide to the cause and your community.  Approached and handled correctly, networking will:

  1. Gain valuable knowledge about how other businesses are run
  2. Uncover opportunities and create connections that can enhance your  business
  3. Raise your positive profile in your community and among your peers
  4. Increase your confidence
  5. Provided valuable ideas from like-minded people

If you would like to start networking or make your networking work better, click here to see the 16 ideas and suggestions that can help you develop a successful networking marketing strategy.

Overcoming Ad Blockers

Overcoming Ad Blockers

Most consumers would agree that ad blocking devices on digital and social media is one of the greatest inventions of all time. As technology advances, it’s gone from the digital world of advertising to the traditional media, specifically TV.  You can now, with the touch of a button, roll through ads without ever seeing them.

But if we’re honest, ad blocking is nothing new. The human mind learned how to block out and avoid annoying ads in all media way before the internet came along. 

Marketing experts have professed for years that there are no media that do not produce results; there are only messages that do not produce results.  They have also known that people don’t dislike ads; they dislike bad ads.

When you’re creating your next message, whether it’s for online or on-air, ask yourself what’s in it for your prospects to listen to (or view) this ad?  Is there any information or entertainment value for the listener?

Advertising guru Roy Williams, also known as the Wizard of Ads, is often quoted as saying, “For some insane reason, advertisers want their ads to look and sound like ads.”

Understanding that NO ONE consumes any media to see or hear ads is key to creating more effective ads. 

A study by Nielsen and Nielsen Catalina Solutions indicates that 49% of a brand’s sales lift from advertising is due to the creative, which refers primarily to the quality and the messaging,  A better message will garner a better response every time.

Click here for a list of tactics you can employ to make your ads more relevant and make your prospects more receptive to your message.