Persuasion versus promotion

Persuasion versus promotion

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Is marketing broken? This is a question that I get asked frequently. And those who pose it can be forgiven for thinking that the correct answer is ‘yes’. The efforts of most brands makes for dispiriting viewing. There appears to be a lack of respect for what marketing can achieve. It feels as though we have lost our grip on the fundamentals, and one common mistake is confusing its purpose. Brand communications is less about promotion, and more about persuasion.

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Consider the nuances between these two words for a moment. Promotion describes an instant sales turn. It is the thoughtless broadcasting of a single message that screams: “buy it now”. It is the sandwich board outside the pub that says: “beer inside”. Or the junk mail that comes through your letterbox (and exits shortly after via the recycling bin). It’s pop up ads, vouchers, and bumph. Persuasion is altogether different. It is storytelling, art, and entertainment. It’s deftly-executed messages that speak honestly to audiences. And use the most vital ingredient for brand communications: truth. Persuasion is about offering people something great, convincing and compelling. It’s respectful of audiences, and is less transactional.?

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This is why I often talk about the job of chief marketing officer. I think they should be done away with, and replaced by a chief entertainment officer. Someone whose job it is to beguile, charm or fascinate. They understand that the job in hand isn’t to chisel or brow beat audiences into parting with money. It is to create a phenomenon around the brand. The next time you are considering marketing spend, take some time to determine how much of it you are devoting to persuasion versus promotion. And make sure that the balance is tipped (significantly) in favour of the former.



www.businessofcreativity.com


Nick Adams

Owner and CEO at Sense, Global Brand Experience & Engagement Agency based in London and New York

11 小时前

Genuinely interested to know your views on promotion vs persuasion closer to the point of purchase Sir John Hegarty. Particularly in grocery, shopper comms always seem to favour promotion. Should brands reevaluate the balance?

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Hugh Treacy

Agency Leader. Executive Director. Creative Partner. CMO. Consultant.

18 小时前

Sir John Hegarty - When labelling Promotion as “the thoughtless broadcasting” of a single message, whilst tarring it with the bumph, junk and vouchers you state, it’s no wonder that promotional marketing is too often misunderstood and undervalued. Surely the best stories are told when promotion and persuasion are NOT thought of as entirely different, but are seamlessly joined at the hip. When they are, and when done well, promotions can play their contributory part not just in your short “instant sales hit” but in longer term brand building.

Tom Harvey

Certified Coach, Writer, Mentor, Trustee, Chair - I coach stuck writers to find direction & confidence with practical tools, support & reflection. Award winning writer, BAFTA winner, Qualified Coach.

23 小时前

Agree on entertaining. I think we need to add 'Problem solving.' These are challenging times and imaginary lifestyle ads seem very old fashioned to me. I'm always interested in the way good influencers sell - often problem solving and often, at least seemingly, obtainable.

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koon tan

Web Developer at Localsoft Tech

1 天前

localso.com (Download accounting software.) localso.com (Download Inventaris Management Software)

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George Organ

Freelance Senior Copywriter / Creative Director

1 天前

The worst is when promotion isn't just 'thoughtless broadcasting of a single message'. but thoughtless broadcasting of a thousand of them.

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