Monthly Archive: August 2012

Look Forward, Angel

Ad people are known for their ability to create, but professors too are perpetually asking new questions and seeking new answers. For instance, a set of studies conducted by Stanford’s Zakary Tormala and Jayson Jia, and Harvard Business School’s Michael Norton “paint a very clear picture of our unconscious preference for potential over actual success,” according to Heidi Grant Halvorson, a motivational psychologist, professor at Columbia University Business School and author of the Nine Things Successful People Do Differently.

Writing in Harvard Business Review, she contends, “We have a bias — one that operates below our conscious awareness — leading us to prefer the potential for greatness over someone who has already achieved it.”

To my mind, this is the central point of Halvorson’s analysis:

All this suggests that you need a very different approach to selling yourself than the one you intuitively take, because your intuitions are probably wrong. People are much more impressed, whether they realize it or not, by your potential than by your track record. It would be wise to start focusing your pitch on your future, as an individual or as a company, rather than on your past — even if that past is very impressive indeed.

Assuming the findings are true and hold up over time, this is a pretty significant discovery. As marketers, we are conditioned by much practice to shout out branded boasts like “Best Selling Truck In America,” “Billions and Billions Served” or “Preferred By Moms Since 1939.” In other words, we’re too often looking back. If we were looking forward, our messages would focus on the company’s potential to achieve greatness, not on measures of greatness already achieved.

Perhaps this explains the power of Dan Wieden’s line for Nike, “Just Do It.” It’s a line 100% focused on the future, and what the athlete in training will soon achieve.

I also think that we routinely tune out self-promoting people and brands, who toot toot toot their horns all day. Because we don’t care what they did last year, or one minute ago for that matter. We care about what people or companies can do for us right now, and how their contributions will help make our lives better tomorrow.

In Today’s Marketplace of Ideas, Agility Equals Ability

The first tenet of lean and agile development is “Eliminate waste.” So, clearly it is a productive framework. Yet, creatively speaking, I’d say some degree of “waste” is good because we need to wander, veer from the path and get lost. That’s where discoveries and breakthroughs happen.

At the same time, the demands of deadlines and budgets require an intense focus, which lean and agile development practices can aid.

Winston Binch, Partner/Chief Digital Officer at Deutsch/LA, knows something about agile. He says, “Culture changes at Internet speed. Agencies must as well. They need to be able to make content in days, not weeks.”

Ergo, Deutsch uses “agile jam sessions,” where small groups of 4-5 people, consisting of traditional creative teams, technologists, UXdesigners, invention and media strategists, planners, producers, and account people take one to two hours to come up with ideas that answer the brief’s central question.

The trick, I believe, is to maintain a high level of craft while moving projects through the system at a steady, efficient pace.

Binch says, “to make original and shareable work, you need to pressure test the hell out of ideas before you begin production.” To help, Deutsch uses something called “The Idea Charter,” a simple one-page worksheet that creative teams fill out during concepting sessions.

What’s the PR headline? – Every idea should feel like news
Describe the idea in 140 characters – It should be easy to share
What problem does it solve? – Stay focused on the business/marketing problem
What makes it original and shareable? – Is it a creative leap? Why would someone share?
Who’s the target? – Who is the intended audience/user? Stay focused on their needs
What makes it worthy of repeated views, vists, or uses? – Why would they come back?
What do you want people to do after they leave? – Great work inspires action

“What’s the PR headline?” is a great way to frame the discussion. If the idea you’re bringing to the client isn’t newsworthy, then why bring it at all?

Biz Dev Is Like Yoga, It’s A Routine That Delivers Results To The Most Dedicated

I listened in on a free Webinar this morning, “The State of Digital Marketing for Small Agencies,” presented by David Baker of ReCourses, Mark O’Brien of Newfangled and Blair Enns of Win Without Pitching. The Webinar was a chance for Baker, O’Brien and Enns to present the findings of a detailed survey they performed in June with owners and managers of 299 small digital marketing agencies, wherein they explored how agencies use their own websites, email newsletters, Webinars and speaking opportunities to establish expertise, provide leads and drive conversions.

Most of the respondents’ firms employ between two and 20 people; half bring in less than one million in billings per year; and the majority of clients are within a 200 mile radius. So, this isn’t about the Razorfishes of the agency world.

Some of the more interesting findings include:

  • Most firms are building 10 or fewer websites per year with the average budget ranging from $10K to $25k
  • Six out of ten firms are not happy with their current site (which they rely on to generate qualified leads)
  • Two thirds of the firms have less than 1000 visitors per month to their website (with five or less conversions via a Contact form per month)
  • About half of the firms publish an email newsletter, but send it out to less than 500 people
  • Just over half feel their firms are considered experts within a specific field
  • Two-thirds of the firms responded to five or fewer RFPs last year

I can certainly put a check next to all of the above boxes.

During the Webinar today, Baker said, “Your agency website has but one purpose — to motivate people to sign up for your email newsletter.” I have never looked at it that way, but I do see value in one-to-one communications and relationship marketing. O’Brien added that small agencies need more than 500 people on their lists to get to scale and see the kind of positive results that well executed email marketing can deliver. Bonehook’s email list is currently at 54, so I have quite a bit of work to do to raise the newsletter bar.

Speaking of another old school method for new business development, Blair Enns said, “Cold calls are diminishing in effectiveness, but you still want to call the very specific opportunity.”

Enns also called for a much stronger POV from industry experts. “You should be nervous before pushing publish,” Enns advised. “Attack conventions, piss people off, provoke,” he argued. I don’t think Enns is saying become a clown, or caricature, but agency heads do need to be performers. To sell the work and to get the opportunity to do the work in the first place, presentation skills and a finely tuned ability to “convince and convert” on the fly are required. It’s part of the job, and a much different part than the designing and copywriting at the core of one’s practice.

Previously on Bonehook: Getting Past The Grizzlies In Your Mind and Want To Sell More? Help, Inspire and Reassure.