Slow Down to Go Faster, Marketers
Those wise words of wisdom don’t just apply to business strategy, they are highly applicable to marketing.
We live in an age of extreme digital addiction, consumers glued to digital devices every waking hour. As a result, marketers rush to buy up all of the digital channels they can to be present and steal mindshare from all of the other brands tweeting, posting, sharing and hoping to get attention, engagement and sales. Yet, the simple truth is that most brands can’t really tell if its working, if they are getting sales and they don’t really know if consumers are really focused on their messages, even when data analytics say they were.
The secret is quite clear: to create meaningful engagement with customers in ways that build brands for the moment, as fleeting as it is today, and brands for the long-term despite technological changes, brands must slow down in order to go faster. Faster toward securing meaningful, purposeful engagement that results in what matters most to brands, now, in the past and in the future – lifetime value.
As old-fashioned as it may seem, print is one of the best ways to do this. And one of the oldest forms of print at its best is the catalog. In 1845, Tiffany and Company put out the first mail order catalog in North America, which they called the “Blue Book.” Shortly after the most commonly known catalogs like Sears and JCPenney took hold and the American catalog industry took off. Yet with online stores taking off and minimizing the cost to entry the retail world, print started to die off. Fewer ads in magazines, fewer catalogs and eventually, for companies that dropped their catalogs, that meant fewer sales. A lot fewer.
Here’s just one example:
In 2000, Lands’ End cut back on sending catalogs to consumers. The result was a mere drop in sales of $100 million. When the company conducted a survey among its customers to see what happened, they discovered that 76 percent of their online customers reviewed their printed catalog before going online. (Research by Kurt Salmon)
Xerox has helped add even more life to catalogs by using its variable data printing machines to create personalized catalogs. Like personalized direct mail which enables customers to see their names and transaction history in a letter written “just for them,” customers can now see their names and other personalized information references in a multipage catalog.
According to Shelley Sweeney, a VP/General Manager at Xerox, brands are seeing big increases in results.
Catalogs are re-surging, not just because they can be personalized, but because they appeal to some key psychological drivers that digital just can’t. We humans are tactile people. We seem to trust more, believe more, like more and act more when we can reach out and touch something or someone. When we hold a magazine in our hands, carry it in our bags, and feel it with our finger tips, we feel connected. And when those catalogs present stories about the products, about the people who use the products, about the lifestyle qualities, values and causes associated with those brands and products, we feel connected with brands with a veracity that is hard to get from the fleeting digital screen with all of its moving parts, pop up distractions and links to click.
Patagonia’s catalog is a great example. This epic catalog features products alongside stories from its ambassadors and customers, sharing their personal stories in ways that inspire passion and evoke bonds with the brand telling the story. They use world-class photography to showcase the lifestyle of those who love their brand. And people love the art, story and products in the catalogs to the point that it not only creates product sales, but another life of its own. You can now purchase a book called “Unexpected,” which features some of the best catalog photographs from over the years.
The Patagonia catalog is not a quick read. It's not a fast project and it’s not about fast and furious sales. It's about slowing down for a moment, to read, to touch, to ponder the life you want to live and can live with brands that provide you tips, ideas, inspiration, and connection with themselves and with others just like you.
Its just like Dmitri Siegel, executive creative director and vice president of e-commerce for Patagonia, says, according to a recent New York Times article.
“Catalogs are a way we’re speaking to our closest friends and people who know the brand really well.”
Catalogs, now commonly called “magalogs," are critical tools that build connections like few other channels can. Some things just never go out of style and this form of communication is not heading that way fast. In fact, while catalogs might seem to some like taking a step backward, they are truly becoming one of the fastest steps forward. And all by slowing down to regroup on what we humans like most: tangible, credible communications about things that matter to me.
Jeanette McMurtry is a psychology-based marketing expert providing strategy, campaign development, and sales and marketing training to brands in all industries on how to achieve psychological relevance for all aspects of a customer's experience. She is the author of the recently released edition of “Marketing for Dummies” (Fifth Edition, Wiley) and “Big Business Marketing for Small Business Budgets” (McGraw Hill). She is a popular and engaging keynote speaker and workshop instructor on marketing psychology worldwide. Her blog will share insights and tactics for engaging B2B and B2C purchasers' unconscious minds which drive 90 percent of our thoughts, attitudes and behavior, and provide actionable and affordable tips for upping sales and ROI through emotional selling propositions. Her blog will share insights and tactics for engaging consumers' unconscious minds, which drive 90 percent of our thoughts and purchasing attitudes and behavior. She'll explore how color, images and social influences like scarcity, peer pressure and even religion affect consumers' interest in engaging with your brand, your message and buying from you. Reach her at Jeanette@e4marketingco.com.