The Truth Is, There Is No Truth — Let Alone in Advertising
Think about it. Most of what we consume as information about our world, society, events, and brands is “second-hand” reality — let alone in advertising. We didn’t really see what happened in protests covered on national news. We were not live audience members at a political rally. Or we didn’t experience the results firsthand that a customer claims to have experienced from a company’s products or services.
So can we really trust or should we believe what others “report” to us? The answer to this is widely debated on Facebook and news stations as we face all of the “fake” news we get daily, and as we become more aware that so much of what we see and hear is just that: fake. We are finally being made aware of the fact that many propogandists will overlay someone’s face on another person’s video image to “fake” that someone in the public eye said something harming that, in most cases ,they never did. Scary. We are also learning that so much of the posts we see on social media — Facebook, especially — were created by propogandists and posted to our accounts because of the demographic profile Facebook created from our past posts and those of the “friends” connected to us. We’re really starting to get it, whether we face it or not.
One thing we marketers need to also face is the how the “truth” we are putting out there is being received. As consumers are starting to watch the “news” and read social media with a different lens than before, we need to look at how that new lens affects their vision for our marketing messages. Here’s just two examples.
These have been the foundation of marketing since the beginning of time. They’re claims from one customer at a time about how products or services changed their worlds. We’ve used them, believing prospects will believe them if we attach them to a real person. Perhaps not so much anymore. Celebrity endorsements have been decreasing in influence rapidly for the past few years. We all know celebrities can be bought for the public appeal of their personal image, and that many are willing to put their mouth when the money is, and so these appeals don’t influence our purchasing choices like they used to. The same is holding true for ordinary people testimonials. Especially as more brands offer to reward us for posting reviews about them.
A testimonial is only true for the person speaking, and at the time they wrote the testimonial. Their truth may not apply to someone else, and it may not be true anymore, due to subsequent experiences with the brand involved. Testimonials can also backfire, as the prospects will expect to be just as delighted as those customers they believed, and the reality is that this is not likely the way it will go. Ever. As all customers' needs, expectations and experiences are as different as the individual using the product or service. We see and judge life’s experiences through lenses of our experiences, culture, expectations, social situations, life’s challenges, and so much more.
Time to drop the hype. We’re so used to making self-proclaimed endorsements of our competitive advantages, product quality, results generated, and so much more. If anything has come out of the “fake” news movement, it's that we are learning not to believe hype and claims that can’t be substantiated. We marketers need to start writing more like journalists were trained to write decades ago, before they cared more about ratings than news or truth. When I attended to journalism school as an undergraduate, our work was thrown out if we used adjectives or made suggestions that were not attributed to quotable sources. This needs to become the new norm for marketers, many of whom were raised to use big words, project big claims, and spark curiosity, and then explain later.
Many consumers today have become jaded, skeptical, and cautious to trust, and for good reason. They have been bombarded with “fake news,” “fake promises,” fake claims,” and more “fake” truths. Generation Xers, Millennials, and the up-and-coming generations are learning not to believe more than believe. There are a lot of reasons for them not to trust what they hear or see. TV and digital and print news can be manipulated with Photoshop and other special effect tools. Video and comments from spokespeople can easily be taken out of context and, in reality, we are learning to expect that they are more often than not.
What Marketers Can Do About Truth
Marketers can overcome this jaded vision of the world and brands in business today by addressing truth firsthand. You can do this by creating more interaction between your brand and consumers online and in the real world. Let customers experience what you are all about — your products, your persona, your values — more than reading your carefully crafted statements. Apple’s stores are a great example of how this can be done. The atmosphere is open and engaging, not stiff and overwhelming with merchandise and sales signs popping out in front of you at every corner. They simply ask how they can help, educate you about their technology and your options, and let you explore and experience the products for as long you want to, in an engaging, no hype, no hard-sell setting.
In short, “truth” is not in the written word or video snippets, but in the actual experience of each customer. Creating personal realities that are meaningful and relevant should be every marketing team’s top goal.
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.