“Half the money I spend on advertising is wasted; the trouble is I don’t know which half.”
Wanamaker’s famous quote on advertising has been widely disseminated. For some, it has inspired bold risk-taking and marketing breakthroughs; “nothing ventured, nothing gained.” For others, it’s been little more than a bromide to justify laziness, complacency, and mediocrity in advertising.
Wanamaker, a practicing Christian, refused to advertise on Sundays. His newspaper ads were widely considered to be fact-based and trustworthy, and Wanamaker guaranteed the quality of his advertised merchandise in writing, allowing customers to return any unsatisfactory purchases for a cash refund.
Costco, Amazon, WalMart, Nordstrom’s, and many other other successful retailers today emulate his customer-centric policies.
Ever an innovator in his marketing and attentiveness to the customer experience, his department store was the first to provide an in-store restaurant; he even installed a magnificent pipe organ, at a cost (adjusted to 2018 standards) of nearly three million dollars, it attracted throngs to the free concerts he provided in the Grand Court. That organ is still in regular use today at the Macy’s Department Store that occupies the location of the original Wanamaker’s in Philadelphia.
Meanwhile, in England, a contemporary of Wanamaker’s named Thomas Smith wrote a book called Successful Advertising. It contained this now white-haired explanation of the need for repeated exposure to advertising in order to achieve success:
The first time people look at any given ad, they don’t even see it.
The second time, they don’t notice it.
The third time, they are aware that it is there.
The fourth time, they have a fleeting sense that they’ve seen it somewhere before.
The fifth time, they actually read the ad.
The sixth time they thumb their nose at it.
The seventh time, they start to get a little irritated with it.
The eighth time, they start to think, “Here’s that confounded ad again.”
The ninth time, they start to wonder if they’re missing out on something.
The tenth time, they ask their friends and neighbors if they’ve tried it.
The eleventh time, they wonder how the company is paying for all these ads.
The twelfth time, they start to think that it must be a good product.
The thirteenth time, they start to feel the product has value.
The fourteenth time, they start to remember wanting a product exactly like this for a long time.
The fifteenth time, they start to yearn for it because they can’t afford to buy it.
The sixteenth time, they accept the fact that they will buy it sometime in the future.
The seventeenth time, they make a note to buy the product.
The eighteenth time, they curse their poverty for not allowing them to buy this terrific product.
The nineteenth time, they count their money very carefully.
The twentieth time prospects see the ad, they buy what is offering.
In Smith’s day, newspaper and magazines were the only mass-media advertising available to merchants. Their counterparts today can find success advertising on radio, television, the internet, and a plethora of lesser-reach advertising choices. Whichever medium or media you choose, the question remains: how often should your advertising message be repeated?
If your message is strong, and the timing and audience are ripe, once may be sufficient. A timely Facebook post might be enough to get the few dozen folks you need to take advantage of your dinner special.
But if your message is strong, and the timing and audience are ripe, it also may be repeated successfully for decades, as in the case of the classic Maxwell Sackheim/Victor Schwab advertisements for Sherwin Cody’s English home study course.
The same holds true of the many jingles and slogans that have been woven into the fabric of our lives over the past century. Those of us who were around prior to 1970 can still recall cigarette jingles that have not aired for nearly a half-century.
To illustrate the point, just fill in the blanks below with the name of the advertiser:
“_________________________. When you care enough to send the very best.” – used continuously since 1944, it was created by one of the company’s salesmen on an index card
“__________________. Fifteen minutes could save you fifteen percent or more on car insurance.” – one of radio’s top advertisers.
“More saving, More doing. That’s the power of the _____________________________.” – another of radio’s top advertisers.
“I’m lovin’ it.” ____________________.
“__________. It’s everywhere you want to be.”
“________________. Eat fresh.”
“Just do it.” ________
“___________________. Because you’re worth it.”
“Every woman alive wants ____________________.”
“Nothing gets between me and my __________________.”
Pretty easy, huh?
And how much effort did you expend to memorize them in the first place?
None. You were simply exposed to them over and over again, and they’ve become indelibly etched into your consciousness.
For those in the Pullman/Moscow market who may be reading this, a couple more:
“_____________________. It’s not just a job. It’s a future.” – I wrote this one for a local advertiser whose reach has expanded dramatically over the past 35 years.
“______________________. You’re gonna love what happens next.” – Another tagline I developed for a local advertiser. You know his name. You may even find yourself singing it in your head.
Repetition is vital to most successful advertising. To paraphrase one of my major influencers, Roy H. Williams:
- Repetition is the hammer that drives the nail (your message) ever deeper into the mind of your customer.
- Repetition is necessary because sleep is the great eraser of advertising.
- People stay “sold” like grass stays “mowed.” You need to keep at it, keep at it, and keep at it.
This is why one of my longtime clients hasn’t changed their ad in over 25 years. It’s a singing ad. The music production company provided the tune and the singer, I wrote the lyrics. Again, if you live in the Pullman area, you can probably guess who I’m talking about. And just for the record, the reason the ad never changes isn’t because we’re lazy; it’s because the advertisement is still getting results for them. Skeptical? Call and ask them how they know it’s working.
How’s your advertising working these days? Are people talking about it? Are they responding to it?
If not, you could use some help. It’s as close as your phone.