“Brand loyalty has always been primarily driven by emotion,” says Brand Keys president Robert Passikoff. “More than ever consumers are seeking to connect emotionally with brands that actually stand for something, and to connect with each other too.”
It’s no secret that emotionally connected consumers have greater brand loyalty. An emotional connection to a brand is a strong bond that is completely independent of temporary sales or clever marketing pitches. A consumer has decided to give you their business because they believe in your brand.
It’s almost enough to make you shed a tear.
The best weapon in a brand’s arsenal for creating emotional connections is social media. One of the truly remarkable aspects about social media is its ability to break down walls that once separated the “few” from the “many.” Want to connect with your celebrity idol? Try Twitter. Many celebrities will interact with their followers. Likewise, brands that engage their followers have incredible opportunities to forge bonds with them.
Yet, the power of social media extends beyond mere conversation. By using the vast resources of social media, brands can create a unique experience that draws consumers deep into the brand culture. By doing so, consumers feel like they have intimate access to brands, which creates a strong emotional bond.
Vitrue, a social media agency based in Atlanta, gets this concept. On their YouTube page, Vitrue sits down with Ed Thralls, the social media marketing manager for Vintage Wine Estates, to discuss how the winery uses social media to enhance their stable of brands.
"With social media, everyone has unprecedented access," says Thralls. "That's pretty exciting to a lot of people out there, so one of the things we try to do from the social media perspective is to provide that experience."
Access. No other advertising medium can give consumers the access to brands like social media. Use it to your advantage, and create a social media experience that invites consumers into your world. And, leverage that experience further by creating a strategy that funnels consumers on social media networks towards making whatever action it is you consider valuable.
As emotionally connected consumers, they are more much more primed and ready to do so.
Sunday, February 26, 2012
Friday, February 10, 2012
the super bowl’s best and worst ads (based on what really matters)
Last Sunday, 111.3 million people tuned into NBC to watch the Super Bowl. It was the most watched television program in U.S. history. And, in among time outs, touchdowns, and player injuries, Americans were exposed to advertisements that cost brands an average of $3.5 million for 30-seconds of stardom.
Some brands nailed it. Some floundered. And, others should have never even set foot on the advertising field. The year seemed to be marked by a slew of cameo presences, most needlessly adding to an already bloated marketing budget. Some of the classics returned: the E-Trade baby, the CareerBuilder.com monkeys, and Danica Patrick’s boobs. Others, like the Budweiser Clydesdales, took us back in history to when the government did its best to keep people miserable (is Anheuser-Busch InBev seriously afraid of prohibition coming back?).
Yet, even commercials that are considered “Fan Favorites” may not have done what ads are supposed to do: move brands forward. While Super Bowl ads are expected to entertain, the pursuit of this goal sometimes leaves brands on the sidelines. But, no matter how entertaining an ad may be, it’s a bad ad if it doesn’t progress a brand in one way or another.
The following is a breakdown of the three best commercials, and the three worst, according to the four elements of an effective Super Bowl ad: attention-grabbing, entertaining, brand promotion, and brand recall.
The Best of the Super Bowl:
First Place — Kia: "A Dream Car. For Real Life" (David & Goliath)
Attention Grabbing: B
Entertaining: A
Brand Promotion: A
Brand Recall: A
Kia missed big last year with a complex, strange, and downright confusing ad featuring its newly redesign Optima blasting through time and space. However, they finally got the absurdity clicking in this year’s spot for the Optima. Joining it on a dream voyage around a racetrack was the striking Adriana Lima, the Motley Crew, a bucking Rhino, and a sub-sawing lumberjack who looked strangely like a burly John C. McGinley. While the commercial was one of the most outlandish of the Super Bowl, it still managed to prominently feature the car (yes, that’s right, Acura…car ads should feature the car). And, the absurd scenario that surrounded the Optima not only helped capture the thrill of driving it, it also served to drive home an excellent tagline: “A dream car. For real life.”
Second Place — Teleflora: "Give and Receive" (in house)
Attention Grabbing: A
Entertaining: B
Brand Promotion: A
Brand Recall: A
In what usually is a showcase of advertising absurdity (Kia Optima), parody (Honda CRV), and slapstick (Acura NSX), Teleflora’s ad featuring Adriana Lima cuts right to the chase. And, in the process, it sent millions of parents’ hands over their children’s eyes. If there is one thing that will grab a man’s attention, it is a scantly clad Lima. And, watching her slowly prepare her lingerie will entertain that attention as long as she wants. This created a perfect setup for the ad’s theme: give, and you shall receive. It’s that simple (wait…really?). While women viewers may not have been enthusiastic about this ad, it wasn’t them whom Teleflora was targeting. It was the guy who decides at the last that he needs a gift. Thanks to this ad, I’m sure Teleflora is going to be at the front of his mind.
Third Place — General Motor's Silverado: "2012" (Goodby, Silverstein & Partners)
Attention Grabbing: A
Entertaining: B
Brand Promotion: A
Brand Recall: A
General Motor’s ad for its Silverado truck was one of the most controversial heading into the Super Bowl, largely due to the bellyaching of its rival, Ford. GM did a stellar job making the most of a post-apocalyptic nightmare as a stage for its manly Silverado pickup. And, ensuring things didn’t get too serious, over-acting and Twinkies (I hope GSP gave a hat-tip to Zombieland) lent it the scenario humorous edge. Hopefully the shot at Ford will be the opening salvo to fantastic advertising war between the two automakers.
Honorable Mention — Fiat: “Seduction” (Richards Group, Dallas)
Attention Grabbing: A
Entertaining: A
Brand Promotion: A
Brand Recall: C
Fiat took the Teleflora model and applied it to a car. The sexual tension between the nerdy guy and his imaginary Italian seductress was palpable, which led to a fantastic setup to the revealing of the car, which was wearing the same “outfit” as the mirage. While the attention, entertainment, and brand promotion were all there, I’m skeptical about how well consumers will remember the “Fiat” brand, given its recent entry into the U.S. market.
The Worst of the Super Bowl:
First Place — Samsung "Thing Called Love" (72 & Sunny)
Attention Grabbing: B
Entertaining: C
Brand Promotion: F
Brand Recall: A
If there is one person happy about Samsung’s 2012 presence in the Super Bowl, it’s probably one-hit-wonder “The Darkness.” Or, it could be Netflix, which was able to pass the crown for one of the worst product launches on to Samsung. While the commercial started with a strong concept (making fun of the Apple cult), it slowly drifted into a weird street party. And, when Samsung tried to pass off its “stylus” as the future of technology, it came time to call it a night. At least consumers will remember Samsung. Too bad it will be for all the wrong reasons.
Second Place — Century 21: "Smarter. Bolder. Faster." (Red Tettemer & Partners)
Attention Grabbing: B
Entertaining: C
Brand Promotion: C
Brand Recall: F
The selection of a real estate agent is a serious decision, and the Super Bowl is not an environment to try to sell a brand like Century 21. Unfortunately, they took a shot at it anyways. Their effort came off as an attempt to squeeze in as many celebrities as possible in a 30 second spot, and try to somehow make it all relevant to the qualities that make up a good agent. The cameos of Donald Trump and Deon Sanders may have been mildly entertaining to some, but the commercial (and the brand) was entirely forgettable.
Third Place — PepsiCo “King's Court” (TBWA /Chiat/Day)
Attention Grabbing: B
Entertaining: D
Brand Promotion: D
Brand Recall: D
Pepsi ended up plunking down some serious money to secure Elton John in one of the first spots in the Super Bowl. However, a better investment would have been using those millions to actually buy Pepsis for all, film it, and put it on YouTube. What TBWA/Chiat/Day produced for PepsiCo was downright stupid: from the premise of using the lovable Sir Elton John for a cold-hearted king, to the cheesy “No, Pepsi for all” line, to the gratuitous use of wash-up Flava Flave at the conclusion. For an agency like TBWA/Chiat/Day, it’s almost as much of an embarrassment for them as it was a missed opportunity for Pepsi.
Dishonorable Mention — Chrysler: "Halftime in America" (Wieden + Kennedy)
Attention Grabbing: B
Entertaining: B
Brand Promotion: D
Brand Recall: C
Nothing sells like America. Sarah Palin found that magic out early on and built an empire for herself. In a time of economic hardships, an emotional appeal that tugs on the heartstrings of Americans is a strong, strong technique. But, Chrysler is trying to sell cars— not American flags. And, unlike last year where a similar technique prominently featured Chrysler’s 200 model, the Chrysler vehicles in this year’s spot were virtually invisible. Americans may love the nationalist message that Chrysler was selling in the ad, but the fact remains that Americans aren’t looking to buy Detroit. They’re looking to buy a car that’s the best value for their hard-earned dollar. Chrysler’s 2012 Super Bowl ad received a standing ovation because everybody will clap for good old-fashioned American patriotism. But, that doesn’t mean people are going out to dealerships and buying Chryslers to save the country. People can do that with Ford and Chevy, which have done a far better job of marketing their vehicles.
Some brands nailed it. Some floundered. And, others should have never even set foot on the advertising field. The year seemed to be marked by a slew of cameo presences, most needlessly adding to an already bloated marketing budget. Some of the classics returned: the E-Trade baby, the CareerBuilder.com monkeys, and Danica Patrick’s boobs. Others, like the Budweiser Clydesdales, took us back in history to when the government did its best to keep people miserable (is Anheuser-Busch InBev seriously afraid of prohibition coming back?).
Yet, even commercials that are considered “Fan Favorites” may not have done what ads are supposed to do: move brands forward. While Super Bowl ads are expected to entertain, the pursuit of this goal sometimes leaves brands on the sidelines. But, no matter how entertaining an ad may be, it’s a bad ad if it doesn’t progress a brand in one way or another.
The following is a breakdown of the three best commercials, and the three worst, according to the four elements of an effective Super Bowl ad: attention-grabbing, entertaining, brand promotion, and brand recall.
The Best of the Super Bowl:
First Place — Kia: "A Dream Car. For Real Life" (David & Goliath)
Attention Grabbing: B
Entertaining: A
Brand Promotion: A
Brand Recall: A
Kia missed big last year with a complex, strange, and downright confusing ad featuring its newly redesign Optima blasting through time and space. However, they finally got the absurdity clicking in this year’s spot for the Optima. Joining it on a dream voyage around a racetrack was the striking Adriana Lima, the Motley Crew, a bucking Rhino, and a sub-sawing lumberjack who looked strangely like a burly John C. McGinley. While the commercial was one of the most outlandish of the Super Bowl, it still managed to prominently feature the car (yes, that’s right, Acura…car ads should feature the car). And, the absurd scenario that surrounded the Optima not only helped capture the thrill of driving it, it also served to drive home an excellent tagline: “A dream car. For real life.”
Second Place — Teleflora: "Give and Receive" (in house)
Attention Grabbing: A
Entertaining: B
Brand Promotion: A
Brand Recall: A
In what usually is a showcase of advertising absurdity (Kia Optima), parody (Honda CRV), and slapstick (Acura NSX), Teleflora’s ad featuring Adriana Lima cuts right to the chase. And, in the process, it sent millions of parents’ hands over their children’s eyes. If there is one thing that will grab a man’s attention, it is a scantly clad Lima. And, watching her slowly prepare her lingerie will entertain that attention as long as she wants. This created a perfect setup for the ad’s theme: give, and you shall receive. It’s that simple (wait…really?). While women viewers may not have been enthusiastic about this ad, it wasn’t them whom Teleflora was targeting. It was the guy who decides at the last that he needs a gift. Thanks to this ad, I’m sure Teleflora is going to be at the front of his mind.
Third Place — General Motor's Silverado: "2012" (Goodby, Silverstein & Partners)
Attention Grabbing: A
Entertaining: B
Brand Promotion: A
Brand Recall: A
General Motor’s ad for its Silverado truck was one of the most controversial heading into the Super Bowl, largely due to the bellyaching of its rival, Ford. GM did a stellar job making the most of a post-apocalyptic nightmare as a stage for its manly Silverado pickup. And, ensuring things didn’t get too serious, over-acting and Twinkies (I hope GSP gave a hat-tip to Zombieland) lent it the scenario humorous edge. Hopefully the shot at Ford will be the opening salvo to fantastic advertising war between the two automakers.
Honorable Mention — Fiat: “Seduction” (Richards Group, Dallas)
Attention Grabbing: A
Entertaining: A
Brand Promotion: A
Brand Recall: C
Fiat took the Teleflora model and applied it to a car. The sexual tension between the nerdy guy and his imaginary Italian seductress was palpable, which led to a fantastic setup to the revealing of the car, which was wearing the same “outfit” as the mirage. While the attention, entertainment, and brand promotion were all there, I’m skeptical about how well consumers will remember the “Fiat” brand, given its recent entry into the U.S. market.
The Worst of the Super Bowl:
First Place — Samsung "Thing Called Love" (72 & Sunny)
Attention Grabbing: B
Entertaining: C
Brand Promotion: F
Brand Recall: A
If there is one person happy about Samsung’s 2012 presence in the Super Bowl, it’s probably one-hit-wonder “The Darkness.” Or, it could be Netflix, which was able to pass the crown for one of the worst product launches on to Samsung. While the commercial started with a strong concept (making fun of the Apple cult), it slowly drifted into a weird street party. And, when Samsung tried to pass off its “stylus” as the future of technology, it came time to call it a night. At least consumers will remember Samsung. Too bad it will be for all the wrong reasons.
Second Place — Century 21: "Smarter. Bolder. Faster." (Red Tettemer & Partners)
Attention Grabbing: B
Entertaining: C
Brand Promotion: C
Brand Recall: F
The selection of a real estate agent is a serious decision, and the Super Bowl is not an environment to try to sell a brand like Century 21. Unfortunately, they took a shot at it anyways. Their effort came off as an attempt to squeeze in as many celebrities as possible in a 30 second spot, and try to somehow make it all relevant to the qualities that make up a good agent. The cameos of Donald Trump and Deon Sanders may have been mildly entertaining to some, but the commercial (and the brand) was entirely forgettable.
Third Place — PepsiCo “King's Court” (TBWA /Chiat/Day)
Attention Grabbing: B
Entertaining: D
Brand Promotion: D
Brand Recall: D
Pepsi ended up plunking down some serious money to secure Elton John in one of the first spots in the Super Bowl. However, a better investment would have been using those millions to actually buy Pepsis for all, film it, and put it on YouTube. What TBWA/Chiat/Day produced for PepsiCo was downright stupid: from the premise of using the lovable Sir Elton John for a cold-hearted king, to the cheesy “No, Pepsi for all” line, to the gratuitous use of wash-up Flava Flave at the conclusion. For an agency like TBWA/Chiat/Day, it’s almost as much of an embarrassment for them as it was a missed opportunity for Pepsi.
Dishonorable Mention — Chrysler: "Halftime in America" (Wieden + Kennedy)
Attention Grabbing: B
Entertaining: B
Brand Promotion: D
Brand Recall: C
Nothing sells like America. Sarah Palin found that magic out early on and built an empire for herself. In a time of economic hardships, an emotional appeal that tugs on the heartstrings of Americans is a strong, strong technique. But, Chrysler is trying to sell cars— not American flags. And, unlike last year where a similar technique prominently featured Chrysler’s 200 model, the Chrysler vehicles in this year’s spot were virtually invisible. Americans may love the nationalist message that Chrysler was selling in the ad, but the fact remains that Americans aren’t looking to buy Detroit. They’re looking to buy a car that’s the best value for their hard-earned dollar. Chrysler’s 2012 Super Bowl ad received a standing ovation because everybody will clap for good old-fashioned American patriotism. But, that doesn’t mean people are going out to dealerships and buying Chryslers to save the country. People can do that with Ford and Chevy, which have done a far better job of marketing their vehicles.
four elements of an effective super bowl ad
According a National Retail Federation study conducted by BIGinsight, 73% of viewers of the Super Bowl see commercials as entertainment. This sets a high standard for advertisers for not only capturing the attention of viewers distracted at parties, or looking down from the television to check Facebook on their phone. It also requires that they keep consumers entertained.
However, this demand to create a commercial that can both capture attention and entertain sometimes causes creative teams to overlook the primary purpose of any advertisement: selling the brand. If consumers aren’t more motivated to support a brand after a commercial, then advertisers dropped $3.5 million to get a chuckle out of consumers. Or, if things get “overly creative,” they spent a significant chunk of change to either confuse or bore them. And, in the worst-case scenario, which occurred with Groupon in last year’s Super Bowl, the ad just pisses people off.
It’s a huge gamble. For many companies, a Super Bowl ad-buy is most (or, all) of the marketing budget for the entire year. If the ad bombs, or fails to drive the brand, all is lost.
“An ad can be funny, cute, viral, likeable, watchable, etc.,” writes Peter Daboll, CEO of Ace Metrix, in a recent editorial at AdAge about the gamble of Super Bowl advertising. “But if a consumer doesn't get anything out of it but a laugh, it's just not effective.” Daboll says Internet companies are particularly prone to Super Bowl failures, since their products are outside the norm, and their ads do little more than simply announce their presence to the world. On past Internet ads, Daboll says: “Not only did these companies spend millions on Super Bowl media, they also wasted significant dollars on hiring celebrities that did nothing to move their message or their brand forward.”
It’s easy to get a laugh. It’s much harder to get a laugh and then sell a product. And, even if an ad gets millions of YouTube hits, or is voted the viewers’ favorite, it doesn’t necessarily mean it was a “good ad” in what could be considered effective advertising. In the words of advertising legend Rosser Reeves: "Somebody, some day, is going to put advertising awards on the proper basis. And that basis is, does it work?"
Volkswagen had one of the most popular commercials last year. Yet, how many consumers remember the little Darth Vader compared to how many remember what that Volkswagen car looks like, or what model it was?
This year, I’ve decided to create an advertising matrix that puts Super Bowl commercials to the test. There are four key elements that make an effective Super Bowl commercial: attention-grabbing, entertaining, brand promotion, and brand recall. A commercial must grab the consumers’ attention, entertain them while promoting the brand in a relevant (and effective) way, and consumers should remember the brand at the end of the game. If one of these elements is missing, then the commercial will have failed to fulfill its purpose.
To download the Super Ad Matrix for yourself, click here (or, you can find it on Google Docs by searching for "Super Ad Matrix"). And, come back after the game to report what you felt was the best commercial based on your findings.
However, this demand to create a commercial that can both capture attention and entertain sometimes causes creative teams to overlook the primary purpose of any advertisement: selling the brand. If consumers aren’t more motivated to support a brand after a commercial, then advertisers dropped $3.5 million to get a chuckle out of consumers. Or, if things get “overly creative,” they spent a significant chunk of change to either confuse or bore them. And, in the worst-case scenario, which occurred with Groupon in last year’s Super Bowl, the ad just pisses people off.
It’s a huge gamble. For many companies, a Super Bowl ad-buy is most (or, all) of the marketing budget for the entire year. If the ad bombs, or fails to drive the brand, all is lost.
“An ad can be funny, cute, viral, likeable, watchable, etc.,” writes Peter Daboll, CEO of Ace Metrix, in a recent editorial at AdAge about the gamble of Super Bowl advertising. “But if a consumer doesn't get anything out of it but a laugh, it's just not effective.” Daboll says Internet companies are particularly prone to Super Bowl failures, since their products are outside the norm, and their ads do little more than simply announce their presence to the world. On past Internet ads, Daboll says: “Not only did these companies spend millions on Super Bowl media, they also wasted significant dollars on hiring celebrities that did nothing to move their message or their brand forward.”
It’s easy to get a laugh. It’s much harder to get a laugh and then sell a product. And, even if an ad gets millions of YouTube hits, or is voted the viewers’ favorite, it doesn’t necessarily mean it was a “good ad” in what could be considered effective advertising. In the words of advertising legend Rosser Reeves: "Somebody, some day, is going to put advertising awards on the proper basis. And that basis is, does it work?"
Volkswagen had one of the most popular commercials last year. Yet, how many consumers remember the little Darth Vader compared to how many remember what that Volkswagen car looks like, or what model it was?
This year, I’ve decided to create an advertising matrix that puts Super Bowl commercials to the test. There are four key elements that make an effective Super Bowl commercial: attention-grabbing, entertaining, brand promotion, and brand recall. A commercial must grab the consumers’ attention, entertain them while promoting the brand in a relevant (and effective) way, and consumers should remember the brand at the end of the game. If one of these elements is missing, then the commercial will have failed to fulfill its purpose.
To download the Super Ad Matrix for yourself, click here (or, you can find it on Google Docs by searching for "Super Ad Matrix"). And, come back after the game to report what you felt was the best commercial based on your findings.
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