The best advertising must balance being creatively different and strategically smart. When ads are smart but not different, they get lost in the clutter. It is natural for marketers to tense up when the creative work ends up being “too different.” In all parts of the business, marketers are trained to look for past proof as a sign something will work. However, when it comes to advertising if the ads start too similar to what other brands have already done, then the advertising will be at risk of boring your consumers, so you never stand out enough to capture their attention. Push your comfort with creativity and take a chance to ensure your ad breaks through. When ads are different but not smart, they will entertain consumers, but do nothing for your brand. Your advertising must be smart enough to trigger the desired consumer response to match your brand strategy. The use of humor in advertising is a great technique for being creatively different enough to stand out, and communicating your key message so that it resonates with consumers and sticks in their mind beyond the ad.
Humor can help articulate the insight or it can be a great way to demonstrate the experience the brand helps address. Humor can also differ over time, across different geographies or demographics. Some of the best humour is when only the target market gets the jokes. Skittles ads are hilarious for teenagers, but anyone above 35 years old just looks at those spots with total confusion. That leaves the teenager knowing the ad is perfectly curated for them.
Amplify the benefit
One way to communicate wtih cosnumers is to creatively amplify your brand’s consumer benefit. Bring the idea to life by exaggerating the worst version of the consumer’s enemy, to help set up your brand as the solution that will move consumers to buy. This technique results in some of my favorite ads.
Berlitz “What are you sinking about?”
Berlitz used a scenario of a German Coast Guard operator who takes on an SOS distress call of a boat that was “sinking.” His response, “What are you thinking about?” is an incredibly fun way to highlight the importance of language training.
Snickers "Betty White"
A great example of amplifying your consumer benefit is the Snickers Super Bowl ad with Betty White playing football with a bunch of college-aged guys. After a bad play by Betty, one of the buddies yells at her that she is “not playing like her normal self.” He then hands Betty a Snickers bar and Betty turns back into the college-aged football player. The ad uses the consumer insight of, “You’re not you when you’re hungry” to set up the consumer benefit of how Snickers satisfies your hunger. This technique is a great combination that would fit many brands.
Another technique to gain attention is to make viewers laugh, cry, or dance. People engage media to be entertained. Make your ad part of the entertainment. Be aware of the evolution of the art of creativity to make sure you match the latest type of entertainment. As much as movies, TV, or music evolve, so should your ads.
Old Spice "Smell like a man"
The Old Spice “Smell like a man” campaign’s quirky, over-the-top humor is so different, it captured immense attention and helped P&G reinvigorate the Old Spice brand. The ad uses a series of quick cuts, putting the actor in crazy circumstances. His dry, over-the-top delivery adds to the humor.
It's a Tide ad
Above is a compilation of the Tide ads they ran in the 2018 Super Bowl. Not just the creative, but the use of media. I never thought I’d list a Tide ad, but the media creativity Tide used really broke through and made us laugh. I started to think everything was a Tide ad.
Resonate with meaningful insights
Using consumer insights to tell a compelling human-interest story is a great technique to closely connect with your target market, then closely link your brand to the insight.
The Toyota “Swagger-Wagon” ad brings parent insights into their rap song, poking fun at parents who still think they are cool. This ad will connect with any parent who remembers what it was like to be cool.
I remember when I worked on Child Cereals, and we used to do focus groups with 5 and 6 year olds taste-testing new Lucky Charms and Trix. I used to refer to it as “birth control for brand managers.” Loading a kid up with sugary cereals for 2 hours ends up with kids that seem like this kid.
This Zazoo condom ad was done as people were just starting to email ads around and it was an early favourite. Now we see the power of YouTube for showcasing funny ads. This ad sure gains Attention, but a little weak on branding specific mainly because there is no separation of the brand from others. My guess is that Zazoo did not see a share bump.
Make your brand a central part of the story
From my experience, it is not how much branding you use, but preferably how closely connected the reveal of the brand is linked with the climax of your ad.
Got Milk "Alexander Hamilton"
“Got milk?” launched a hilarious and engaging storytelling ad with an elaborate tale of an Alexander Hamilton expert. He finds himself on a radio show, ready to answer an easy trivia question about Alexander Hamilton. However, after taking a big bite of his peanut butter sandwich, as he is about to answer, he realizes he is out of milk. With an elaborate story, the reveal of the brand comes at the climax of the story. The “Got milk?” campaign lasted over 20 years.
Create share-able content
Over the last decade, everything has become about creating content that is so engaging consumers want to share it on social media. The key is to use high impact storytelling ads that are highly entertaining, deeply emotional, or inspiring enough to engage and captivate consumers.
One of the best viral ads is for Dollar Shave. The brand created a hilarious, edgy, low-budget YouTube-driven video, which has generated millions of hits. The tagline for the ad is “Our blades are f**king great,” which will undoubtedly alienate many people. However, it will inevitably make the younger male audience quickly love them. The ad tells a quirky story of why the brand doesn’t waste money like Gillette does, setting up the idea its razors are much cheaper than Gillette’s. The ad helped launch the brand, which Unilever bought five years later for $1 billion.
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This type of thinking is in our Beloved Brands book
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- You will find strategic thinking models and examples for each of the four strategic thinking methods, looking at core strength, competitive, consumer, and situational strategies.
- To define the brand, I will provide a tool for writing a brand positioning statement as well as a consumer profile and a consumer benefits ladder. I have created lists of potential functional and emotional benefits to kickstart your thinking on brand positioning. We explore the step-by-step process to come up with your brand idea and bring it all together with a tool for writing the ideal brand concept.
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- To grow your brand, I show how to make smart decisions on marketing execution around creative advertising and media choices. When it comes time for the analytics,
- I provide all the analytical tools you need to write a deep-dive business review, looking at the marketplace, consumer, channels, competitors and the brand. Write everything so that it is easy to follow and implement for your brand.