Wanted: Passionate Advocacy in Response to Cynical World

Ever seen a really creative ad that has no connection to the product brand. Chances are that the real reason is that the creative director had no connection to the product that they were selling and decided to showcase their creativity instead of communicating passionate advocacy of the product. Welcome to the marketing equivalent of “the paycheck player.”

We are seeing it show up everwhere in marketing… earnest promotion of products and services intent on connecting with potential buyers replaced with snarky, cynical, disconnected, shock marketing. I am not saying that humor doesn’t have a strong place in marketing; it is critical. But, humor without the central components of marketing is cynical: passion, authenticity, empathy, & connection.

Passion –you need to believe in your product or service. We all struggle with tasks that we need to do, but don’t feel passionate about. Changing diapers was definitely that for me… but, when you string together a series of client or projects that you cannot emotionally connect long enough; you can wake up one morning and no longer be passionate about anything that you do in work. You are a mercenary with no loyalty or connection, but doing it for the money. Hence, the creative director scenario above. The movie Jerry Maquire was about that… “Show me the money” and “We live in a cynical, cynical world”.

I have been “lucky” in my career to have chosen the path sometimes less travelled focusing on being passionate about the product, sometimes to the detriment of security or financial success. But, I can’t see just going through the motions of marketing and then saying “Let’s throw a clown into the ad, people like clowns…” I think this is why people are gravitating to social networking and away from advertising. They are looking for authenticity.

Authenticity– As a father of a young child (with one on the way), I am constantly reminded of the wonder of the world through a child’s eye. I also feel the constant tug for delivering a really great experience, but cognizant of how commercial children’s marketing has gotten. There are some shows that I have seen with him that look like one big product placement. I have begun to appreciate the trade-off between polished production and authentic experience. As an adult, I get tired of the canned ads, fake testimonials, and the clearly manipulative “buying process”.

Empathy – I think sometimes that the science of buyer behavior forgets that the buyers are actual people. I am for automation and buyer behavior modelling, but I reject the win-lose value proposition behind some of the science. I think that there is a difference between optimizing the shopping cart process to make it easier for buyers to check-out versus pop-ups to “convince” them that they really wanted to buy.  My fundamental belief is that if you have done a good job of understanding your target audience, understood their motivations and circumstances, clearly articulated a value proposition that they understand, and developed your offering to meet that buyer’s needs; you will close more business than if you had missed the mark, but follow all of the “buyer behavior” techniques. Connection is the art that I still believe trumps the science.

Connectivity – Part of the rise of the social networking sites is that search engines are logic based and people are emotional based. Search is algorithmic; eventually everything has to get back to 1’s and 0’s. We, as humans, don’t think like that. We are messy, inexact, curious, and irrational at times. “Social search” allows for the emotional side to take over. When you ask a friend for a recommendation on a product, you are weighing that person’s opinion over all of the experts that you can find out on the web. Rational, not really. Authentic, trusted, connected, and passionate; definitely. Search engines can be very efficient, but the force ranking of items does not take into account the different motivations or the intelligence of the individual.

In my opinion Social “Search” fills a hole in search that search engines cannot fill. It works for a basic reason; finding a passionate evangelist who has already done the unbiased research for you is priceless when it comes to buyer support.

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