As I sit here trying to find a new and innovative way to say the exact same thing about a product I said last quarter, and the quarter before that, and the quarter before that, I took a break and headed over to catch up on my Danny G columns over at Talent Zoo. He always has something interesting to say, and this particular one was playing directly into my current dilemma. Go ahead and read it. It’s short. I’ll wait.
Ok. To be fair and objective, it’s not one of his most groundbreaking theses. “Talk to consumers as you’d have others talk to you.” It’s practically Biblical in its simplicity. And as a side note, I’d argue that my experience in advertising has had very little effect on my propensity to be swayed by advertising itself. I still desperately want to believe that the label of my beer will make beautiful girls surround me. Or that the label of my shampoo will give me thicker, more luxurious hair, insuring beautiful girls will surround me. Or that the label on my seaweed pills will give me thicker, stronger erections, insuring beautiful girls will surround my thicker, stronger… Anyway, maybe I’m just a lot dumber. But I digress.
What sprung from Danny’s article colliding with my daily grind isn’t what he said, but what he didn’t say – the cause of this homogenization of message. As laser focused and exact as “research” (which in my experience often amounts to a mid-level client’s anecdotal instincts) and “profiling” (a word that only has positive connotations in advertising) can be, clients appetites are ever hungry for broader – broader reach, broader frequency, broader potential customers. Even if it means cannibalizing themselves. As their eyes get bigger, and they clamor for a broader audience, they figure their message needs to be broader. Less likely to offend or alienate. And de-smarter. Common sense says if there’s one retard in the group, you’re going to have to talk to all of them like retards. It’s simple math. Doi. (that’s actually a quote from one past client)
As clients grow dissatisfied with their market share and thrust the responsibility of increasing it on us instead of God forbid their own product or business model, they grow less and less tolerant of risk. Ironically, the more a client needs to take a chance the less likely they actually will. Hakuna Matata.
I’ve had the pleasure of working on clients whose representatives openly hated their target market. Or were shockingly ignorant of them. Or worse, were convinced they understood them but clearly did not. Then there’s the corporate “status quo” quotient of impressing your boss. That’s the part where “it’s not me, it’s the president. He really wants to do X, even though we all know we should do Y. I’ll be sure to blame the agency when it doesn’t work. Anyway, good luck with that!” There’s a million reasons why we’re stuck doing the same old stuff. I’m not sure what the solution to most of them are. I met a big time agency consultant a few weeks ago whose revolutionary suggestion was to “say no†to clients more. Or maybe he said to “beat your own scrotum with a hammer.†I forget. It was one or the other. Whatever it was, it seemed like a sure fire way to succeed.
Ultimately, as much as we the advertising professionals are all consumers, an even more influential and simplistic thing to keep in mind is that clients, nay, brands, are all people. Scared, insecure people who want to be liked and be surrounded by beautiful girls. And everybody knows the girls don’t go home with the guy who talks to them like a human being. That’s why they have gay friends. No, girls go home with the guy that beats his chest.
“Studies show” people are stupid. All of my clients will tell you this. Maybe they’re right. I know I am. Ask me about jelqing.