Veterinary Professionals: NOT Sales People!

AUTHOR:  Peter Alberti

I read this article today and wanted to comment on it.  #2 resonated with me in a big way — veterinarians truly are “wired” for their chosen profession.

I’ve come to recognize that the best value Pet Cause Media can provide to veterinarians is helping them with something most of them find fundamentally uncomfortable: “selling” to their clients. As an avid observer of human behavior, I was delighted to learn that what we offer is not only beneficial to the business (the practice) but also materially to the people in it.

This lesson, along with #2 from the article above, reminded me about my own preferences and how my own brain operates.  I started college with music school (sound recording technology) and had to take physics-based calculus.  I failed it twice; I could never get my head around the concept of gravity and falling objects.  But when I switched to business school and applied the exact same math to money (marginal rate of return, for example), I got an “A”.

Now that I have three kids and can see their preferences emerge through their school work and their activities, it’s that much more clear to me that people are just “wired” differently.  This isn’t a major revelation.  But how to make this concept productive?

Well, getting back to the veterinary profession — and why #2 in the article is important — Continue reading Veterinary Professionals: NOT Sales People!

The Truth about the Omnishopper is… It’s You

AUTHOR: Marshall Akita

Despite what you might have heard, the omnishopper is not an entirely new phenomenon. She is not some mysterious Generation-Y computer genius that can simultaneously process thousands of reviews on Amazon while, at the same time, skipping over every digital advertisement that she comes across. The omnishopper is, in fact, you. Don’t believe me? Think about your buying behavior today. If you make a large purchase, you probably spend some time considering your alternatives. You’ll look on company websites and read reviews online. Then you’ll go to the store, ask a sales rep about the product, and finalize your decision. During the course of your search, you will have consumed marketing messages from at least a dozen sources before finally settling in on you choice.

If that sounds like a far cry from the nightmare scenario of omnishoppers ‘winning’ some sort of battle against marketers, you would be correct. In fact, people have been consuming marketing information from as many sources as possible for millennia—there are advertisements scratched into the walls of Pompeii—but with each additional medium, marketers have had to learn to adapt. With the advent of the newspaper, advertisers had to learn how to give their messages truly mass appeal; with radio, marketers had to figure out how to make their products sound good; with television, the trick was to get the product to look good. Each new era built off of the successes of the past to create increasingly effective messages. What then, is the trick to reaching today’s digital omnishopper?

Where digital media can help the modern marketer is in making the product feel good. The trick here is to use what has already worked, incorporating the advantages that digital media offers. Don’t just give the consumer features; give them a rich experience that begins with your marketing by:

Reaching them when and where it matters:

Digital gives you unparalleled access to your customers at the time and place in which they make decisions related to your product. Nowhere is this more true than digital out of home, which can allow you to reach your clients in the hospital, at the store, or anywhere else that both you and they do business. By engaging the customer while they are in the right frame of mind, your company can ensure the best results from it marketing budget. A recent Neilson study showed that four out of five companies saw up to 33% sales increase from digital out of home strategies.

Staying adaptable and responding to what matters to your customers:

The pace of marketing is increasing, so it pays to be adaptable. Conventional marketing strategies take a long time to prepare and to change if necessary. Digital, on the other hand, can be altered almost immediately to better suit the needs of your business. Whether you are running promotions, testing different variations of a message, or simply trying to keep your marketing campaign fresh and novel, nothing moves at the speed of digital, making it the ideal platform for staying directly responsive to your customers.

Presenting a diversified media campaign:

Traditional media is not going to go away, but it is also not as relevant as it once was. This has always been the case with the introduction of new media forms—radio threatened print and television threatened both—and that can be both a cause for excitement and concern. It pays to be ahead of the curve, and there is no better time than the present to begin. Digital media, especially digital out of home (see my previous post on the Dos and Don’ts of Digital Marketing), allows your company many more opportunities to reach your customers and to actively engage them. Pairing this with a mobile, web, or retail strategy can help to move customers down the sales funnel, keeping them engaged and interested the entire time.

The omnishopper isn’t a new person, simply the same people that you already know with access to new tools. These new tools necessitate a softer approach to marketing, but not an inherently different one. Change where you interact with your customers, not how, and ensure that you are keeping them engaged while you do. Marketing hasn’t changed, simply where you can market. The balance doesn’t have to be swinging in favor of the consumer, but could just as easily favor the smart marketer who knows her customers and who can engage them when and where they make their purchasing decisions.


About Pet Cause Media

Pet Cause Media is the national leader in veterinary pre-education and digital out of home marketing in veterinary offices. We work closely with our veterinary and sponsor partners to ensure full compatibility and maximum results. Visit our website (petcausemedia.com) or contact Marshall Akita (marshall@petcausemedia.com) for more details.

What the Best Advertisers Know, and What You Might Be Missing

AUTHOR: Marshall Akita

Watch this video until you get bored, then come back:
https://www.youtube.com/watch?v=Edx9D2yaOGs

Beforehand, if I had told you that it is only three minutes long, you would probably have thought that that wasn’t very much time at all. Faced with the reality of three minutes of nothing, however, you start to realize just how long it is. If you made it all the way through, congratulations. If not, you are like me and, moreover, like your average customer.

The best advertisers know this—namely that people don’t want to sit through long videos telling them about something they lost interest in two minutes ago. If you want to engage your potential customers, you have a very short window to do so. Geico knows this. Take a look at their “You Can’t Skip This Geico Ad, Because It’s Already Over” campaign (https://www.youtube.com/watch?v=ekICYdr5fF4), and you’ll see the beauty of short ads. The trick isn’t to convey all the pieces of information that you would like your customers to know. They trick is to get them the most important piece or pieces so that they will remember your brand and come to you.

Your advertisement is in your control, but so is where you show it. Keep that in mind when you are selecting your advertising medium. If people expect that your content is going to be an impediment, or if they can simply ignore it to get to what they really want, they will. With ad-block technology on the rise, up 41% in the past year accord ing to PaigFair, and with people expecting to be able to skip ads on formats like Youtube, you want to make sure that you are selecting a medium that incorporates your brief ad into the user experience—something that alternates your short-form ad with short form entertainment, and provided to a captive, pure play, audience that is as targeted as possible.

Those platforms are rare, but when you find them, you’ll also find your customers engaging with your advertisements, and your marketing budget will start paying off big time. Don’t believe me? Just ask the 47% of viewers who remembered the ads they saw on a digital out of home television system in a medical practice, and the 19% made an unplanned purchase after seeing advertiser messages on hospital screens. Don’t thank me; thank the research, and you can’t skip this post, because it’s already over.


About Pet Cause Media

Pet Cause Media is the national leader in veterinary pre-education and digital out of home marketing in veterinary offices. We work closely with our veterinary and sponsor partners to ensure full compatibility and maximum results. Visit our website (petcausemedia.com) or contact Marshall Akita (marshall@petcausemedia.com) for more details.

“Don’t Sell Your Product” – An Unexpected Marketing Lesson

AUTHOR: Marshall Akita

My CEO and I recently received an education in building a brand during a call with a prospective client. She represented a household name brand in a large area of consumer products, and as a result, we expected her to be motivated primarily by the standard metrics—how much did you sell this month, and how much sales growth are you showing? However, as she went on describing her company’s approach to marketing, it sounded less like sales and more like community organizing. When we pressed her on the fact that that all must, surely, come back to selling her product, she told us quite the opposite. “I’m measured on how much impact I can make in the community. If we happen to make some sales along the way, that’s good, but really this is about doing the right thing for the community.” We told her ‘thank you,’ and scheduled our next meeting, then hung up and tried to make sense of it all.

“Did she just tell us that her job isn’t to sell her product?”

“Yeah… I think she did.”

“What is that all about?”

We sat there for a second trying to unpack what she had just told us. Slowly we started to piece it together, but only after we started trying to construct the ideal customer for her company. As we began listing off adjectives, one concept kept popping up: loyalty. At first, we had breezed by this idea, concluding that the loyalty of this company’s customers was the product of the customer’s personalities—that who they were determined how they would act in response to the brand—but we quickly realized we had it the other way around. The customers weren’t inherently loyal; they were loyal because the brand engaged with them and actually cared about their interests.

Our client believed that this strategy worked. In fact, her company had just reported over 20% growth in profits last year. She wasn’t kidding when she told us that her job was not to sell product. Her job was not even to engage with the customers, per se, but to engage with their community. Her job was to make the brand like one of the brand’s customers, to go where they go, to do what they do, and to care about what they care about. She didn’t have loyal customers because they were inherently loyal, but because they viewed the brand as a friend and as a member of their community.

If she did her job right, the product would speak for itself.


About Pet Cause Media

Pet Cause Media is the national leader in veterinary pre-education and digital out of home marketing in veterinary offices. We work closely with our veterinary and sponsor partners to ensure full compatibility and maximum results. Visit our website (petcausemedia.com) or contact Marshall Akita (marshall@petcausemedia.com) for more details.

5 Reasons to Sponsor Pet Owner Pre-Education

AUTHOR: Marshall Akita

If you are looking for a new way to engage your customers, you might want to consider veterinary pre-education, shorthand for running brief educational segments before the veterinary exam. There are already multiple companies operating to help provide this service to veterinarians, and the industry is growing rapidly. Below are some of the top reasons that more and more companies are choosing to sponsor veterinary pre-education segments:

1: Veterinarians Love It

Pre-education is designed to answer pet owner questions before the veterinarian has to. Veterinarians love it; it saves them time and allows them to increase compliance with vital procedures and medications. Because pre-education is such a useful tool for the vets, they are always eager to see new sponsors appearing to help them bring their messages forward, and are consequently always looking to help their sponsors by promoting their products.

2: Align Your Company with Pet Health

Pre-education is a great way to associate your product with pet health, meaning that pet owners will be more likely to choose you over your competition if given the choice. Sponsorship goes both ways—when you sponsor an education message in the hospital, the hospital is essentially endorsing your product. Pet owners who see your message in the hospital will learn to associate your company with the pet health message that it promotes.

3: Not All Ad Views are Created Equal

CPM (cost per 1000 views) is a misleading term. Not all views are created equal. While a pet owner might thumb past an ad in a magazine in the waiting room, or a banner ad might appear alongside a web article, the likelihood that this “view” constitutes any likelihood of a sale is slim to none. By advertising on screens in the waiting room, you are guaranteed the focused attention of pet owners, 8/10 of whom put down their cell phones or books and watch hospital’s TV if educational programming is playing.

4: Be Flexible for the Modern Age

Pre-education is digital, and digital is flexible. Unlike print or broadcast media, digital can be changed instantly to ensure that your marketing campaign is always timely and maximally effective. Test different content at different locations and different hours of the day easily and at no extra cost. While most companies charge high fees to alter content, others do not, meaning that you can utilize their tools to get your message out as clearly as possible.

5: Enhance your Omni-Channel Strategy

The path to a purchase is not so clear as it once was. Customers now follow a multi-device channel to a purchase and require a multi-channel marketing strategy to proceed to a sale. Pre-education offers a chance to access the client at another key point in their decision-making process relative to their pet. It allows for a multi-faceted marketing approach, coupling the ability for direct-response marketing with brand marketing and calls to action. Whether the sale occurs in the hospital or at the pet store that the client goes to afterwards, sponsoring pre-education allows you to address your client’s biggest concerns for the pets and expands your marketing quiver, giving you a tremendous leg up on the competition.


About Pet Cause Media

Pet Cause Media is the national leader in veterinary pre-education. We work closely with our veterinary and sponsor partners to ensure full compatibility and maximum results. Visit our website (petcausemedia.com) or contact Marshall Akita (marshall@petcausemedia.com) for more details.

 

The DOs and DON’Ts of Digital Marketing

AUTHOR: Marshall Akita

Understanding how to make the most of your digital marketing budget is essential to success in the 21st Century consumer landscape. With the right information, digital marketing can help you reach your target audience with better accuracy and efficiency than any other medium, but done poorly you might as well be pouring your budget down the drain each month. Here are some tips and statistics to help you reach your goals for your digital budget.

DON’T rely on click-through ads

When is the last time that you really and truly clicked through a web ad and purchased something? Don’t remember? That puts you in the vast majority of people. In fact, only .06% of display ads across all formats (including mobile) were clicked at all (Source: Google), and of those mobile click-throughs, 50% were accidental according to GoldSpot Media. Of course, none of that matters if nobody sees the ads in the first place. With ad-block software usage up 41% in the past 12 months (Source: PageFair), the window for traditional digital advertisement is getting smaller and smaller. In order to reach your target audience, you need a way to engage them when they aren’t browsing the internet.

DO think outside the box (computer)

If traditional digital is no longer sufficient, how can you ensure that your digital marketing budget is well spent? Digital out of home (DOOH)—any digital advertising that reaches the consumer outside of the home—allows you the ability to reach your customers at the time of decision making, generating a much better success rate than traditional digital advertising. In fact, in a Nielson study, four out of five brands experienced up to 33% increased sales by utilizing digital out of home marketing strategies. DOOH combines all the advantages of digital—its easy, responsiveness, adaptability, and modern approach—with proven formula for generating sales.

DON’T annoy potential customers

An Adobe study found that 33% of respondents don’t just dislike traditional digital advertising, they find it “intolerable.” Sure digital marketing is quickly becoming the best way to access your customers, but it is also quickly becoming the best way to alienate them. Don’t waste your marketing budget turning customers away! Instead, you need to find a way to make your customers feel like they are getting something from engaging with you.

DO keep your customers entertained

If you don’t remember the Old Spice “The Man Your Man Could Smell Like” campaign, go look it up, then come back. Now that you’ve returned, think about why you liked that ad. It’s funny; it has personality; it stands out. Not all entertaining ads have to be funny, but there is a good lesson to be learned from these ads, namely that customers don’t want your ad to generate value for them. One of the best ways to do this is to educate your audience—give them content that they will learn from, and they will come back to you again and again.

DON’T waste time and money on a non-target audience

Not all CPMs (cost per 1000 impression) are created equal. While traditional digital advertising may seem cheap, it is important to consider exactly what you are getting for your money. Even with efforts to target advertising, most customers simply don’t want to engage with online advertising (remember that .06% click-through rate from above? That is with so-called ‘targeted’ advertising). In terms of cost per impression, traditional digital advertising looks brilliant. Not so in terms of cost per sale.

DO advertise to a 100% target audience

The pet industry is a bit special because there is one place where you are guaranteed to find a 100% target audience—the veterinary office. An Arbitron study found that 97% of people believe that televisions that offer a combination of education and advertising are good things to have in the veterinary office, and that 82% actually plan on watching the screens when they are in the office. In addition, the average viewer in the veterinary hospital makes over $50,000 per year. 47% of viewers remembered the ads they saw on a DOOH system in a medical practice, and 19% made an unplanned purchase after seeing advertiser messages on hospital screens. If you want to get your message out to your target audience, put yourself where they are!


About Pet Cause Media

Pet Cause Media is the national leader in veterinary pre-education and digital out of home marketing in veterinary offices. We work closely with our veterinary and sponsor partners to ensure full compatibility and maximum results. Visit our website (petcausemedia.com) or contact Marshall Akita (marshall@petcausemedia.com) for more details.