If you’re a marketer in love with the status quo, you should quit right now.
This isn’t a post about the fast pace of change or an “X is dead” post; rather, it’s an “I friggin’ love our business and evolution of marketing” post. Yeah, I said friggin’.
Fundamental business models are changing – you can see it everyday. We hear news all the time about another sacred cow being slaughtered (newspapers – Moo!).
But not everyone is losing money. Why?
Innovative businesses are using what Joseph Jaffe dubbed “the new creativity” to reach and connect with a new generation of consumers. It’s simple to understand, an art to produce, a feat when accomplished, and willfully ignored by most businesspeople.
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In the old days, businesses bankrolled the creative process (“Welcome to Guiding Light, brought to you by Dove Soap”). Businesses placed their ads against creative work to cover the cost. Those 2 minute bathroom commercial breaks are the reason you could watch “Everybody Loves Raymond” for free (lucky you).
Other models came about, notably the subscription model, which offered the convenience of delivery by trading money up front and in advance.
The early days of the internet brought us contextual ads. Glory upon glory, we could now (sorta) sync up ads with the actual content. Sure, it’s awkward when McDonald’s ads show up against stories about childhood obesity, but whatevs.
Web 2.0 botched it all up though. People ignored or rebelled against ads in their social spaces. Impressions plummeted in value. The general public (hell, you and me) got used to free content online and no RIAA or anyone else would tell them different.
What Is The New Creativity?
Last week, I serendipitously caught up with back episodes of The Beancast and saw a new study released by eMarketer.
In episode #76 of The Beancast, Joseph Jaffe described “The New Creativity:”
“I don’t know how much originality is in the idea itself, but it’s in the execution where you see the real beauty of it. And ultimately that control and that power – and to what degree it becomes a meme and to what degree it lives on and gets a life of its own and gets embraced by the consumer – is ultimately in the hands of the consumer.
And maybe that can become the new definition of creativity.” (minutes 37-38)
The old creativity required advertisers and marketers to create something interesting enough (or loud enough) that would effectively interrupt the user’s day so that they’d pay attention to it. It’s a one-way street. And kinda inherently douche-y.
But the new creativity is a little different. Advertisers and marketers are encouraged to tell a compelling enough story to entice the user to tell their friends about your product. Plus, the marketer often gets the benefit of instant feedback from the user about their pitch/story/content.
It looks roughly like this terrible sketch:
As you can plainly see, the old way involved a lot of yelling marketers and irritated consumers. (See those lines coming off the consumer? In the biz, we call those "irritation lines." They're usually accompanied by a "Grrrr!" sound.) With the new creativity, communication goes both ways between a marketer and consumer, and between a consumer and their friends. (Many thanks to Jonny, our 5-year-old neighbor for contributing this work of art.)
We see this everywhere.
We can see evidence of this in the obsession with (and success of) social media marketing, the decline of direct marketing, the spread of viral – it’s everything we used to do, but now the more profitable interaction is between friends (rather than between marketer and user).
The tools – and it’s important to remember that these shiny objects like Twitter, Flickr, delicious, etc – are just that: tools. Now, they can amplify each person’s voice. Blogs allow a personal publishing platform never conceived of in all human history. Influencers arise, the same way they do in your social circles. The only difference is that the bullhorn these influencers use is a hell of lot bigger.
And when the important (read: profitable) interaction is between friends, the old business models don’t work as well. Would you mindlessly slap an ad on the Starbucks table while sharing a cup of joe with a friend? Would you insist that friends “subscribe” to your future conversations?
Of course not. It’s weird. It’s anti-social. And it’s not working. (Cue marketer panic from recent years.)
That's why marketers in love with the status quo should quit right now. If you're not ready for it, the new creativity will punch you in the face.
Um, So Like…What Do We Do?
So while some Luddites continue to completely block content with a firewall and a few lucky ones have made a subscription model profitable (I’m looking at you, WSJ), most are waking up to the new world.
It’s time we look at another business model. Tout de suite.
But I’m going to make you wait for it (it’s OK, it’ll build tension and that’s fun). Later this week, I will suggest a business model that is showing great potential to marketers…especially those embracing new social networking tools (that's the eMarketer study I mentioned). Plus, I will apply this to a business desperately in need of a new path. Hopefully that application - the execution of an idea that gives power to the consumer - will be enlightening.
Please come back for that post (subscribing is uber-easy). And please leave comments below about the new creativity. Is it bitchin’ or bogus?
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(Image courtesy of THRILLHO via Flickr)