Guaranteeing advertising Results
You can Guarantee your advertising results trough science.
The first viable return on investment from your advertising is an inquiry for your product or service. It may be an email, a phone call or a visit to a store.
The first tangible Return from an Advertiser’s money, when invested in Space, Is an Inquiry about their product That Inquiry may be verbal to a Clerk over the counter, or-it may be by Mail, in a written, stamped, and posted letter.
It may less conviction in Copy to make a Consumer write an email, and send it, as it would have taken to influence the same Consumer inquire verbally for the goods advertised, when visiting a store.
When she talks to a retailer it there are 2 to 3 times as many chances of substitution. The salesperson may try to sell the customer a higher commission item or the one that is in stock. Whereas if the customer orders online or by phone there is less of a chance of substitution.
The ad that directs consumers to a retail store should have as much conviction in its copy as a successful mail order advertisement. Otherwise lower price and something better sales tactics will affect the consumer.
If the ad fails to convince the consumers with a “Reason why” and conviction it could direct him to a retail store where they are switched to a competing brand, the retailer is overstocked in, or that the salesman prefers. In which case we would be helping our competitor’s bottom line. Half the money spent to keep the brand on people’s minds results in the substitution of non-advertised goods for the advertised through General advertising. The ad must therefore give them a better Reason to buy your goods than he is likely to get from the Salesperson for the competitions goods that Salesman will want to substitute. It must give him this reason in such lucid thought-form that he can comprehend without effort, so impressively that he will believe our reasoning Claims. It must accomplish this in spite of his natural distrust of all Advertisement statements.
Because, if the Advertisement fails to thus fortify the Consumer with “Reason-Why” and conviction, it may simply send him to the Retail Store to be switched on to a competing line of goods with which the Retailer is heavily stocked, or which his Clerks favor the sale of in preference to ours. In that case the Advertising we pay for would sell goods for our non-advertising competitors. Half the money spent to “Keep-the-Name-before-the-People” results to day in this substitution of non-advertised articles for the articles advertised through General Publicity or branding.
In contrast to general publicity “Reason-Why Advertising” or Salesmanship-on-Paper, ROI is predictable. Consumers need only be convinced 1 time, through “Reason why advertising” or “Salesmanship- on-paper,” we thus convince him, and more than fortifying him against substitution.
But, with “Reason-Why” Salesmanship-on-Paper, results are insured and far more cumulative. Because, a Consumer need only be convinced once, through “Reason-why” or “Salesmanship- on-paper,” that the article is what he should, for his own sake, buy and use.
The consumer will become a regular buyer of the product because he first read or heard about it in a reason why advertisement. Repeat customers are much more profitable than new ones.
Advertisers who uses mere “General Publicity” or branding when they might have all that and, in addition, a positive Selling force combined with it is losing 50 percent to 80 per cent of the results they might have had from the same identical media space. Selling tests made on various kinds of Copy and Mediums have proved this for Reason Why, which are the Heart and Soul and Essence of all good Advertising.
The difference in Results from Space in which this direct selling force of “Reason-Why” has been used, and in results from similar space filled with “General Publicity,” is often more than 60 per cent. Conclusive tests on Copy have clearly proved this, and preceding article cites a vivid example of it from actual experience
