Reticular Activation

How the Human Anatomy Prevents Ads from Reaching Everyone | Sales & Marketing from AllBusiness.com

Thanks to Julieann Brooker for digging up this article by Chuck McKay from AllBusiness.com after a great collabotative workshop with Justin Smidmore from MC Creative.

From the article:

Propinquity
Here’s an interesting fact: the effect of advertising is greatest closest to the purchase. And if you think about it, that makes sense. Remember, a purchaser only buys when she feels the gap between what she has and what she wants. If she has an empty box of cornflakes, she’ll want more corn flakes. Once she’s become aware of her need for more flakes (by pouring the last of the old flakes from the box) she will also become more aware of corn flake advertising.

What a great time to present your message. Advertise your brand on television, or send her a letter, or show her a point of purchase display. Give her a compelling reason to choose your brand while her reticular system is most likely to bring your message to her conscious attention.

But how can you predict when that metaphorical box of flakes will go empty? Unless your business is seasonal, you can’t. And that pretty much means you need a constant presence in the marketplace.

Click here for the full article

liberty

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