Tocquigny

In my humble opinion, the majority of successful businesses employ two crucial foundational elements: quality product and effective persuasion.

In the traditional business model, product is what gets the prospect in the door, while persuasion compels the sale.

One of the secret weapons of branding, however, is the contrary: use persuasion for acquisition and product for conversion.

I’ve always had a weakness for rhetoric (see my past blog posts on the subject). How can human language be as powerful as a multi-million dollar super computer or as lethal as a machete? How can an audience be transformed through emotion, logic and credibility?

                                                       The Brand Manifesto

While most companies have mission and vision statements, only a select few have adopted brand manifestos. These commonly short, frank and liberal declarations don’t articulate what a company aspires to be — they define the company’s driving principles and passions. They are the living anthems and battle cries of a brand, something so finely ingrained in the company’s DNA that a bankruptcy or rebranding has little chance of changing it. Brand manifestos are written rhetoric at its finest.

But don’t just take it from me. Let some of the greatest brands speak for themselves:    

“Why should we pay for clicks when we get organic clicks for free? Should I buy my own brand terms?”

If you’ve heard these questions from a client, boss, or peer, you are not alone.

For years I have worked with a variety of clients that have posed these and other questions related to the return on paid-search brand terms. Measurability, control, and overall ROI are good responses to these questions, but when pressed for proof, it has been difficult to come up with solid research to back up the rationale.

Of course, as an agency, we are inclined to recommend brand terms because those terms will provide very efficient clicks and conversions to prop up the overall metrics for the client. If they are removed, the loss of those keywords usually impacts the results in a negative way. When asked pointedly on numerous occasions about our recommendation to purchase the client’s actual brand name and derivations of it, I have always referred to the importance of that tactic for metrics health — but now I’m armed with something better.

Google recently released results from an in-depth study on this topic and posted it for public consumption here. It was also covered in a good article by SearchEngineLand, which gives a less-technical explanation.

The details of the study are pretty interesting, and the methodology appears to be very sound. Google statisticians conducted over 400 studies on paused accounts to determine if organic clicks would increase to make up for the drop in traffic.

The study shows that paid search drives incremental clicks compared to organic search, with little cannibalization of organic traffic. “A meta-analysis of several hundred of these studies reveals that over 89% of the ads clicks are incremental, in the sense that the visits to the advertiser’s site would not have occurred without the ad campaigns,” state the authors of the study. The results were fairly consistent across verticals as well as international markets tested.

The takeaway: It is worth it. You SHOULD pay for those clicks and buy those brand terms. And now we have a pretty convincing rationale for this tactic.

Last Monday Tocquigny’s own Craig Saper tweeted something that has been on my mind ever since:

“iOS 5’s location-based reminder platform is brilliant. The second I stepped out of my office, I was reminded to pick up a dinner ingredient.”

iOS 5 - Apple’s new operating system for the iPhone, iPad and iPod Touch - will include location-aware notifications as part of the API when it launches to the public this fall. Beta users like Craig are already seeing the value of creating custom location-aware reminders through Apple’s own Reminders app, which is designed to alert users of a to-do when arriving or leaving a location.

To what level an app can use location-aware notifications is not yet clear to me (opt-in vs. opt-out, available only when an app is active, always on in the background and so on). But it’s safe to assume that this new level of location integration will change how marketers and product developers think about location-based services going forward. After all, the mobile screen, unlike the computer screen or the TV screen, is always with you and always on- perfect for streamlined, real-time personal engagement.

There are countless opportunities to light-up location-aware notifications in meaningful ways. For example:

• Out for a run at Lady Bird Lake with MapMyRun? In 0.25 miles, you’ll find free water provided by the Trail Foundation.
• At Waterloo Records? Get a coupon for Amy’s Ice Cream.
• Passing Whole Foods? Salmon is on sale.
• Friends checked-in at a nearby happy hour? Stop in for a deal on appetizers.

With location-aware notifications, companies can start communicating with a specific person, with her varied interests and sensibilities, in a specific location. This isn’t simply reconfiguring current communications; this is a new way to engage with customers. It should be designed to be relevant and actionable while on-the-go. After all, connecting with a customer through her mobile device is intensely personal, and if we want to achieve that level of engagement, we must be prepared to add meaning.

Managing privacy is the trick here. There is a fine line between relevant opted-in communication and unwanted promotions. As marketers, our role is to understand how the consumer wants to engage and help her manage her preferences.

Have you thought about how you can take advantage of this new level of location-integration for your business?

The How We Love Food series celebrates the iPad launch of How We Love Food, an annual collection of recipes from Yvonne Tocquigny, founder and CEO of Tocquigny, and focuses on the convergence of food, marketing, and technology. Download the app now for just $1.99, and all proceeds will be donated to nonprofit Urban Roots.

By now, I hope you’ve downloaded the newest version of How We Love Food – now available as an iPad app. From print to online to mobile and social, How We Love Food has evolved, just like my interactive marketing agency, Tocquigny, has over the last 30 years.

 While the way we share recipes has drastically changed since 1980, the way we share food hasn’t changed much at all. Everyone knows that food is all about sharing with friends or family. A meal well prepared is a meal best enjoyed with great company. Just like a successful dinner party is dependent on inviting the right attendees, the success of a mobile application strongly depends on promotion.   

That’s why we put so much thought into how we would best promote How We Love Food. An integrated transmedia campaign was led by two email blasts, driving users to the App Store. A landing page and a Facebook application also helped share the buzz about the application and pushed users to the App Store. Internally, the agency celebrated our proud creation by sharing links with our personal networks and – as you’ve seen all week – by contributing to 17 Stories with posts about our passion for the convergence of food, technology, and marketing.

The icing on the cake? Making things really social by contributing all download proceeds to Urban Roots, a signature program of the youth empowerment nonprofit YouthLaunch, which uses sustainable agriculture as a means to transform the lives of young people and increase access to healthy food. After all, How We Love Food – like most food experiences – has always been about sharing.

Over time, tracking key performance indicators like downloads, unique visits to the landing page, email click-through rates, referral visits to our agency site, and social media mentions has helped to prove the effectiveness and efficiency of different tactics.

In the end, Field of Dreams was a bit off. In marketing, if you build it, they won’t come. Promotion is the critical binding ingredient. So the next time you’re cooking up a mobile project, don’t forget to invite everyone over for dinner.

The How We Love Food series celebrates the iPad launch of How We Love Food, an annual collection of recipes from Yvonne Tocquigny, founder and CEO of Tocquigny, and focuses on the convergence of food, marketing, and technology. Download the app now for just $1.99, and all proceeds will be donated to nonprofit Urban Roots.

Growing up, I can remember the abundance of cooking magazines my mom subscribed to and her impulsive purchases of Cooking Light in the grocery store checkout line. After she would scour several magazines to find just the right recipe, she would only tear out one-or-two recipes per magazine that our family would even consider tasting (my sisters and I was quite the picky bunch). At the time, I just figured that this sort of behavior was normal.

Looking back on these childhood memories, I realize what a waste purchasing all of those magazines was. Of the 30+ recipes found in a single issue, my mom only saved one or two for her go-to recipe collection, and three if it was a REALLY good issue loaded with Italian recipes. Speaking with my mom recently regarding this topic, I found that she no longer subscribes to or purchases cooking magazines. When asked why, I found her response rather interesting: “Why would I pay around $30/month in cooking magazine subscription fees, when I can search thousands of cooking blogs for free recipes whenever I want?” Hate to say it, but she’s got a point.

This made me think about how the rise of social sharing has impacted our purchasing behavior. When we have unlimited, free resources at our fingertips, why not take advantage of that? These days there are thousands of cooking blogs, inexpensive iPhone apps, and friends who post their favorite recipes via Facebook for free.  It seems that if cooking magazines want to continue to be competitive, they will need to find a way to compete with my favorite cooking blog. Rather than Mom planning out her family meals for the week, technology and social sharing has allowed her to quickly browse hundreds of recipes to find the best fit for dinner. Like everything else, technology and sharing have changed the way we traditionally search for recipes.