Digital Migration Into Uncharted Waters

So what’s a marketer to do? If you keep an eagle eye on Industry trends you will see some interesting and conflicting trends. The continued migration of dollars away from traditional media continues at pace. A survey from the American Marketers Association shows a 20–30% of respondents plan to move money with (as usual) newspapers being top of the hit list. Digital media in general and social in particular are slated to be the beneficiaries although mobile is lower than I would have expected. However, all is not necessarily sweetness and light. Although marketeers are trending to digital many of them remain confounded by the efficacy of the new medium. In another survey from Vizu another set of marketeers are unsure of how effective it is. In the survey fully two thirds of those surveyed were bullish on social media in general but unconvinced of ROI….a hold out 6% are convinced that it doesn’t work at all..

We are a little different to many marketeers. We don’t do brand support we do results based marketing only. If we don’t get the phone to ring we don’t get paid. We have tried social media as a direct response channel in many different ways with spectacularly underwhelming results. In many ways our hands are tied in that we can’t create social content on behalf of our advertisers and are frequently limited in how we can use logos etc. Mobile is the other large and growing beneficiary of the digital migration and the jury is out on that too.  In our testing of mobile ad delivery search works…and works pretty well. Our testing with mobile display is quite different. Thousands of clicks which don’t result in any calls. Our experience of search targeted media indicates that it takes from 3 to twenty clicks to drive a successful call. Thousands of clicks with no calls indicates that the clicks aren’t from people looking for a product or service.

So as the migration continues marketeers are faced with developing channels which either don’t convert or are much harder to track than traditional media. Part of this complexity is the old marketing adage that half of advertising is wasted but we don’t know which. Digital media exposes exactly what does and doesn’t work…and maybe it’s close to three quarters of all media spend is wasted…and we can now tell which works.

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