Advertising Advice
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What the Newspaper Ad Person Won't Tell YouNewspapers are considered the PRIMARY advertising medium by 99.4% of all retailers. Newspapers have been there in every step of the typical storeowner's life from the very beginning. Newspapers covered his birth, his high school graduation, his engagement, his marriage, the death of his parents and everything else. Despite declining circulation figures and increasing ad rates, newspapers still reach large audiences, daily. Many, if not most, retailers, lay out their own ads. It is said that over the years, merchants have come to believe the only way to get it right is to do it themselves. This thinking has given rise to the new breed of newspaper salesperson. No training, just a list of customers and the daily question "Gotchyur ad ready yet? " You should understand the newspaper's weaknesses and learn to avoid them whenever possible. The Skinny for and against newspapers... There is no proof that full page or double-truck ads are more effective than half page ads. The savings can be spent on a concurrent radio campaign or billboards. The same with color. It looks great, but the increased cost many times does not justify the small increase in readership. Forget the color and go with more frequency. The paper is delivered daily, but there is no need for an ad every day as the paper reaches the same readers. 3 times a week works just fine. Spend the difference in the shopper or on a supporting radio campaign. Newspaper coupons will have a better rate of redemption with a radio chaser. Especially if the coupons are NOT in a Sunday paper competing with 85% of all coupons weekly. Think about a coupon on Tuesday with supporting radio to drive them to it. What the newspaper ad person won't tell you: Less than half of newspaper readers read the entire paper. Most are skimmers. How many times through the paper does it take for you to find your own ad? Over half of every paper is ads. Almost as bad asTV. More than two-thirds of the Sunday brick is ads. Newspaper rates are climbing faster than the spaceshuttle. The smallest of ads in the smallest papers can cost over $100. One time, one shot and POW!, its at the bottom of the bird cage. Newsstand and subscriptions prices are rising, too. 75 cents an issue is rapidly losing to 4 quarters. Most papers offer no competitive protection. Your ad can be placed side-by-side with the competition. Get the salesperson to guarantee you separation. Daily newspaper numbers are dwindling. There are only a few more than 1000 daily papers. Smaller communities must rely on weeklies or papers from another area with a "local" section. Newspapers are still a formidable advertising force. Find ways to continue to use the paper to increase store traffic, but do it with other advertising so the media mix is efficient. Don't let anyone tell you NOT to advertise in the paper. For more about advertising, get my article "Do Your Radio Ads Work? "MailTo:RadioAds@BigIdeasGroup.com ©2005 BIG Mike McDaniel All Rights Reserved Subscribe to "BIG Mike's BIG Ideas" Newsletter
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