So imagine this – you are the head of an airline that is on the brink of insolvency. In an attempt to find new and profitable markets, you add service to Budapest, Hungary. With the rollout of the new route, you know you need to market properly to a) let people know you are now flying to Budapest, and b) show your company as a leader in overseas travel.
You think through your options. You could tap into the Hungarian population in the United States by finding out where they are, where they congregate, and how they like to travel. Or you could find the demographic makeup of the average American who travels to Hungary and then target that population. You could even spend your advertising dollars to improve the planes on the Hungarian route, and build some buzz about the great flights to Hungary.
Or, you could advertise on bus stop billboards.
This is a marketing decision that Seth Godin recently pointed out on his blog. And, like him, I had to laugh at the old school scattergun approach to marketing this new airline route. I mean, what traditional marketing bozo decided that bus stop advertisements were going hit the right demographics for people who travel to Hungary?
The way I look at it, advertising is kinda like warfare. And like warfare, advertising has changed a lot over the last few decades. Bus stop advertising is like carpeting bombing in WWII. Carpet bombing is highly inaccurate, expensive, and takes way too much effort for what you are trying to accomplish.
New media advertising like community and search marketing are like smart bombs. You have a very good chance of reaching your target with lower effort and little need for disruption to non-targets. And in the end, if you use smart bombs, and not carpet bombing, the world is going to like you a hell of a lot more.
So why are big companies still opting for a carpet bombing strategy? Are the thinking that traditional marketing is really worth the money? Are the afraid to say no to their ad people? Or, do they reason that traditional marketing has always worked, so why stop?
Truthfully, I have no idea – but I would love to know. Maybe I am missing something.