Posts Tagged ‘Measuring Advertising Effectiveness’

Claude Hopkins on Salesmanship and Relationship Building in Advertising

July 18, 2018


When we last visited Claude Hopkins, I indicated we would pick up with his second chapter of his book “Scientific Advertising”, which is based on salesmanship. In this chapter he also speaks to an extent to understanding and building a relationship with the customer.

While the language is somewhat out of date, I do think the thinking behind the language fits in well with our current digital world thinking on relationship building, personalization and getting to know the customer.

Initially he indicates that advertising is salesmanship, and that the “only purpose of advertising is to make sales”. He further argues “that it is not to keep your name in front of people” There are some other thoughts that he expresses, but it is obvious that he is a direct marketer and did not think much of institutional advertising.

I agree with this. But he also goes on to talk about the way that that is accomplished: through thinking of customers as people and taking their perspective, not your own. In his own words: “Don’t think of people in mass…think of the typical individual that you would want to sell” and “The advertising man (or woman) studies the consumer. He tries to place himself in the place of the buyer.” He felt that ads were often written more to please the seller than the buyer. Claude always believed the buyer (or the customer) should come first.

This is very much in keeping with what we try to accomplish today with much better tools than Claude ever had. According to emarsys,  “There are 3 strategic objectives that digital marketers need to set and measure in order to generate revenue.

The 3 strategic objectives are:

  1. Convert leads into buying customers
  2. Increase the LTV (Life time Value) of your customers
  3. Win-back inactive and lost customers“ (emarsys, n.d.)

They argue that everything we do should be oriented to one or more of these objectives. As we work through Claude, we will see that he would appreciate this thinking. All three objectives align with points that he makes related to direct marketing. Advertising should be convincing and that the appropriate points must be made at the appropriate point in the sales cycle.

Next time we will look at Claude’s views on service…

Emarsys (n.d.) 3 Strategic Goals Of Digital Marketing. Retrieved from:


Facebook Measures Up

March 9, 2010

Everybody loves Facebook, right? Or at least almost 440 million active users, as of the latest stats available. That is, except big time professional advertising entities…

Until now.

Just this past week, Facebook and Omniture announced that they would soon be working together. This announcement created relatively little press fanfare as most of us do not know who the heck Omniture is. However, marketing professionals, particularly those involved with major companies placing advertising in the new media, recognize that this is a quite a big deal and are salivating over the actual launch of this partnership.

According to their site, Omniture “is a leader in online business optimization service software”. They provide software that:

  • Measures customer behavior
  • Compiles this behavior for real time stats and also for trend reporting
  • Automates online processes

This company also offers services that provide even more capability, but the above are the big three. The company serves top tier corporate and service provider clients, and is now owned by Adobe. This is a big, big deal!

According to the Associated Press, as reported on “Using Omniture’s products, companies will be able to measure how effective their ads are on Facebook. They will also be able to use Omniture’s search engine marketing management tool to buy Facebook ads. And they will be able to compare how well their ad campaigns do on Facebook compared with other outlets.”

Suddenly, Facebook won’t be for experimenting and testing anymore, as far as big companies and their agencies are concerned. All the objections and reservations that had to be explained to someone’s boss suddenly go away. Automated buying and measurement: Ease of placement and analytics. What more could any Fortune 100 marketer want?

It is my expectation that this one move will noticeably change the face and pace of Facebook. Is this for the better? I await your opinion.