Something that is increasingly occupying the minds of marketers recently is choice. Demanding customers want to consume what they want, when they want and how they want. The consumption of marketing communications is no different – consumers want to feel that they have some control.
The television industry has recognised this with ITV mulling a new ad format on its demand service ITV Player. The new format allows viewers to skip ads if they correctly answer questions based on the brand or product on the spot. Channel 4 is one of several broadcasters trialing an ad format that allows viewers to choose which ad they want to watch from multiple brands ahead of video-on-demand content. They will still have to watch the ads – broadcasters and brands need to make a living – but consumers who are offered choice feel empowered and more readily willing to engage with the advertiser offering the option.
Direct marketers have fewer options so are unable to replicate their counterparts from other channels. They can, however, make some efforts to offer consumers a choice of what they receive and when. Indeed, there is already a movement in that direction. The Green Preference Service, launched in June and attracting noteworthy interest, offers consumers a choice of whether they want to receive DM by physical or electronic mail.
DIrect marketing is continually dogged by accusations that it is unscrupulous in its approach – carpet bombing consumers with junk mail and spam email with little or no regard for those they are actually “targeting”. One way of tackling this is offering choice. Not only how they receive DM but whether they receive it. Opt out should be proactively offered by brands in a very deliberate visible fashion. As counter-intuitive as that might seem, customers that do not take up a brands’ offer of opting out will be more receptive.
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