How Often Should You Advertise? The Answer May Surprise You
Contributed By Jimmy Kohut
What are people actually thinking about as they “see" your ad? Thomas Smith, a nineteenth-century London businessman, offered the following advice to advertisers in 1885. It is still applicable today.
- The first time people look at any given ad they don’t even see it.
- The second time, they don’t notice it.
- The third time, they are aware that it is there.
- The fourth time, they have a fleeting sense that they’ve seen it somewhere before.
- The fifth time, they actually read the ad.
- The sixth time, they thumb their nose at it.
- The seventh time, they start to get a little irritated with it.
- The eighth time, they start to think, “Here’s that confounded ad again.”
- The ninth time, they start to wonder if they may be missing out on something.
- The tenth time, they ask their friends and neighbours if they tried it.
- The eleventh time, they wonder how the company is paying for all these ads.
- The twelfth time, they start to think that it must be a good product.
- The thirteenth time, they start to feel the product has value.
- The fourteenth time, they start to remember wanting a product exactly like this for a long time.
- The fifteenth time, they start to yearn for it because they can’t afford to buy it.
- The sixteenth time, they accept the fact that they will buy it sometime in the future.
- The seventeenth time, they make a note to buy the product.
- The eighteenth time, they curse their poverty for not allowing them to buy this terrific product.
- The nineteenth time, they count their money very carefully.
- The twentieth time prospects see the ad, they buy what it is offering. In other words, if your ad campaign isn’t showing a return after six weeks, don’t give up hope!
Topics
Jimmy Kohut,
Sales and Marketing
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