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Why Your Ad Failed


So you spent good money on an ad, put it in a magazine or newspaper, and waited patiently for phone calls that didn't materialize. You're upset: you feel that you've wasted money and time, and now you're convinced that advertising doesn't work.

Advertising does work. Every day. So before you kick away advertising (or websites, or brochures, or any other marketing medium), first consider which of these four basic reasons applies to your effort:

Your ad wasn't created to appeal sympathetically to the correct customer need.

You can't force a sale, as much as you might want to. Your best, most reliable, most profitable customers come to your business because you meet particular needs that your competitors don't. Simple as that. These needs may be material, psychological or emotional, but when they present themselves, their owners come to you.

The goal of advertising is not to pitch a sale, but to establish name and brand recognition for your company by associating your name with your ability to meet special customer needs. This helps promote that "good gut feeling" that your best customers have about you but can't really explain.

If your ad isn't built around the right specific customer needs - not wants, not desires, not self-image, but needs - then it's almost doomed to fail.

Your ad doesn't establish your own credibility for meeting customer needs.

Etch this on your forehead: Credibility begins with evidence of understanding.

It's not enough to hit on the right need. You have to demonstrate in some way that you truly understand and can meet it. This step doesn't have to be fancy, and is often very subtle, sometimes involving no more than certain writing, visual design or layout decisions.

If your customers need a strong, professional company, your ad should reflect that. If they need to know that you come highly recommended, or that you have a certain degree of experience, or that your services are unique to your area, that should somehow be a part of your advertising.

Just don't overdo it, turning your ad into a sales pitch. Provide just enough credibility to satisfy those customers looking for it. Save the rest for your other marketing efforts.

Your ad wasn't placed in an appropriate medium that offered regular exposure to the specific customers you serve.

If your business sells luxury cars, the most carefully designed ad in the world won't accomplish a thing printed in a free newspaper that specializes in thrift classified ads. That's not an appropriate medium for your service, and your best customers aren't looking for you there.

If your ad properly recognized and appreciated your customers' needs, consider the possibility that the ad appeared where it wasn't appropriate. Why were your best customers looking for you there? How does your choice of medium speak to your credibility for meeting your customers' needs?

Consider time as well as position: a swimwear ad would face an uphill climb if it ran in a Michigan newspaper in December. Remember that customer needs often change as the seasons change.

You expected too much from your ad.

If the ad is solid, and the medium is appropriate, then the problem is you.

Advertising alone doesn't revolutionize profits. Like all marketing tools, advertising is a precision instrument, an individual tool designed to perform a specific task. Relying on only advertising - or only networking, or only cold calling, or only a website - to promote your business makes as much sense as an auto mechanic who uses only a hammer to fix your car.

Since human beings are complicated, so are sales problems. Complicated problems require the skilled collaboration of multiple tools, of which traditional print advertising is only one.

The role of advertising in a modern marketing campaign is to establish name and brand recognition for your company, not to pitch a sale. The idea is to make sure that your prospect has already heard of your company - and has a favorable "feel" about you - by the time customer need presents itself or your salespeople come calling. Advertising helps pave the road for your other marketing efforts.

If you expected sales to double last month because you ran an ad but did little else, you probably expected more than reality could provide. It's in fact possible that your ad did work, but that it provided benefits that your business didn't capitalize on because you expected different results. Next time you run an ad, do it as part of a coordinated marketing effort that includes the ability to follow up with the audience that was exposed to it. Take advantage of the good will that your advertising helps generate.

If your ad is written to appeal sympathetically to the correct customer need, establishes your credibility for meeting that need, and is placed in an appropriate medium that offers regular exposure to your most likely customers, your ad will do that job. Every time.

About The Author

Robert Warren (www.rswarren.com) is a Florida-based freelance copywriter specializing in the unique marketing needs of independent professionals.

[email protected]


Todays News by officejax free advertising and ad exchange solutionsMORE RESOURCES updated Thu. March / 23 / 2023

Elon Musk needs Twitter advertisers, but they’re not coming back - Vox.com
Elon Musk needs Twitter advertisers, but they’re not coming back  Vox.com

What you should know about generative AI in advertising - Greater Baton Rouge Business Report
What you should know about generative AI in advertising  Greater Baton Rouge Business Report

Marijuana companies wade into Twitter advertising with mixed success - Marijuana Business Daily
Marijuana companies wade into Twitter advertising with mixed success  Marijuana Business Daily

Pope: Without power of Holy Spirit, evangelization is empty advertising - National Catholic Reporter
Pope: Without power of Holy Spirit, evangelization is empty advertising  National Catholic Reporter

Pope: Without power of Holy Spirit, evangelization is empty advertising - USCCB
Pope: Without power of Holy Spirit, evangelization is empty advertising  USCCB

Streaming services advertising in 2023: what marketers should know - AdAge.com
Streaming services advertising in 2023: what marketers should know  AdAge.com

Marketing isn't advertising - CampaignLive
Marketing isn't advertising  CampaignLive

Walmart picks Innovid to boost personalized CTV advertising - FierceVideo
Walmart picks Innovid to boost personalized CTV advertising  FierceVideo

Illegally placed signs advertising auction in Omaha confiscated - WOWT
Illegally placed signs advertising auction in Omaha confiscated  WOWT

JUUL false advertising $255M class action settlement - Top Class Actions
JUUL false advertising $255M class action settlement  Top Class Actions

CTV Advertising Dominated Digital Strategies in 2022 US Midterm ... - TV Technology
CTV Advertising Dominated Digital Strategies in 2022 US Midterm ...  TV Technology

CTV Advertising Dominated Digital Strategies in 2022 US Midterm ... - GlobeNewswire
CTV Advertising Dominated Digital Strategies in 2022 US Midterm ...  GlobeNewswire

Wesleyan Media Project Publishes New Study on 2022 Midterm ... - Wesleyan University
Wesleyan Media Project Publishes New Study on 2022 Midterm ...  Wesleyan University

The Global Smart Advertising Services Market size is expected to reach $1273.1 billion by 2028, rising at a market growth of 20.6% CAGR during the forecast period - Yahoo Finance
The Global Smart Advertising Services Market size is expected to reach $1273.1 billion by 2028, rising at a market growth of 20.6% CAGR during the forecast period  Yahoo Finance

AOA Advertising Policy - American Osteopathic Association
AOA Advertising Policy  American Osteopathic Association

Advertising in China - New Guidelines on Use of Superlative ... - China Briefing
Advertising in China - New Guidelines on Use of Superlative ...  China Briefing

Taking Wing: Carson-Newman takes top honors in national ... - Citizentribune
Taking Wing: Carson-Newman takes top honors in national ...  Citizentribune

03/23/2023 | OC Council Debates Advertising Budget Increases ... - The Dispatch
03/23/2023 | OC Council Debates Advertising Budget Increases ...  The Dispatch

How Meta is Using AI to Improve its Advertising - InvestorsObserver
How Meta is Using AI to Improve its Advertising  InvestorsObserver

The Global Programmatic Display Advertising Market size is expected to reach $2772.7 billion by 2028, rising at a market growth of 31.9% CAGR during the forecast period - Yahoo Finance
The Global Programmatic Display Advertising Market size is expected to reach $2772.7 billion by 2028, rising at a market growth of 31.9% CAGR during the forecast period  Yahoo Finance

Instagram unveils two new advertising channels - MarTech
Instagram unveils two new advertising channels  MarTech

Lawmakers table bill to ban marijuana advertising - Montana Free Press
Lawmakers table bill to ban marijuana advertising  Montana Free Press

Generative AI Tools Threaten Big Tech's Digital Advertising ... - Law.com
Generative AI Tools Threaten Big Tech's Digital Advertising ...  Law.com

New York State Advertising Rules Effective Today - Lexology
New York State Advertising Rules Effective Today  Lexology

California's False Advertising Laws and the “On Sale” Price - Lexology
California's False Advertising Laws and the “On Sale” Price  Lexology

Ocean City Council members question advertising funding allocations - Ocean City Today
Ocean City Council members question advertising funding allocations  Ocean City Today

Adcore Wins Microsoft’s Advertising 2022 Channel Partner of the Year Award for EMEA - Yahoo Finance
Adcore Wins Microsoft’s Advertising 2022 Channel Partner of the Year Award for EMEA  Yahoo Finance

Almond Boards Generic Advertising Helps Private Brands - AG ... - AGInfo Ag Information Network
Almond Boards Generic Advertising Helps Private Brands - AG ...  AGInfo Ag Information Network

TikTok rallies users and advertisers ahead of Congressional hearing - Campaign US
TikTok rallies users and advertisers ahead of Congressional hearing  Campaign US

Staying Competitive Against Big Businesses: Best Practices for ... - Benzinga
Staying Competitive Against Big Businesses: Best Practices for ...  Benzinga

From VR To Car Commerce, 5G Is Transforming Advertising - AdExchanger
From VR To Car Commerce, 5G Is Transforming Advertising  AdExchanger

New In Microsoft Advertising: Target Shoppers By Browsing Categories With Keyword Boosters - Search Engine Roundtable
New In Microsoft Advertising: Target Shoppers By Browsing Categories With Keyword Boosters  Search Engine Roundtable

Colorado legislators debate pregnancy clinic advertising bill - FOX 31 Denver
Colorado legislators debate pregnancy clinic advertising bill  FOX 31 Denver

Joy Robins Named Global Chief Advertising Officer of The New York ... - The New York Times Company
Joy Robins Named Global Chief Advertising Officer of The New York ...  The New York Times Company

mobilads Announces New Data- Driven OOH Advertising Platform ... - PR Newswire
mobilads Announces New Data- Driven OOH Advertising Platform ...  PR Newswire

Hallaron Advertising Agency celebrating 20 years in 2023 - hellowoodlands.com
Hallaron Advertising Agency celebrating 20 years in 2023  hellowoodlands.com

Pinterest Provides New Tips on Effective Pin Advertising Approaches - Social Media Today
Pinterest Provides New Tips on Effective Pin Advertising Approaches  Social Media Today

How AI chat search could disrupt online advertising - Marketplace
How AI chat search could disrupt online advertising  Marketplace

Greenwashing is not new, it's false advertising - ESG Clarity
Greenwashing is not new, it's false advertising  ESG Clarity

NAD: Advertisers Must Substantiate Unpaid, Third-Party Claims ... - HBW Insight
NAD: Advertisers Must Substantiate Unpaid, Third-Party Claims ...  HBW Insight

Senior Meta advertising executive departs amid efficiency drive - The Economic Times
Senior Meta advertising executive departs amid efficiency drive  The Economic Times

Kim Kardashian Taps SZA for SKIMS' Latest Advertising Campaign - Digital Music News
Kim Kardashian Taps SZA for SKIMS' Latest Advertising Campaign  Digital Music News

FTC Issues Orders to Social Media and Video Streaming Platforms ... - Federal Trade Commission News
FTC Issues Orders to Social Media and Video Streaming Platforms ...  Federal Trade Commission News

Programmatic advertising Market 2023 is Booming Globally with Top ... - Digital Journal
Programmatic advertising Market 2023 is Booming Globally with Top ...  Digital Journal

Innovid Brings Data-Driven Personalization to Walmart's Demand ... - PR Newswire
Innovid Brings Data-Driven Personalization to Walmart's Demand ...  PR Newswire

Sam’s Club MAP Pioneers Omnichannel Attribution for Advertising - Martechcube
Sam’s Club MAP Pioneers Omnichannel Attribution for Advertising  Martechcube

The Art of Account Management: Matt Bonny on Knowing What ... - Little Black Book - LBBonline
The Art of Account Management: Matt Bonny on Knowing What ...  Little Black Book - LBBonline

Netflix advertising tier nets first million - Broadband TV News
Netflix advertising tier nets first million  Broadband TV News

Mobiquity Technologies Unveils ATOS 2.0: A New and Improved ... - Benzinga
Mobiquity Technologies Unveils ATOS 2.0: A New and Improved ...  Benzinga

Roger Williams University: Marketing Student Selected For ... - Patch
Roger Williams University: Marketing Student Selected For ...  Patch

Explore marketing and advertising Navasota Grimes County ... - The Navasota Examiner
Explore marketing and advertising Navasota Grimes County ...  The Navasota Examiner

UK Advertising Standards Authority Notice Heating Advertisers - The National Law Review
UK Advertising Standards Authority Notice Heating Advertisers  The National Law Review

Lamar Advertising (NASDAQ:LAMR) Shares Sold by First PREMIER ... - MarketBeat
Lamar Advertising (NASDAQ:LAMR) Shares Sold by First PREMIER ...  MarketBeat

Opinion: Could Sports Betting Advertising Be Shackled? - Legal Sports Report
Opinion: Could Sports Betting Advertising Be Shackled?  Legal Sports Report

Federal regulations that restrict unhealthy food and beverage ... - American Society for Nutrition
Federal regulations that restrict unhealthy food and beverage ...  American Society for Nutrition

MarketCast Expands Brand Effect™ Ad Measurement Across ... - PR Newswire
MarketCast Expands Brand Effect™ Ad Measurement Across ...  PR Newswire

Retail, search and Amazon's $40bn 'advertising' business ... - Benedict Evans
Retail, search and Amazon's $40bn 'advertising' business ...  Benedict Evans

Gap Halts Its Ad Business to Focus on Supply Chain, Retail Programs - Business Insider
Gap Halts Its Ad Business to Focus on Supply Chain, Retail Programs  Business Insider

Study sheds light on concerning new trend in drug advertising ... - Science Daily
Study sheds light on concerning new trend in drug advertising ...  Science Daily

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Is National CineMedia, Inc. (NCMI) Stock at the Top of the Advertising Agencies Industry?  InvestorsObserver

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National Advertising Division's 2022 Annual Report: An Advertising ...  Lexology

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Belgium: Rules on crypto advertising tighten  Lexology

PlayMining offers companies new advertising initiative via in-game ... - NFTevening.com
PlayMining offers companies new advertising initiative via in-game ...  NFTevening.com

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Influencing the path to care with responsible advertising  Wolters Kluwer

PubMatic Partners with Proximic by Comscore, Giving Media Buyers... - comScore
PubMatic Partners with Proximic by Comscore, Giving Media Buyers...  comScore

Why Gaming May Change All Aspects of Advertising and Media ... - BeetTV
Why Gaming May Change All Aspects of Advertising and Media ...  BeetTV

It's Time to Adapt: Digital Advertising Trends in 2023 - MarTech Series
It's Time to Adapt: Digital Advertising Trends in 2023  MarTech Series

Online Advertisement Market Sets the Table for Continued Growth ... - Digital Journal
Online Advertisement Market Sets the Table for Continued Growth ...  Digital Journal

Engaging OB-GYNs with successful & contextual advertising - Wolters Kluwer
Engaging OB-GYNs with successful & contextual advertising  Wolters Kluwer

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Why Virtual Product Placement Is Set to Steal the Advertising Spotlight  Adweek

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In-game advertising: A marketer's guide  MarTech

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Advertising postcards are as collectible as ad covers  Linn's Stamp News

Global Head of Microsoft Advertising steps down - Search Engine Land
Global Head of Microsoft Advertising steps down  Search Engine Land

Tuesday Sector Leaders: Trucking, Advertising Stocks - Nasdaq
Tuesday Sector Leaders: Trucking, Advertising Stocks  Nasdaq

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FTC to Ban BetterHelp from Revealing Consumers' Data, Including ...  Federal Trade Commission News

Artscape Promotional Short Film Wins Two GOLD American ... - Mayor Brandon M. Scott
Artscape Promotional Short Film Wins Two GOLD American ...  Mayor Brandon M. Scott

Doctors make plea to stop advertising of prescription medicines ... - Stuff
Doctors make plea to stop advertising of prescription medicines ...  Stuff

Rule 8.3 - Mirriad Advertising Plc - GlobeNewswire
Rule 8.3 - Mirriad Advertising Plc  GlobeNewswire

Net Zero Claims in UK Advertising: What Companies Need to Know ... - Sidley Austin LLP
Net Zero Claims in UK Advertising: What Companies Need to Know ...  Sidley Austin LLP

Franchise Influencers: Kenny Reinbold, Director of Advertising ... - 1851 Franchise
Franchise Influencers: Kenny Reinbold, Director of Advertising ...  1851 Franchise

Meta's AI and automation push could turn off advertising agencies - Insider Intelligence
Meta's AI and automation push could turn off advertising agencies  Insider Intelligence

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MMS Launches Self-Serve Advertising Platform for Shahid  MENAFN.COM

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FTC Approves Final Order against LCA-Vision, Halting Alleged Bait ...  Federal Trade Commission News

AI Advertising: The FTC Prepares for Battle - McDermott Will & Emery
AI Advertising: The FTC Prepares for Battle  McDermott Will & Emery

Direct Digital Holdings Reports Fourth Quarter & Full-Year 2022 ... - PR Newswire
Direct Digital Holdings Reports Fourth Quarter & Full-Year 2022 ...  PR Newswire

Your Dumb Little Advertising Tricks Won't Work on Me - The New Yorker
Your Dumb Little Advertising Tricks Won't Work on Me  The New Yorker

Belgium bans gambling advertising from July 1 - Reuters
Belgium bans gambling advertising from July 1  Reuters

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Roku partners with Best Buy and its advertising business to get first-party shopper data  TechCrunch

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Why Advertisers Should Switch to Immersive Advertising  Spiceworks News and Insights

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Tencent sees strong rebound in online advertising business in the fourth quarter  PingWest

Twitter now allows cannabis advertising, and brands are ready to ... - Digiday
Twitter now allows cannabis advertising, and brands are ready to ...  Digiday

German minister calls for ban on advertising junk food to children - The Guardian
German minister calls for ban on advertising junk food to children  The Guardian

Fox's pitch to advertisers featured network executives and ... - Media Matters for America
Fox's pitch to advertisers featured network executives and ...  Media Matters for America

Emirates Fined For Misleading Business Class Advertising - One Mile at a Time
Emirates Fined For Misleading Business Class Advertising  One Mile at a Time

DOJ Sues Google for Monopolizing Digital Advertising Markets - Mintz
DOJ Sues Google for Monopolizing Digital Advertising Markets  Mintz

Meta's AI-driven advertising system splits marketers - Financial Times
Meta's AI-driven advertising system splits marketers  Financial Times

Letter: Free political advertising? | Opinion | hudsonstarobserver.com - Hudson Star Observer
Letter: Free political advertising? | Opinion | hudsonstarobserver.com  Hudson Star Observer

Why Dirty Data is Leading to Advertising Waste and How to Stop It - Spiceworks News and Insights
Why Dirty Data is Leading to Advertising Waste and How to Stop It  Spiceworks News and Insights

WT Students Triumph at American Advertising Awards Ceremony ... - West Texas A&M University
WT Students Triumph at American Advertising Awards Ceremony ...  West Texas A&M University

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WMU advertising students win over Michigan dairy industry with ...  WMU News

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