转载:广告二十七大误区
作者: 晋秋 | 归档:市场营销
source: http://biz.163.com/06/0821/10/2P1RQID400020QDS.html
误区一:买2/3的火车票
如果你买2/3的火车票,就不能到达目的地。
很多企业忽视广告有着明显的滞后效应这个事实。第一天打广告,恨不能第二天就能上销量,殊不知广告的启效时间已从以前的三周变成现在的九个月。如果你不能坚持,那你就永远到达不了目的地。匆匆忙忙地上广告,又匆匆忙忙地停广告,大把的广告费就打了水漂。
在批评脑白金广告投放无节制的时候,我们有没有想过它至少比只花2/3的广告费永远不到位要好。
其实生活中多少漂亮女生都嫁给了死缠烂打的男人,死缠烂打实在是中国市场广告投放的一大绝活,不是哪一本广告教材可以教会你的。
有人要说,我也想死缠烂打,可我没有脑白金那么有钱有胆。那你选取一个小一点的市场呀,完全可以进行局部市场的死缠烂打。一把盐撒在游泳池里,对游泳池根本没有一点影响,撒到盆里,水立马变味。
更要命的还有打打停停的,这是广告投放的大忌。广告只能打,不能停,停三个月消费者能将你忘得一干二净。所以投放广告就像穿上红舞鞋,一直跳到死。
误区二:广告和销售不同步
广告已经铺天盖地了,产品还没有铺下去,自然创造不出神奇的销售业绩。
一个产品制造商需要有两个经销商,一个经销商帮你把货铺到消费者心里,这就要靠广告;另一个经销商帮你把货铺到消费者面前。消费者心里有你,面前没有你,或消费者面前有你,心里没有你,结果都是抓瞎。
误区三:重终端轻广告
做好终端,销售就上去了,可以不做广告。
我并不反对终端建设,然而,我反对因为终端而轻视广告的态度。因为两股力量共同作用于市场,相互之间是不可替代的。事实上有足够的实例证明,抛开广告的支持,单纯进行终端建设是行不通的。投入结构上的不平衡将导致品牌衰退,以终端换广告的做法,得不偿失。
误区四:广告媒体无组合
广告战和发动一场真正的战争没什么两样,没有人可以单靠飞机或大炮就能赢得全部战争。比如:1.单纯的电视广告有时并不能将产品信息说透(比如药品、保健品),造成消费者知道了你的品牌,并不能确切地知道这个产品到底有什么用,以及为什么有这个作用。这时候没有报纸广告的配合就不行。2.全国市场不可能一片红或一片黑。有些地区卖得好,有些地区卖得不好是常见的事,那种胡子眉毛一把抓的媒体投放,无重点无主次,只会导致广告费的浪费。这时候重点区域就需要地方性媒体来配合。
误区五:在30秒广告中只提一次品牌
广告片中多说几次品牌在广告圈里似乎是一件可耻的事,因为它显得不国际,当然也就难获奖。
但以我们探索十多年拍了四百多支广告片的经验来看:30秒广告能提3次品牌,15秒广告提2次品牌会比较好。如果有旁白最好再加字幕就更有保障。另外声音要大,宁可把人吓着,也不能让人听不到。所以有些傻广告大呼小叫地在30秒广告里念上5次品牌成功了,有些画面精致屡获大奖只提一次品牌的广告却失败了。
最后出标版,只轻描淡写地提品牌的做法是强势品牌才能玩的游戏。广告不是用来获奖的。如果客户不能卖货,获奖有屁用。
记住,广告不是给企业家和评委看的,是给消费者看的。消费者不是美学家,中国目前大多数消费者能接受的往往是叫卖式的广告。
误区六:广告要大家都喜欢
给小孩看的广告,成人不喜欢有什么关系?
给女人看的广告,男人不喜欢有什么关系?
给农民看的广告,城里人不喜欢有什么关系?
给俗人看的广告,高雅之士不喜欢有什么关系?
给外行看的广告,内行不喜欢又有什么关系?
界定目标受众是创作任何一条广告都必不可少的一个步骤,而广告最重要的就是取悦这些人,而不是所有人。
误区七:一上来就打5秒广告
每年不知有多少中小企业在央视打5秒广告,扔个500万元。然后销声匿迹,连一点水花都没看见。
并不是说打5秒广告不行,问题是谁打。那些品牌很响的,打5秒广告可以起到提醒记忆的作用;而那些刚刚露脸的品牌,打5秒广告可以讲谁都注意不到。
这就好比两个刚认识的人就得多说几句话让彼此了解,日后再见面,打打招呼就可以。如果刚开始就只打打招呼,可能扭头彼此就忘了。
误区八:大创意不能坚持
可以延伸的好创意是大创意,不可以延伸的创意是小创意,虽一“大”一“小”之分,两者之间却有着天壤之别。
万宝路用牛仔做形象坚持了五十年,绝对伏特加年复一年坚持表现它的瓶形。而我们很多企业不用说十年八年坚持一个大创意,甚至一年都坚持不了。
发现了大创意却不能坚持,实在是可惜!更糟的是,大创意不能坚持会带出一连串的问题,比如广告调性也就不可能得到坚持,最后一堆广告之后,品牌成了个五花脸。
误区九:把广告目标当作销售目标
广告目标不是销售目标,而是信息传播目标。比如说,在三个月内让一个新牌子的饮料在北京的认知度达到50%;在六个月内,让上海70%的家庭主妇了解一种简便快捷的新牌微波食品诞生了,等等。
单个广告是否达到信息传播目标,可以通过广告调研来确认。如果达到了传播目标,可以推断销售目标从中受益。
误区十:策略诉求和表现形式说变就变
排毒养颜的诉求坚持说了多年:排除毒素,一身轻松。它成功了。
西安扬森的表现一直坚持打比喻的方法:易蒙停,用关不住的水龙头作喻;达克宁,用拔草作喻……它也成功了。
经常更换策略和表现形式的品牌也绝对是很难成功的,至少更换本身说明你的策略和表现是不成熟的。
误区十一:过分强调广告的合理性
《广告奏效的奥秘》中讲了一个内衣广告的故事——
内衣广告用一位身着紧身内衣裤的女性+标题:“穿XX牌紧身内衣,尽显您理想身材。”是再合理不过的了。但这样的广告刊登在杂志上,有几个人会注意它呢?显然,这是无法吸引眼球的广告。
美国一家广告公司为一家女式紧身内衣生产企业开发出一套广告攻势。广告中的女人只穿着紧身内衣,在人来人往的大城市街头旁若无人地行走。标题是:“我梦想,身上只穿着XX紧身内衣穿过纽约闹市。”在播出前,人们对广告攻势的效果进行预先测试,结果惨不忍睹!被访的妇女们目瞪口呆,表示坚决拒绝这类广告。
照理说,该广告应该压进箱底弃置不用。但却不然,广告公司声称,测试结果正是他们刻意追求的。于是决定让广告播出——业内最成功的广告之一从此问世。
广告和逻辑没有什么关联,倒是和情感、联想、印象关系甚密。
用名车概念造皇明太阳能,名车和皇明太阳能有什么关系?高级的关系!
名车和步步高无绳电话S系列有什么关系?高级的关系!
所以我很欣赏一家酒企业老总的一句话:“你不管我卖的酒是多少钱,拍广告你给我用高级的演员在高级的场合里用。”
误区十二:舍不得在广告创作上投钱
中国人居室装修很少愿意为设计付费的。买材料多贵都舍得,为设计付费却难上难。拿2000万元播广告,却只舍得拿10万元做一支广告片的企业不少,得不到好创意也就不足为怪。问题是这么做一点也不省钱。创意不突出,广告片就不突出。广告片不突出就意味着不能引起消费者注意,除非你像哈六药那么轰炸,有没有创意就不重要了。同样的讯息,口才好,一句话讲清;口才不好,50句都未必能讲清。在此奉劝那些准备投广告的企业,你至少要拿出广告投放额的10%来做广告策划、创意和制作,否则省掉的小钱会让你破费更大的钱。
误区十三:不给创作留足够的时间
任何一个大创意都是逐渐形成的,不可能跟水龙头似的一拧就开。有些企业和广告公司合作时,不能给足够的时间,这倒练就了不少中国广告人的“急”功。但哪怕再有“急”功,短时间要诞生大创意,依然难上难。出错就难免了。事实上,很多创意前的策略规划是需要足够的时间的。这个化妆品广告策略定位到底是卖功能还是卖幻觉?那个空调到底是卖静音还是卖节电?即使策略已经完全定好,如何表现的创意也不是拍脑门想出来的。海王银杏叶片那句“30岁的人60岁的心脏,60岁的人30岁的心脏”,我们差不多想了整整两个月,更不用说创意的完整性表达。广告内容所传达的信息是否与产品定位一致,广告的表现是否能为目标受众所接受,所以在正式制作广告片前还需要将创意请消费者来做测试,广告片制作完成还要请消费者再来做测试。
总之,好的广告创作需要时间,我们不止一次在“赶活”这件事上栽跟头。五天赶一支广告片,三天赶一支广告片的事都干过。
讲句实话,即使像在某些广告人眼中大牌的广告人叶茂中这厮也轻易不能对客户说不。一来广告业毕竟是服务业,总得想办法急客户所急;二来能理解市场如战场。但欲速则不达,若给广告创作者充裕的时间去完善他们的思想,可以做出更具杀伤力的广告。
误区十四:打广告不重品牌形象
广告促进了销量的大幅提升,这是每个营销人员都愿意看到的结果。但仅仅这个结果还不够,毕竟人无远虑必有近忧。广告是把双刃剑,有些广告像护彤,宋丹丹大妈似的说上一通,信息传递出去了,品牌形象却下来了。广告有效并不代表全部,消费者还是会将品牌分个高中低档的。至少护彤这样做广告,形象确实有些土气,档次不高。广告的作用有两个,一是促销产品,二是提升品牌形象,积累品牌资产。如果只完成了其中一个目的,那至少也浪费了一半的广告费。
误区十五:夸大其辞
拿着一个女孩的艺术照片兴冲冲地去相亲,却发现这个女孩脸上有很多麻点;本来还可以谈谈的,却永远不想再见面。适度夸张是广告的本能,过度则是卑劣的。尤其保健品广告过度吹嘘,往往昙花一现。或者说,他们也未曾想过要长久,捞一把就走。如果要长久,就得适度,否则自己吹足了,很快就爆炸。
广告误区之十六:不做广告
生活中到处充满了鲜花插在牛粪上的现象。隔十年回老家探亲访友,往日的伙伴均已成家立业,一圈跑下来发现一奇怪现象,昔日的小混混娶的太太都很漂亮,好学上进的好孩子娶的太太形象都一般。为什么美女都嫁给了小混混?
有一次去大学演讲,问学生:系里最漂亮的女生被谁勾跑?是成绩最好的男生,郎才女貌?台下摇头。那么是最帅的男生,俊男靓女?台下复摇头,只好求教,一男生起立:被每天中午、晚上帮她排队打饭的家伙勾跑了。
为此,叶茂中这厮得出一个结论:鲜花为什么总是插在牛粪上,是因为牛粪会服务会沟通。
做营销策划十余年,每每听到客户讲自己的产品如何如何比竞争对手强,可气的是消费者不辨优劣,叶茂中这厮怪论:世上卖得好的东西不一定是最好的东西。
问题是你想做最好的东西,还是想做卖得最好的东西?你是想娶个大美女偷着乐,还是想做一个娶不到美女的好男人?
美女嫁给小混混和臭男人的可能有两点:1、认知与事实不符。由于小混混花言巧语,让美女误以为他会有出息;2、霸王硬上弓。臭男人死磨硬缠、风雨无阻,终有一日连哄带骗将美女弄上床,美女失身成为人家的人,糊里糊涂做了夫妻,日后不满意,孩子已上小学。
消费者购买决策依赖的就是传播。如果你不说,美女怎么分得清你和小混混之间的区别。抱怨竞争者的产品质量不如你,还不如学学竞争对手怎样做营销做工人传播。毕竟市场如战场,胜则为王败则寇,娶不美女别怪美女没眼力,卖不好也别消费者不识货。
广告传播是从人类的基本传播过程中发展而来,从我们出生的第一声啼哭开始。有句俗话:会哭的孩子有奶吃。
很难想象一个企业在时下这个信息传播的时代,不做广告会是什么样子。当然,也许还可以做别人的加工厂,看别人拿你的产品贴着标签去卖大价钱。
有这么一个故事:一位老农养有一头母牛,从它身上不能再挤出很多牛奶。老农既不想马上把牛杀掉,也不愿给它添加一种昂贵的强力饲料。当然,母牛产奶越来越少,但老农听之任之,并无不满。
这就是“挤奶策略”的来源。产品虽还在市场上卖,但却没有强力饲料——广告。结果无外乎产品的“奶量”越来越少,但为了节省广告费,只好顺其自然。
市场是品牌的市场,而打造品牌的费用每年都增长20%,所以我提醒那些不做广告的企业,要么永远不打,要么就赶快做广告吧。
广告误区十七:无钱又无胆
我们曾经策划过“紧急寻找小雨点”,以寻人启事的方式用42万元在北京打响小雨点品牌知名度;也曾策划过外星人劫持赵本山,引起媒体拿出大量的版面来讨论北极绒的这组广告。这些都是花小钱办大事的案例。很多中小企业没有足够的资金来打广告,那么你就应该有勇气去创作一些悬念性或会引起争议的广告,否则你如何去与那些广告投放凶猛的企业争市场。起争议的广告,否则你如何去与大企业那些广告投放凶猛的家伙去争。
大企业可以做平庸的广告,因为它会喋喋不休的播放,直到人们耳朵里起了茧。而中小企业则不能,它必须一句顶100句。
《广告学》中有一案例:
时值水牛城的春天,空气中弥漫着爱情的气息。一个星期一的早晨,正当人们驾车去上班的时候,突然发现路边出现了一块新的路牌。洋红色的底,白色的大字,写着一条极具人情味的讯息:
“穿红衣服的安琪尔:加西亚酒吧一见。希望见到你——威廉。”
随后连续九个星期,上下班的人每到星期一早晨便会看到一条新的讯息,每一条都会比上一条更迫不急待。
“穿红衣服的安琪尔,我仍在等待,加西亚酒吧,星期五,好吗?——威廉”
“穿红衣服的安琪尔:为了这些路牌,我快一个子儿都没有啦,加西亚,……求你啦!——威廉。”
于是人们开始涌向加西亚酒吧,看自己是否能发现安琪尔——或者碰上威廉。很快,又出现了另一块冠名弗兰克的路牌,警告威廉说他的安琪尔有越轨行为,而威廉则还以又一块路牌,声称:“穿红衣服的安琪尔:去他的弗兰克!我要不惜一切代价在加西亚见你。”妇女们纷纷打电话到当地的这家路牌公司,询问如何才能见到浪漫的威廉。
这件事成为该城街头巷尾议论的话题。整整九个星期,没人猜透到底是怎么回事,甚至连加西亚酒吧的员工也蒙在鼓里。
最后,人们盼望已久的路牌终于出现了:“亲爱的威廉:我肯定是疯了。加西亚见,星期五,8:30——安琪尔。”
那天晚上,加西亚爆满,酒吧不得不雇请了两名模特来扮演威廉和安琪尔。是的,威廉最终找到了他的安琪尔,他们伴着“红衣女郎”的乐曲欢快地在一起跳舞。
加西亚这个新酒吧一下子出了名。
误区十八:盲目相信国际4A广告公司
《国际广告》有一篇采访著名广告学者刘国基先生的文章。尽管刘先生身为4A公司老将,但却很客观地分析和介绍了国际4A广告公司的一些内幕:
“4A公司出去谈客户一般都是清一色的港、台式人物,阵势很大,因为只有他们才是公司总监以上的头面人物。当把生意谈定后,回公司就把业务交给国内的雇员。我认为这等于一个骗局,像骗婚一样,先把漂亮姑娘推出去与男方见面,最后该上花轿时却换了个丑妞儿,蒙煞新郎官。当然,谁才是真正的“丑妞儿”大家心里都清楚。
所以说,不要以为这些跨国公司经营额高,他们就是最优秀的。因为他们首先有国外大客户的支持,其次就是暂时能蒙蒙中国客户。……况且,业内人谁都知道,跨国广告公司派进中国的外来专家绝非一流,很多是属于二流、三流甚至不入流的。即使有一流的专家来此,4A公司也还需要有本土员工支撑方可生存。”
……
现在我们明白一个道理,国外大客户是这些国际4A公司的命根子,会用一流的人才,甚至在某一时刻,集合各地的高手共同会诊,而国内的客户则成了某些4A公司那些小鬼练兵的牺牲品。这也是为什么那么多国内企业和国内广告公司合作成长得挺快,一找4A就熄火。奥妮和奥美的合作就确实让奥妮人伤透了心!
有一篇报道讲:1994年至1997年,凭借刘德华“黑头发,中国货”、“相信我,没错的!”和周润发“青丝秀发,缘系百年”等广告推广运动,奥妮“植物洗发”的概念深入中国消费者心智,奥妮也攀上中国洗发水市场占有率第二的位置,仅次于飘柔。年销售收入8.6亿。
1998年初,大名鼎鼎的奥美广告走进了奥妮的世界,重新策划推广奥妮皂角洗发浸膏。各种项目如火如荼地开展起来,市场调查、公关活动、促销、广告片的创意制作……
1998年6月18日,奥妮出具了一份财务报表,显示出财务危机:不到半年的时间里,新皂角密集投放了约8000万广告费(电视广告和户外广告),结果只有1亿多的销售收入。奥妮血本无归。但据说,奥美的服务费一分没少,全部结清,而且还是根据其“国际惯例”——收17.65%。这份报表导致了两奥合作的终止。
奥妮人反思,关心奥妮的人也在反思。主流的解释是水土不服论。奥妮老总黄家齐甚至不客气地评价:“奥美我承认它很厉害,不过它不熟悉国内企业和国内市场。”
毫无疑问,国际4A广告公司肯定有很多强势的方面值得我们学习,但再高的水平,如果脱离了现实基础,或者不用心去做,结果也是枉然。
误区十九:广告不做测试
成熟的企业都已经习惯了这个方法,一支新广告片问世或一次大的促销活动都会在一至三个城市先做测试,去判断它的有效性。这样做好处很多,因为一旦发现问题马上调整,损失有限。如果不做测试,一下子就投放全国,风险就十分大,出了问题很难挽回。
我们经常发现一支广告刚在中央台露了一个月的脸就消失了,一般来说就是出了问题。如果先行做测试,就不至如此。
误区二十:过多插手广告公司的创作
有一个很有趣的现象,客户出钱请广告公司做创作,是因为广告公司做广告比广告主专业,所以广告主才出这个钱。但评判又是由不够专业的广告主来判断。而相当多的广告公司看在钱的面子上,不敢直言广告主判断的失误,导致大量的平庸创意在媒体上招摇。过多插手广告公司的创作,往往是弊大于利,倒不如信任的让他们放手去干,你只需把握一个度,只要符合战略就行了。
中国有句古话:疑人不用,用人不疑。广告主何不学学古人,流传这么多年的一个古训,总有它的道理吧。
既然你养了一条狗,为什么还要自己叫?你又没它叫得专业!
对广告创作最有决策权的是广告主。但,对广告最没有发言权的也正是广告主。
因为消费者是消费者,企业是企业,企业主不能代替消费者去思考。他们永远都不可能完全站在同一角度看产品、看广告。但我们的广告主,因为自己掏了钱,就自以为有权利去决定一切。其实不然,广告公司可以卑躬屈膝听你的,但消费者他没义务听你的,消费者是自由的。自由市场之所以自由就是消费者可以自由地离你而去,投向任一个他认同的产品与品牌。我们的不是为了讨好企业主,而是吸引消费者,所以职业道德良好的文选人会坚持和客户不同的主张,但这种坚持非常艰难的,闹不好,连业务都做不成。广告人的这份苦心与良知,又有几个人能理解呢?!
误区二十一: 一粒屎坏了一锅粥
消费者选择、判断一个产品的依据远远超出产品本身,广告、包装、海报、折页,任何一样消费者可以接触到东西最终都会成为评估的依据,除非你根本就没有勾起他的兴趣。这就是品牌时代的市场特征。作为广告公司最痛心的是:当你竭尽全力为这个品牌,这个企业整出一套完整的品牌推广系统,无论广告调性与设计品位都有了很好的保证。企业那边突然心血来潮,偶然整了个小广告,没有任何品质感的广告,就仿佛一个露着尾巴的绅士,真让人苦笑不得。他还不以为然,觉得那是自己的事,花自己的钱还不行吗?
做了100件好事,再做了1件坏事,就很有可能前功尽弃、丢掉原本的声誉。忠贞了几十年,偶然一次出轨就可以毁掉坚持了一辈子的忠贞两个字。所有的广告都是高品位的,偶尔,来一两个差劲的广告,你说行还是不行?
真的,不要小看一个广告,一粒老鼠屎可以坏了一锅粥,品牌经营也是同样的道理。千万小心,不要让一个随心所欲的小动作拖了市场的后腿哦!阻碍成功的因素已经够多了,不要再人为地制造品牌营销的短木板。
误区二十二:1则广告放进2个以上的想法
专业的广告人都知道,一次说透一件事情、一个道理已是相当不简单。光是把一个点、一个信息注入消费者的心脑,已经足够把创作人员折磨得够呛。但,我们那可爱又可恨的客户,竟然要求在一则广告、一条片子里放进那么多内容,这个那个,一样都少不得丢。哎,恨不得把家谱都放进入。
从AE、AD到CD,轮流与客户辩论,可是他很难说服,他似乎更愿意相信他自己,通过拉锯式的“交涉”,互相迁就让步,结果广告片就多出一些不协调的东西,不仅抢占了时间、而且使得广告主张变得模糊不清。
说的越多,受众就会记得越少。那些客户指定追加的内容,多多少少会削弱广告的效果,我们事先就知道。客户当时不听,最冤的是,事后广告效果不好,责任全部要你来承担。客户他一定会把这笔帐记在广告公司头上,而不是质问他自己。
企图在1则广告里放进2个以上的想法,是非常可怕的。欲速而不达,这种不恰当的野心,只会延误成功的到来。试想一个课堂有2个的老师同时讲话,甚至是3个以上的老师同时讲话,会是什么结果?
我们在不断呼吁提升中国广告水平,其实广告作品的水准受很多广告人自身原因之外的“环境因素”的制约,广告第一线的裁判——广告主专业水准的提高就是一个相当重要的课题。
误区二十三:不好意思做俗广告
前不久,2002年十大恶俗广告和十大恶俗广告语评选结果出来了,我们的作品又在其中,这已经是连续两年拿这个奖。好在连续两年我们又有作品同时获得十大优秀广告和十大优秀广告语,这让我很得意,一不留神我们在俗与雅之间已经行走自如了。但为什么有那么多的俗广告存在,并且叶茂中这厮也乐在其中呢?中国是个大国,人口众多,文化层次不一,收入层次不一,也就造成了消费阶层的分化。绝大多数的消费者不仅收入低而且也不是文化人,对广告的理解力很弱,这也是为什么那么多在智商极高的评委眼里能得大奖的广告作品在市场上却很失败的原因。
最典型的例子,同样是补肾产品,御苁蓉不管是产品包装还是广告创作都比汇仁肾宝要强,但御苁蓉为什么会失败?
御苁蓉的广告用一支塑料水枪东指西指最后滴下两滴来暗喻男性某些方面的问题,创意不可谓不好,获奖也是自然的。问题大多数人看不懂,没有受刺激,农民以为是卖水枪的广告。
汇仁肾宝则是一女子依偎男人旁边,肩一耸:“吃了汇仁肾宝,他好我也好。”农民说这我明白。该广告制作水平一般,透着一股俗劲,但就是这个俗劲让汇仁肾宝赚翻了天。
相信没有企业和广告人真的愿意做俗广告,谁都想让自己显得有文化。但问题是这世界俗人多还是雅士多?
广告公司的小白领坐在象牙塔里给农民写广告能卖才奇怪。既然这个产品是卖给俗人的,雅士看了嗤之以鼻又有何妨。
我们服务过的客户和作品连续两年入选中国恶俗广告十大,我引以为耻又引以为荣,耻是我们为了帮客户赚钱,连这般俗招都想得出,实在不是有文化的人该做的,荣是客户赚了钱,连声贺谢。
广告是“找对人说对话”,如果你的产品目前还不是卖给文化人的,而是卖给俗人的,你不妨找叶茂中营销策划机构,在做能卖货的俗广告方面我们实在是太有心得了。
先不说广告,先说一个人。
赵本山,中国最著名的喜剧演员,农民出身,演的小品包括自导自演的《刘老根》都给亿万中国人带去了欢乐,以至现在观众还看中央电视台春节联欢晚会就是因为要等他的小品。哪天没他了,春节晚会也就不要办了。
但人们还是会觉得他俗,一边说他俗,一边享受着他的俗给大家带来的快乐。
如果拿一个人来比,姜文,同样是中国最优秀的演员,不俗,但广告身价,在中国市场的影响力,赵本山的身价可能要超过姜文几倍。因为对大多数俗人来讲,赵本山的影响力在中国无人可比。
在有人批评这些俗广告的时候,都摆出一副专家的面孔,如果这些批评来自广告行业外面的人我是觉得可以理解的,比方说北京大学的教授批评送礼就送脑白金、柒牌让女人心动的男人我是可以理解的,但大多数批评来自广告界我就觉得奇怪了。那些自作聪明的家伙在把脑白金和柒牌广告骂得体无完肤的时候,一定会觉得这些企业家和广告创作者简直是蠢死了。但结果脑白金让史玉柱赚得心花都开放了,而柒牌更是在二三线城市卖得火爆根本来不及生产,而不得不把60%的产品拿去外加工。
“让女人心动的男人”不能打动你,并不代表不能打动别人,更何况这个广告谁也不能否认,它在世界杯期间抢了你的眼球,让你愤愤不平的记住了它,更让多少消费者掏出了钱包。如果它不俗,你能注意到它吗?
“送礼就送脑白金”的口号从早到晚的强灌给消费者,那些老头老太太,一边抱怨脑白金的广告干扰了他们看电视剧,他们会说这个脑白金的广告我是最烦了。但当有人送给他们脑白金的时候,他们又会乐得屁颠屁颠:哦,这就是电视上天天广告的那个脑白金啊!
对什么人说什么话,这应该是广告的常识,但偏偏有人总想给广告做一个定位,好象只有高雅的画面和说辞才是好广告。你去看看那些好笑的让人喷饭的手机段子,有几个是高雅的。
我承认广告有两个目的,一是促销产品,二是提升品牌形象,俗广告某种程度上会对品牌形象造成伤害,但在鱼和熊掌不能兼得的时候,叶茂中这厮建议当然是先把熊掌拿到,鱼以后再钓。如果销量都没有,要形象还有屁用。
误区二十四:重创意,轻叫卖
不可否认,广告是环境的产物。而我们目前所处的环境是,绝大多数中国消费者对广告的接受还停留在叫卖时代,这是一个不争的事实。简单说,叫卖式的广告要比含蓄式的广告更容易让人接受。广告的创意性和美感问题不须讨论,问题是中国大多数消费者还停留在审美的的初级阶段,不信去看看大多数人的家庭装修就可以明白。更有一个数据很惊人:中国有4.5亿人平时不刷牙。面对这个绝大多数,你就可以知道为什么那些缺乏创意和美感的叫卖式广告在国内屡战屡胜。
从表面看,中国大众是一个习惯含蓄式表达方式的族群,但内心却渴望直白大声的沟通和交流。
举几个很简单的例子,琼瑶阿姨的长篇肥皂剧“还珠格格”——我称之为叫卖式的电视剧。你可以骂它幼稚、没内涵,情节夸张离奇,对白直接浅白,简直不象人说的话;但它硬是红遍大江南北,抓了多少人的心、赚了无数的眼泪,更是赚了大把的钞票。李阳的“疯狂英语”教学为什么疯狂全国,就因为它是叫卖式的英语教学,当然他的钱也没少赚。
从另外一个角度来说,广告就是沟通,你的广告首先要让人明白你要说的是什么。白居易的诗为什么在民间广为流传,全赖他的一个好习惯:每写一首诗都要先念给邻里老妪听,直到她能听得懂为止。
叫卖广告的特点是旁白多、字幕多,典型的是脑白金和哈药的某些广告。金嗓子喉宝只一句:保护嗓子请选用金嗓子喉宝,就让它卖得热火朝天。
且不论它们的好坏,重要的一点是它们将产品的特点说得很清楚。看这些广告你不用动脑子,坐在那儿经它一顿猛灌,立马儿就明白。就算你坐在马桶上,也会被自动捕获(因为叫卖式的广告还兼有广播广告的特点,只听不看也能明白)。
而有些广告,看完你一头雾水,甚至不知道它卖的是什么;更有些标榜创意的广告,看上去很美,但抓住你的是眼花缭乱的表现手段,最后却连品牌名都没让人记住,更别提卖产品了。
创意,是让广告人眼热心跳的两个字眼。我们都希望能在有生之年做几个最牛的创意以飨自己和大众。多年营销和广告做下来,我们所接触和服务过的很多客户清楚地表示,有创意的广告有些我们也喜欢、也看得懂,但叫卖更直接、更能见效益。所以,如果我们的广告创意不能立竿见影地替客户解决问题,我们宁可叫卖。
当然,叶茂中这厮并不喜欢纯叫卖式的广告,甚至可以说是反对,但从叫卖式广告中能学到有用的东西却不容置疑。
所以“叫卖+创意”的广告,便成了我们现阶段作业的方向。
海王金樽《送礼篇》刚播出的时候,许多人惊讶又不无失望地说:想不到叶茂中这厮也做出这种叫卖广告来。
当时“送礼就送脑白金“正喊得铺天盖地振聋发聩,全国人民都快激起公愤了,海王金樽想打礼品市场,不叫卖根本连声音都听不到。当然,单纯叫卖也是比不过脑白金的,所以我们得有点新意,所以就有了“送礼送新(心)意――想送新意,想对心意”。
最近我们创作的海王牛初乳《练功篇》也是一支蛮叫卖的广告,只不过这次叫卖的是武打小明星释小龙。漂亮的一招一式中精神地传递出海王牛初乳让孩子强身健体的讯息,“坐如钟,站如松,行如风。人之初,喝母乳,今天就喝海王牛初乳”更是喊得如雷贯耳,不久就让海王牛初乳在市场上迅速强健起来。4月15日广告片一出来,就以世界杯宣传片特约播出的形式播出。仅一个月,全国各地的招商活动就圆满成功,回款已有几千万元,海王工业城的生产和供货都跟不上了。
误区二十五:重30秒,轻15秒
在中国做影视广告,最重要的版本是15秒,做好15秒比30秒更重要。
比如说海王银得菲《生日篇》等系列,我们全部做的是15秒,表现非常单纯,如果我们刻意去营造一个氛围、一群人忙忙碌碌为另一个人准备生日晚会,而这个人一个喷嚏杀了大家的兴致。加上诸如此类的处理,15秒的内容用30秒来演,我以为这样效果一定会更棒。把“关键时刻,怎能感冒”的系列广告片都拍成30秒,当然可以。但问题是值不值?如果不值,这些播放费算不算是一个损失。如果15秒就能说清的创意与主张却用30秒去演,那么是不是不够尊重客户的费用,尽管这些费用被间接浪费的。但广告公司有时候也会热衷于做30秒,甚至专门做一个60秒的导演版给客户看。为什么,因为交单时,客户看15秒一晃而过,觉得不过瘾。如果看60秒和30秒时觉得很满足,广告公司交活也就容易通过,即使在媒体上投放的是15秒 ,客户也会在心里说,广告公司做的60秒、30秒还是很棒的,可惜我们没那么多钱去投放。
经常有导演讲,唉,那个15秒效果不好,你要看我的30秒,可问题在于客户播的全是15秒。
所以我经常讲,在中国做广告,15秒更重要。
叶茂中这厮选导演,看得最多的是他的15秒,很少看30秒。至于导演版(经常是45秒或60秒)更是一看而过,为什么,就是因为15秒最能看出导演在把握广告方面的真正功力。
误区二十六:30秒套剪15秒
一般来说,客户均会要求广告公司在制作电视广告片时,同时完成30秒、15秒和5秒,而在实际投放时,则以15秒为主,30秒基本不被使用。
这是中国企业与广告公司合作过程很常见的一个误区,在媒介上大量播出往往都是15秒,而制作是重点都放在30秒,即使定的时段几乎全是15秒,也会要求30秒、15秒套剪。单独做15秒与同时做30秒和15秒,制作费用差不多,咋一听,似乎得了大便宜。其实不然。
30秒套剪15秒是很危险的,往往意味着更大的浪费。30秒可以讲故事,15秒讲故事就显仓促,没有渲染气氛的时间。说得严重一点,30秒和15秒的创作思路是不一样的。30秒说的生动有趣的故事,套剪15秒后,往往什么都说不明白。
15秒并不是不能讲故事,而是它讲故事的方式与30秒不同,而且15秒创意要求更直接、更单纯。30秒套剪15秒的操作概念根本就是一个错误。
30秒的结构和15秒的结构很难完全一致, 但目前基本上广告公司还是套剪,这就造成了30秒结构完整,表现充分,而15秒就觉得仓促,表现乏力。
尤其低成本制作 ,拍摄时间只有一天,这也逼得导演不可能为30秒、15秒拍摄两个方案。最终为30秒而30秒,牺牲的是15秒,而15秒又是最终投放量最大的版本,这岂不是本末倒置。
有时广告公司会提出能不能就只做15秒,精力和时间更为集中,结构与表现更为完善。但客户有时会觉得是一个损失,既然花了银子,不如30秒也一块做了,毕竟有些地方台播放费低,30秒效果更好。
我谈这个话题,有人会说叶茂中这厮有病,这也值得一谈吗?见谅,见谅,相信这是我们大家经常碰到的一个问题,而且我们认为不算是小问题。
所以叶茂中这厮在客户面前,越来越坚决地反对30秒套剪15秒。
中央电视台前一段时间刚播了一支“心有多大舞台就有多大”的中央二频道形象广告片,60秒的版本效果非常棒,画面很美,情绪酝酿充分。之后又看到这支广告片的30秒、15秒版本,感觉立马弱了,情绪根本没被调动起来。
大红鹰最新的一支广告片要表现飞机在蓝天划出V字形来演绎其核心概念:胜利之鹰。从表现角度讲,我们规划15秒便足够了。但是客户还是希望我们做一支30秒的片子。最后我们完全改变了这支广告片的制作方案,增加了许多飞机运行的轨迹,甚至添加了故事:来自不同方向不同背景的飞机聚集到天空划出壮观的V字形――天空,我的舞台――在天空这个大舞台上来一场胜利之鹰的大演出。客户审片时激动不已,我们也乘势请求客户能多投放30秒的版本,以保证这令人兴奋的效果。
误区二十七:提供服务的广告公司越多越好
很多企业总是认为:为我们提供服务的广告公司越多当然越好,因为可以整合社会资源集思广益嘛!
其实不然。踏踏实实地选择一家合拍的广告公司提供年度服务更有价值。
综合广告代理的年度服务似乎是理所当然的事,但我认为,广告创作的年度服务更值得企业重视。
我们常常说一个大创意应该具有衍生性,可以无限地延伸,就象金霸王的小兔子一会儿敲鼓,一会儿赛船,一会儿又踢足球,虽然不知道下一次小兔子又会玩什么新花样,但我们知道,坚持到最后的肯定是金霸王。然后大家都说:哇!这个小兔子真了不起!金霸王的创意真了不起!
不知道大家有没有想过,如果金霸王的小兔子忽然哪一天变成了一个小天使,或是小金刚,乒乒乓乓地乱撞了一通墙,仍是精气神十足地以示能量之强大,金霸王会是什么样?
所以,我要说,最了不起的应该是金霸王!
一个策略,或是一个创意能够被坚持这么多年,真正是一件了不起的事。是企业与广告公司的坚持,才最终成就了一个大策略、大创意。
现在我们终于看到,年度服务作为广告公司与企业合作的一种形式,已越来越被国内企业所接受。
年度服务的好处是不言而喻的,一方面企业有一个长期跟踪贴身服务的广告公司来进行品牌的维护和推广,从专业上更能有效地保障品牌的成长,另一方面,有年度客户,广告公司也稳定地埋头进行创作,互相之间都有一个安全感。从而保证创作质量的不断提高并渐入佳境。
问题是中国的绝大部分企业,甚至相当多的大中企业仍然是东一棒西一锤地与广告公司在合作,结果策略得不到坚持,广告调性无法统一,往往事倍功半。一个策略或创意别说坚持几十年了,能坚持一年的都不多。结果导致品牌不断地变脸,最后企业累,广告公司累,品牌累,消费者看着累。而品牌在市场上的表现呢?始终是青果子,永远来不及成熟。
1999年我们开始圣象品牌的年度服务工作,取得了有目共睹的好成绩。一方面圣象成了地板行业的第一品牌,销售喜人;一方面我们的创作获得了中国十大营销案例奖,广告片《踢踏舞篇》获得中国十大影视广告片奖。但因企业内部的种种原因,我们的创作仅仅坚持了一年就中止。其后的一年多里,圣象经历过太多的广告尝试,也实施过各种各样的策略与创意。外面的世界很精彩,外面的世界也很无奈。一年多后的今天,圣象重新与我们合作时,圣象的品牌形象已经大不如前,重整的工作比当初原创时更难!
海王是我们2000年过渡到2001年年度服务的客户之一,海王的广告创作也曾经几度遭遇质疑,但不管怎样的困境,我们一直坚持着,客户也一直坚持着,下半年的时候,我们的坚持终于得到了市场的回报。到了2002年,我们与海王的合作自然而然地延续了下来。而海王银得菲、海王银杏叶片和海王金樽的广告策略与创意也得以继续执行。客户又将海王牛初乳的创作交给我们。与此同时,市场也在一天天地回馈着海王。这就是年度服务所能保证的。
但年度服务的难度也是非常之大。一般说来,年度服务的满意度往往仁者见仁,智者见智。广告公司与客户之间的标准与感受往往频位不对。再者,相处愈近,磨擦也就愈多。所以年度服务更需要双方的理解与支持,不要因为一两件事而全盘否定。
另外年度服务的量化问题也困扰着广告公司和客户。年度服务以年费来计算服务,有人会认为很难计算劳动量。我认为这不是一个问题。一个品牌某一产品一年的创作量还是可以估算的。还有一种形式就是广告公司与客户约定,此一年创作全部交由广告公司负责,但费用则是根据具体项目来收。这对我们也是一个启发。
—无论是否是软文,很多地方还是很值得借鉴的



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