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Have you ever seen an ad on television that was beautiful, slick, and stylish but didn’t fit the product? How about a magazine ad that, though gorgeously photographed, didn’t make it clear what was being sold? Or have you heard a catchy radio ad that neglected to give contact information? If you pay attention, you’ll notice these money-wasting advertisements in all types of media.

If a corporation puts out a bad advertisement, the marketing department will have the resources and budget to make a mid-course correction (sometimes). Often the thousands of dollars a small business puts into an advertising promotion are the bulk of the marketing budget for the entire year (usually). There’s no money, time or resources for a do-over if the ad doesn’t bring in customers. Small business people simply can’t afford to spend money on expensive ads that don’t work.

Preparing an effective ad is harder than it looks, but even the smallest business can produce an ad that works if some simple rules are followed. Following are four tips you can use to create a great ad for your business, regardless of your budget, marketing experience, or the media used:

1. State the Product or Service Clearly

Make it absolutely clear what product or service you are selling. Keep it simple and honest. Instead of advertising “meticulously crafted, threaded fastening accessories” just say, “best steel wing nuts.” Don’t make it hard for the customer to pinpoint what you’re selling and don’t overdo the flowery descriptions.

2. Use a Call-For-Action Phrase

Forgetting the call-for-action is the biggest mistake I see in small business advertising. A call-for-action is a short sentence telling the customer how to get the product or service, such as “call us for a free sample,” “order online at www.mywebsite.com,” “get Product X at these fine retailers.” The call-for-action is important because it reinforces the customer’s decision to buy and gives specific instructions. Without a call-for-action, a certain number of customers will change their minds almost instantly, as their attention is drawn elsewhere. Others will ignore the ad unless you make it clear you want their business by telling them exactly how to spend their money.

3. Check for Correct, Complete Contact Information

You must include a phone number, address, and/or website (preferably all three). Triple check to make sure the information is correct. This sounds obvious but consider this real-life case: A plumbing company in my hometown advertised 24-hour service but only put the number of the main office in their telephone directory ad. The office was only open 7:00 a.m. to 5:00 p.m. That was little use to someone with a leaking hot water heater at 2:00 a.m. The plumbing company also had a website where, with some digging, a desperate homeowner could ferret out the 24-hour service numberbut what customer is going to spend time hunting the number down when he’s up to his ankles in standing water?

4. Sell the Benefits

I often see ads that try to sell the customer on the features of a product or service rather than the benefits to the customer. What’s the difference? Features describe the product or service; benefits tell the customer how those features will help him or her. Let’s take a common product like bread. Say you’re selling a special kind of nutrition-packed wheat bread (it was granny’s secret recipe). You could list some of the features of this wonderful bread in your ads:

Contains 3 times the usual vitamin D and calcium

Extra potassium

Uses only rolled oats

(That all sounds very healthy, but I don’t know how eating more of those things will do me any good. Besides, I like my usual brand of wheat bread. I pass by your delicious, nutritious wheat bread and buy the same supermarket bread I’ve eaten since I was a kid.)

Now let’s state those features as customer benefits:

Builds strong bones and teeth

Helps control high blood pressure

Lowers cholesterol

(I didn’t know I could lower my blood pressure by eating a different brand of bread. That’s sure sounds easier and tastier than taking supplements. I pick up a loaf, and some of your whole-grain dinner rolls, too.)

Translating the features of wheat bread into benefits isn’t that difficult. What if you have a very complicated product or service? Drilling down to the benefits can still be done quite easily. When I get stuck writing up a benefits sheet, I filter everything through this phrase: “What’s in it for me?”

These four marketing tips are a great place to start when preparing your advertisement. See Marketing Tips For Small Business - Advertising That Works, Part II, for more tips and insider tricks.

Segarin Monk is a marketing specialist promoting social betterment programs for governments and non-profit organizations. He believes in high-integrity, pass-it-on, pay-it-forward marketing. See more articles from this author at: http://marketingyogi.blogspot.com/

Tags: advertise, commerce, contract, freelance, home business, marketing, profit, small businessadvertise, commerce, contract, freelance, home business, marketing, profit, small business

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Oh Grand and Glorious Southern Guru, I am perplexed.
What ails thee, my peabrained little grasshopper?
My sleep has been short, my walls have been climbed, my hair has been pulled.

I must know the difference between advertising and high art.
Oh Great Creator, please give me the answer.

Stir no longer, little vacuous one. Art is in the eye of the beholder, and yes, advertising can be high art.

But Holiest of the Holy, whilst I acknowledge there is a role for subjectivity in the appreciation of art, and that art and advertising similarly use form, colour and symbol to convey messages, and that both can be aesthetically pleasing and accessible, and that both share the goal of changing behavior and attitudes, and that both often highlight the tension between reality and ideals and can shape aesthetic tastes, does not an adequate answer to my question depend upon a precise definition of the term art?

Are there not different degrees of creativity and originality? Are there not different types of art?

Surely Majestic One, advertising is not “high” art, but rather popular, propagandistic art?

Not so, little inchworm. Art is a function of apprehension, ergo, there is no difference between “high” and “low” art.

But Mighty Aphrodite, do not ads see the world only through a blinkered lens: as products and services, as target markets and audiences?
Do they not promote only consumerism and uphold only the status quo?
Are not their motives restricted by budgets and deadlines, and by the necessity of pushing product?

How can ads experiment with ideas for their own sake when fettered by this capitalist manacle?

Do ads not craft specific messages for specific audiences at specific times?

Is not their goal to elicit singular responses?

Do they not aim to please, to arrest the intelligence and to allay our fears with easy solutions, and are they not primarily concerned with positive reactions?

And does not the prerequisite of mass appeal demand mediocrity?
Does not art allow for a delight in, and the free play of, ideas for their own sake?
Truly outstanding art rarely secures immediate popularity, n’est-ce pas Mon Dieu Seigneur?

Does not art encourage many ways of looking at the world?

Is it not often purposefully ambiguous and open to conflicting interpretation?

Surely, oh Towering One, artists do not worship audiences in the way advertisers do?

Do they not intentionally break boundaries, counter the status quo, and question accepted beliefs?

Many spend decades deconstructing society, transcending political, economic and religious systems, do they not?

You listen not, my pint-sized parvenu. Art is in the eye of the beholder. Hence an advertisement, even if it’s only one in a million, can be high art.

But Lord of the Rings, is it not the sale that motivates the creation of advertisements?

Does this not put advertising solely in the realm of the shallow and material?

And thusly, are not ads only original in the context of commerce?
And furthermore, did not the great Canadian literary critic Northrop Frye suggest that ads are farcical, ironic and trivial (and that their prodigious power rests here precisely because we view them as a joke, without analyzing their bountiful effects)?

In short, Monsieur Le President, are not advertisements viewed primarily with scorn?

And does not true art inspire awe?

And does it not create new ways of looking at the world and increase our depth of understanding about the meaning of life?

And, as such, does it not reside squarely in the realm of the deep and spiritual?

And does not great art burst forth with such stunning originality that it changes the way we see the world and ourselves?

And are great artists, those rare geniuses, not moved by more than the simple desire for coin, and do they not dwell deeply on the profound questions of man’s universal condition?

And is not the equating of “high” art with advertising symptomatic of decadent, hollow, bankrupt, violent societies, which value material goods, “happiness” and facile solutions above all else?

And as such, All Knowing One, is this not an equation we should actively oppose?

Get not thy knickers in a knot wee Gordian. Your philosophizing incites me to slumber.

Nigel Beale is an Ottawa, Canada based writer.

Tags: ads, advertising, art, commerce, culture, materialism, societyads, advertising, art, commerce, culture, materialism, society

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