The Future of Marketing in 2016 & Beyond

let’s talk about the future of marketing. At this time of year, this is a big conversation. Everyone wants to know what’s going to happen and where is it all going to go.

The Future of Marketing
Digital projection for US digital ad spend (

The writing is very much on the wall, the future of marketing is clearly digital. We continue to see exponential growth, (see the US figure opposite from Hubspot) in the UK early figures for 2015 showed digital media projected spend to be over half of the total spent on all advertising.  A figure of about 8.2 billion pounds, ( $12 billion) that is a massive amount of money directed towards digital advertising and systems.

Why are they spending so much on digital media?

Because it works is the short answer. The one advantage it has over everything else is the ability to target. You have the possibility to identify your ideal candidate and show them advertising. The success of digital marketing is being driven by the growth of technology and the availability of information about buyer behavior.

The technology is all about smart phones and tablets, but it is the collation of user data that is making the difference. We’re now looking at dashboard systems available to any business, a system that can take feeds from social media, analytics and any number of different places. You can see what’s happening on the paper click advertising account. You can integrate the email systems; everything now is getting to the point where we can identify where the click is coming from and where it is going to.

These low cost services draw all of this information into one place so that that anyone from the sales or marketing manager to the business owner will know the return on investment numbers for the month. All that information literally at the fingertips and it is almost in real time. When the supermarkets first installed scanning till systems it used to be a joke that head office could count the Baked Bean sales as they happened. That facility he here now for any business.

So the future of marketing is about information gathering.

We are at the dawn of intelligent household appliances. It will not be long before your fridge, or even your cupboard will have a facility to understand what food you have and how much you have consumed.

There will be a facility for your fridge and your cupboard to work together to place the Tesco’s order. This kind of future is not marketing it is more about inventory control.  However, it could lock you into a particular supermarket.

There are other levels to this; you may be OK with household appliances knowing and taking care of your needs. If you like a certain Italian pizza, it makes sense that those bits of equipment report that. This opens the opportunity for Google or Facebook to show you adverts for a competitors version of pizza, the same might be happening for your other shopping habits.

Can you see where this is going?

Many people now have a smart TV. In the setup process, there are terms and conditions and a privacy policy that has to be agreed to. You know this TV will record your viewing habits. Most of the current games consoles are track- able within the Google analytic system. It is not a long stretch to assume that anything that you read, touch, view, watch or listen to could be tracked and used to direct relevant advertising.

So you can see the future of marketing is very much up the digital tree. It’s about monitoring customer usage and then using that information to sell them extensions or new versions of the same thing. Now all of this sounds wonderful and very exciting for the commercial marketer that can see this as a banking process, a place of unlimited sales opportunity.

The question is, are we as a society going to allow this?

Part of me thinks that we are complacent, we have already allowed our privacy to be eroded and willingly accept it. But there will come a point when the worm turns so to speak. In some respect, this is already happening. Apple opened the door this year by allowing an Ad Blocker into their iPhone system.

Ad blocking has been around for a while, it is a  program that sits in your browser or the Apple iPhone, and it locks the advertising out. So that when someone visit’s a website those links that would normally open to adverts do not get activated. Ad blocking can improve the user experience. A lot of sites have so much advertising that it make the site crawlingly slow.  With ad blockers, the adverts do not get opened, and websites function better.

So there is a kind of practical for using ad blocking because when surfing around it speeds up your internet searches. But hold on that, is how most of the web is making money by showing adverts. If ad blocking starts to become more prevalent It will destroy the free internet business model.

I suspect the future of marketing is going to be permission base advertising.

We already have a permission system with email, most companies operate a double opt-in process. This is where you click a web link and then receive an email to click another link to confirm the process.

Because the world wide web does not belong to anybody advertising can be a bit a wild west opportunity. However, I guess if I were going to put any money on anything, this is google’s problem. Google has to find a solution; they’re the ones that created the ad platforms in the first place. I guess they will tighten up what they think is suitable advertising or speed of service.

I can see a possibility where Google may have to offer an ad blocking service to their customers. The big G might be forced into this if they want to retain any control and maintain their pay per click revenues.

Currently, you agree to a privacy policy, this may change and evolve to an ad blocking policy.  So it will ask your permission, and you will have to agree to see particular advertising.

What is the future of marketing?

It is digital, there may be a battle for control of user attention. As a business owner, one thing is clear digital cannot be ignored.

Paul HarveyDo You Need Support

Are you looking to apply digital techniques to your business, book a free discovery call and find out what is possible for you and your business.     free discover call 

To your success

Paul Harvey


Why Advertising does not Work

Paul HarveyWhy Does Advertising Not Work?

I had a call with a prospective client a while back; they were spitting bullets. The first thing they said to me was. ” Why advertising does not work”.  A few weeks previous they had been approach by their local newspaper to appear in a feature at a special price. Only to find on publication that all of the competition was give the same deal for the same page. It was harsh seeing hard earned cash spent just to sit in a crowd, and worse when the phone did not ring.

The only way to make newspaper advertising work is to have a real budget and be in it for the long game, dipping in and out is not an option. Without continuity there is no proof it works, also include an offer that is unique to the paper so you can track responses and always ask your prospects how they found you.

Here are some key points to consider before using print advertising:

1) Are your customers reading the paper?
2) Buyer frequency, will the readers buy often enough?
3) Does your product or service sell at a high enough price to return the cost of advertising?

If you can answer yes to 2 of these and you have the budget, it may be worth a try. Look to cut a deal and commit to buying a years advertising. You should be able to get a killer price that slashes the rate card.

Can you stand out from the crowd?

Whatever you do the advert must stand out from the crowd with a point of difference.

When you become part if the herd, do the same as the competition, the product becomes a commodity. Unless you can present a unique aspect of the product a twist on the service, a strong call to action, You just blend. Think what will make this stand off the page. . The problem is that very few businesses take the time to find a unique position, a platform or point of difference. So failing this the default is price, and it all becomes a race to the bottom.

Price is an old story here is what Sergio Zyman, former Chief Marketing Officer, Coca Cola had to say on the subject in 1999

“Because old marketing isn’t working, every year, earlier and earlier in the marketing year, people are admitting defeat and falling back on ‘Plan B,’ which is, of course, price promotion. Price promotion is definitely on the rise, and the cost of it is going up. That’s because when everyone is cutting prices, you have to cut yours even more. The sale that cost you a dime to get three years ago, now costs a quarter, and still, all you are getting is rented volume that is going away as soon as you stop paying for it.

“Every day you can turn to the newspaper’s business pages and learn that another company has succeeded to death. It has sold a lot of stuff and gone broke in the process.

Integrated Marketing takes you beyond the uncertainty of print advertising

In the example at the beginning of this piece, you could argue that the newspaper was serving their readers well by collating all of the players in the market and putting them all next to each other for easy comparison. Is this any different to the online world on a Google search, where we all appear next to our competition in the organic listings

Why does advertising not workIf Sergio Zyman thought it was tough in 1999, I wonder what he would make of our marketplace today, with mobile, the web and social media. The fact remains that we live in the world of the marketing maze, where the integration of marketing channels is the key to survival.
To my mind, the small business must develop a marketing machine that uses a range of lead generation tools and channels.

It is the first place I look when starting with a new client, how many marketing streams are they using, are they testing. I am all for the local and provincial press they provide an invaluable platform for local issues. But as an effective marketing tool for small business?  It can be but only as part of an integrated marketing system.

To Your Success

Paul Harvey