Signaling Criteria and a Marketing Mistake

Law And Order Criminal Intent Cancelled - Signaling Criteria and a Marketing Mistake

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Here's a line from Law and Order, Criminal Intent that every marketer should memorize. Da Arthur Branch, about to sign an arrest warrant for a judge in a high-profile case: "It's not enough to do good; you gotta be seen doing good."

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Law And Order Criminal Intent Cancelled

And that's the essence of signaling criteria.

In his superior competing advantage Michael Porter mentions two types of buyer criteria:

use criteria = what the stock does for the buyer signaling criteria = how the buyer thinks or feels about what the stock does for the buyer

Many marketers think their job ends at providing productive signaling criteria. We say: "Hey, I've told a great story, I've produced a super Tv spot, my click-through rates are fantastic--I've done my job."

And by one measure, you have. If you are hired to write a great ad and nothing else, then yes you've literally done the client right. But if you own a small business, or if you are in fee of company-wide marketing, or if you own an division that wants to keep an catalogue for years, then you best swiftly learn to pay attentiveness to use criteria.

Because, as Porter so accurately point out, a company can make an Ok stock and originate superior marketing communications and best a company that turns out a superior stock but fails to let the buyer know how great the stock literally is.

For a while.

But finally a competitor with "so-so" advertising but best products usually catches up with the advertising leader. The advertising message is forgotten, and the user is stuck with the product. And the product, unless it is literally fantastic, doesn't speak for itself. And if there's a best competing stock out there, the buyer is going to find it eventually.

And Porter wrote this in the 80s, before instant internet stock reviews were available.

What's the smart marketer to do?

Keep signaling--after the sale.

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