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Basic Factors to Consider for Advertising Products and Services

Advertising is an effective tool of marketing used for promoting products and services to be sold to generate business revenue. Thus, it won’t be wrong to say that the ultimate purpose of advertising is to push the sale of products and services through different ways of promotion. In the absence of advertising, it is difficult for others to know about your products or services. Although you sell high quality products at reasonable prices, you won’t be able to reach adequate number of buyers or the target audience to earn profit.

Advertising not only promotes, but also establishes your brand amongst your target group. It positions your brand in such a way that your products or services become a replacement of the need they fulfill. The best instance of this is Cadbury ads appealing the audience in India to eat Cadbury chocolates, whenever they feel like eating sweets. Their ad copy – “Kuch Meetha Ho Jaye (means: Lets have some sweets)” with the characters eating chocolates indirectly asks people to replace Cadbury chocolate for traditional Indian Sweets. In short, ads help in building good reputation of the brand or company and gradually increase the sale of the products and services.

Therefore, advertising can be considered as an investment that could indirectly improve your brand value and generate good returns in terms of sale. However, it is to be noted that ads won’t directly add to your sales or create a customer base for your product or service. It simply helps your brand to create a space in the subconscious mind of your target audience, who might end up being your consumer/customer. This vital role of advertising makes it an essential marketing tool, which is widely used across the world by even the business giants like Microsoft, Apple, Tata, etc.

The whole idea of considering advertising as an investment makes it necessary for us to consider certain factors before advertising the products and services. The basic factors to be considered before advertising any product or service are as follow:

In order to create a successful advertising for your product or service, follow some basic advertising principles:

  1. Aim and Objectives of Advertising: Identifying the main objective behind advertising your products/services is the most essential of all the factors. This is because without a proper objective one can never achieve anything in any field. Also, it helps you to evaluate how well the aim and objectives would go with your company or brand image. It also makes the ad campaign or the progress of the ads measurable and realistic.
  2. Expecting immediate rise in sales: Expecting a sudden hike in sales after the advertisement of your products or services is like lying to your own self. Advertising is not a solution to your financial issues. However, it might gradually help you in pushing the sales of your products and services.
  3. Don’t make false promises: The advertising works, only if the product or service meets the expectations of the target audience. If they don’t live up to their promises, then the advertising is more likely to fail. It might create some buzz at initial level even if your product or service is of low quality, but it will eventually fail. So, it is important to make promises that your product or service can fulfill.
  4. Understanding your product: You must know the complete details of your product – be it materials or uses. This will enable you to know what your product can do to exist in the market. In your advertising, you could make use of its benefits or solutions as excuses for its sustainability in the market over the period of time.
  5. Target prospective customers’ needs: You advertise products or services mainly to persuade your prospective customers to opt them against your competitors’ or ordinary products. Therefore, it is important for you all to understand the needs of your prospective customer. This will help you convince them easily by portraying you product as a means to meet their needs.
  6. Ads must be informative and effective: Your ads must be able to educate your target group about the products’ USP and other benefits. Also, it should inform them about the products availability and why it should be used. Besides this, the ads must be effective enough to deliver the message to the audience in a creative, unique and convincing manner. It must grab their attention and leave an impact on the target audience. In simple terms, it must be effective enough to bring the customers to the product’s outlets or at least enquire about the product, if not buy.

These basic factors, if considered, can really help you create great ads that would make sense and grab the attention of your target audience. The resulted ads would be distinctive, yet recognizable and easy to relate with your product or service. These ads would not only have good recall value, but they would also have the ability to convince prospective customers to try your product.

Winning Advertising Contracts for Your Website

Understanding your advertisers is one of the key factors in winning their contracts. If you know their services, products, advertising objectives, requirements, needs and goals, you can make your offer stronger by emphasizing the quality of your audience to smaller advertisers, or highlighting the number of page views (i.e. reach) to brand builders.

1. Number of Advertisers

If you have a large network of advertisers or a good sales team that can approach many advertisers, you have more demand for your given ad inventory and you can charge more for advertising. Thus, it is always a good idea to build, maintain and expand your list of potential advertisers.

2. Product Characteristics

CPC or CPA rate for a diamond advertiser is likely much higher than ad rates for a toothpaste ad. Knowing the products/services can help with targeting the right section of your website.

Research

After reading about different pricing methods, determine the best pricing model for your business. Find similar sites to your website and do a little research on their pricing. Put yourself in the shoes of a potential advertiser. The objective is to find a popular, relevant, high-quality website or blog at a reasonable ad rate.

Price Comparison

A really simple and effective formula for an advertiser to compare between one site to another website is: cost of the advertising space divided by the traffic that the ad will receive. The lower CPM rate the better. Let us consider these two blogs:

• Blog #1: charges $500 monthly for a 125×125 banner spot above the fold. It generates 100,000 monthly page views.
• Blog #2: charges $1,000 for a similar ad placement. It generates 500,000 monthly page views.
• Using the formula cost of advertising/traffic, Blog #1 has a $5 CPM while Blog #2 has a $2 CPM.
• Even though Blog #1 charges only half the price of Blog #2 upfront, it’s actually less effective. Blog #2 is a better platform for advertising because of its high traffic and lower CPM rate.

The above process is a simple research on other websites, including your competitors. Try to determine an appropriate rate for yourself. If you charge too much, advertisers will go elsewhere. If you charge too little, then you’re not maximizing your advertising potential.

Price Adjustments

After determining your expected rate, you can start to offer advertising to a few potential advertisers. Everything needs a starting point. You do not have to stick to a single pricing forever and you can always adjust your price over time. However, if your website is recently launched, try to offer promotions and discounts in order to build your advertiser network.

For example: You can start charging a low CPM for the first 3 – 6 months to let advertisers test-drive the effectiveness of their ads. Or you can charge a low CPM then gradually increases the rate as your traffic improves. You can provide incentives for early advertisers to lock in the low rates. However, communicate clearly to your advertisers on these price changes and your reasons. You want to build long term relationships with your advertisers.

Take the First Step

Determining the optimal advertising rate is a tricky business. This simple article offers you a head start on determining your rates. As you have more experience with advertising and the advertisers for your industry, you will find more factors that affect your rates and make appropriate adjustments. Good luck with your venture!