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Is It True- TV and Radio do not pull results anymore?

Here are some tips on how to get the best results from your advertising:

Hire a media professional that can guide you through the changes in media usage.

So many times I meet with a prospective client and the first question is "how much do you charge?" or "how much rebate will you pass along to me?" The more important issue should be "tell me about your accounts and how successful you've been for them". It's not about the rates, it's about the strategic thought-leadership that a good media professional can bring to the table. Rather than focus on how much you are paying, focus on how much you are making!

Rather than determining what media you should use, focus on who you are trying to reach.

In-depth analysis of your target audience helps determine what media to select and when to advertise.

Target audience needs to be defined beyond the standard demographics of gender, age and income. Psychographics are also important: understanding the prospects lifestyle, attitudes and behavior. And, geography. I had a client advertising in his home DMA and the neighboring markets because his data base showed those zip codes. But in scrutinizing his sales, the majority of his business came from only a 10 mile radius. So, we focused his schedule in that immediate area, then quarterly we ran a broad campaign with a more aggressive offer to attract the outer area. Same advertising dollars, but the shift to keep more dollars in the immediate area and allowing the offer to attract new clients in the adjacent area, his return on investment increased considerably.

Have a good website before you start advertising.

Your website is your new storefront. Majority of consumers see advertising and then go to the website to check out the company. If they can't find you, or are not impressed, then you have just driven them to your online competitors. In April 2015, Google changed their algorithm to add importance to mobile-friendly websites. It's no longer 'how do I increase my SEO', it's now 'what needs to be done to not be penalized by the search engines'. Make sure your website is on a responsive format, loads quickly, easy navigation, and has unique content.

Do not place any advertising until you have determined how you will measure results.

Determine how you will measure results and make sure your expectations are reasonable in today's marketplace. What is your purpose? Are you offsetting attrition, building sales, improving your profit margin? Everyone wants increased sales and return on investment. Be specific , put a number to it! Determine a desired level and a minimum level. Project anticipated results vs budget. Is this really attainable?

Have a documented, strategic media plan.

What media is being recommended and how does it reach your target audience. Are you spending enough to achieve your reach and frequency goals? Why is this the recommended plan, what is the media rationale? What are the tactical details? Calculate the numbers. What percentage of the audience reached do you think will respond, what percentage will come into your store, and how much will they spend? Is the forecast of results in line with your budget? Media buying is logical. Invest the time and effort to properly think out the strategy and tactics, determine your measurements, and use the results to improve your future plans.

A boss early in my career used to say "If you don't know where you're going, any road will take you there!" It's taken me decades to appreciate that wisdom shared!

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  • This client wanted to use Media Power Advertising for full service media, but creative driven agencies kept telling them they needed to handle media in order to do creative. The solution? We conducted a creative agency review and search for our client. MPA orchestrated a 3-state review of award winning ad agencies willing to unbundle their creative services. MPA handled the phone screens, reviewed the reels and portfolios, plus arranged and participated in the on-site credential presentations of the finalists. Our client now obtains their creative from an agency nationally recognized for its creative work. MPA remained responsible for all aspects of media.

    I thought I would have to sacrifice expert, effective media buying and strong negotiations to get the creative we wanted until MPA solved our problem.

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