Objectives & Strategy in Advertising

First, we need to consider some considerations… then we’ll get to the objectives.

What is advertising?

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Without looking in the dictionary, let’s cook up a definition. Here goes: “There’s this entity — the promoter. He, she, or it wants to communicate a message in order to achieve something. The word advertising covers this whole matter.”

Put everything through the wringer

You may have read, in this guide’s section titled, “History of past campaigns,” that when you’re pursuing sellable facts, you should disregard the small points. Forget that stupidity. Instead, leave no stone unturned. Consider the product from every angle. For example, fill in these blanks:know more music use.

This product is a . Its purpose is to _. The person who needs it is a __. The product helps him by __. It ends an ordeal with _. The prospects should care because .

When you’re marketing a product, every part of it is “the potential Eureka,” because something you didn’t assess might jump out at you.

“Um… about those strict orders you gave me?”

You won’t lead your company to the goals by following every smart person’s advice. You’ll probably find their directives don’t match. Follow them all and you’ll only run around in circles, water down your ad, bark up the wrong tree, or some other metaphor. Rather, let their advices (new word) enhance and modify your judgment.


If you try to take in the whole project in one sitting, it will be too overwhelming and you’ll avoid the assignment. So, take it a piece at a time. When you come up with a solution in one sub-area, it will help you in some of the others.

Getting to the objectives

What are the goals for this ad, anyway? Here are some questions that can help you find the answers.

Questions about you…

  • Why are you advertising?
  • What kind of results do you want?

Questions about the ad…

  • What is this ad trying to do?
  • What are the priorities for it?
  • What is it trying to say?
  • What kind of tree would it be?

Questions about the audience

  • What are we asking the audience to believe?
  • How do you want the audience to be changed after seeing the ad?
  • What is the audience supposed to come away with?

Making notable progress over time

When asked to predict how well your campaign will perform, say this: “I know our organization wants a complete turnaround in a matter of weeks, but this is like an exercise program. We’re going to make notable progress over time. That’s a more realistic goal.”

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