In advertising, your most basic needs are preyed upon by
those desiring to sell products. Why? They know that you will act upon those needs
being met first and foremost before all others.
The most
basic needs are physiological: food, shelter, clothing. You will see ads for baby food
and baby products that focus on these needs aimed at parents. Also, many commercials on
the kid networks focus on food items. So advertisers focus their timing and programming
around who is watching at a given time of day by using the Maslow pyramid of
needs.
Next in the hierarchy of needs comes safety: Who is
concerned about safety? Drivers, parents, and consumers of all sorts will have various
levels of safety needs. I have noticed lately that many legal ads are focused on drug
safety class action suits. These ads appear during the evening news or on late night
TV. Who is watching at these times? How might these ads appeal to their safety
concerns or issues?
The third item on the hierarchy of
needs is love and belonging: Who doesn't want to be in the popular group, have a lover,
or have friends. Mouthwash, toothpaste, body care products of all sorts appeal to this
need level. If you just use this deodorant, you will attract the most desirable mate.
Your toothpaste will make your teeth whiter and thereby attract the most desirable mate.
Drinking a particular beer or soda will make you the most popular person at the party.
Etc...
Fourth and Fifth are hardest to target by
advertisers on TV: These are the higher order needs and tend to be met only when the
most basic needs are under control. The military ads tend to appeal to these needs as do
college ads. You might also notice that investment firms that offer trades on the stock
market appeal to these needs.
In advertising, the most
important element in your ad is the audience and their compelling reason to purchase a
particular product over another product that offers the same service or meets the same
need. What emotional appeals are put out there for consumers during advertising? What
need levels do these emotional appeals prey upon?
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