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All Advertising Is Based on Direct

Posted by Brian Jones on October 19, 2023

Advertising…it’s everywhere you look.

From billboards on highways… to targeted ads on social media… to awkward ad rolls in elevators… advertisers try their best to capture our attention.

Now there are lots of different types and channels, but you can argue that deep down, all advertising is based on direct marketing.

Yes, THAT direct marketing. Okay, purists may scoff and dismiss that notion, but let’s lay it out.iStock-1449035844

As we know, direct marketing communicates a specific offer to a potential customer and urges them to take specific action. It’s a strategy marketers use to communicate with a target audience without a middleman.

Now if we examine traditional advertising methods, we can see that they espouse a similar strategy. They reach out directly to consumers and try to persuade them to take a specific action, whether that’s making a purchase, visiting a website, calling an 800 number, or just remembering a brand — yes, that’s an action.

"...if all advertisers were to follow the example of their direct response brethren, they would get more sales per dollar."

Traditional advertising also appeals to the emotions and desires of the audience. Whether it’s through catchy jingles, snazzy graphics, or compelling narratives. We see literally hundreds of ads every day that strive to connect emotionally with consumers and elicit an immediate response. By triggering these emotional connections, advertisers are trying to influence the consumer’s behavior, leading them toward a purchase or some other specific action.

But let’s take it a step further. Traditional advertising also involves a call to action that nudges consumers to engage with the advertiser’s product or service. Whether it’s a simple "Buy Now" button in a digital ad or a limited-time offer in a TV or radio commercial, these prompts urge consumers to take action. That’s direct marketing.

Now in today’s digital era, traditional advertising has become more personalized and targeted than ever, putting that much more importance on communicating directly with the consumer. And by using data analytics and consumer insights, advertisers can tailor their messages to specific demographics, interests, purchase behaviors, or other preferences. This hyper-personalized approach makes sure the relevant content connects with the intended audience — and that increases the chances of generating a response.


What about e-commerce and online advertising? Well, these approaches have blurred the lines between traditional advertising and direct marketing, too. With the dramatic rise of online marketplaces, advertisers can interact with consumers directly — and in real time. This direct, immediate, and personalized engagement between businesses and consumers is a quintessential characteristic of direct marketing.

And finally, while some people consider traditional advertising and direct marketing to be mutually exclusive, when you dig a little deeper, you see the bones of tried-and-true direct marketing principles as the foundation of traditional advertising methods.

You find direct emotional appeals… explicit calls to action… targeting… and personal, often one-to-one interactions with consumers.

As the advertising landscape continues to evolve, the boundaries between traditional advertising and direct marketing will likely continue to blur, which makes the connection between the two branches of the same tree even stronger.

Ogivly-19831And let's not forget what the father of modern advertising, David Ogilvy had to say:

“I am convinced that if all advertisers were to follow the example of their direct response brethren — they would get more sales per dollar.

Every copywriter should start his career by spending two years in direct response.”

How To Get Started

Are you looking to improve the results from your next campaign? Run a test? Or maybe you’re looking to increase the performance of a program you’re already running. Well, J&C has over 40 years of experience and would be happy to learn more about your company and your goals. Contact J&C today. That way, we can give you an honest assessment of how we can work with you to achieve better results. 

Topics: Direct Marketing, Direct Mail, Creative

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