It’s Friday - the day of the week when many of us like to surf the Web or the email inbox for a small distraction before the weekend starts. So I figure it’s as good a day as any to share another example of Marketing WITHOUT Meaning…

This week I didn’t have to look hard to find something provocative to write about. Despite multiple layers of spam protection that often leaves clients’ messages sitting in “mailMAX” purgatory alongside come-ons for male enhancement products, a sales message with multiple attachments made it through unscathed from an individual at Xipto.com. Here’s the unedited pitch:

Hi, Bob-

We have just completed our launch for Cincinnati Bell wireless subscribers.  Xipto allows cell phone users to choose messages to play out when they receive incoming calls.  The format is a 25 second mp3 clip that is introduced by a two-second ‘Your friend supports the following message.’ The messages are about brands, causes, events, or passions — messages that are relevant to reflective [huh?] of the individual cell phone subscribers.

We just started marketing Xipto last week, and already hundreds of CBW subscribers have signed up to endorse messages and those messages are playing out to their incoming callers.

Here are a few links and tools that you can explore, along with our press release below.  We would like to present Xipto to you next week — might you be free on Wednesday, September 18 at 9:30 a.m. I promise you’ll see the potential of Xipto as an innovative marketing tool.

Thanks very much.

Jill (not the real name)”

The gist, I figured, was that I could enable my phone to spam incoming callers with ad-supported messages of my choosing. Great! As a meaningful marketing practioner, I felt it was my duty to check out Xipto.com and the MP3 samples of what kinds of messages are “relevant to reflective” (per the email above) to people I might be calling. Here’s an example of what your friends could be hearing when they dial you up this weekend:

discover_biggs_prepend

The bonus: you can get paid every time a friend hears the relevant to reflective message you choose! Xipto doesn’t give specifics, but the website states that there is either a cash-back or donation option for the brands you market to your callers. Which makes one jump to quickly calculate the CPM on a year of phone calls - especially if incoming solicitor calls count!

Despite the Xipto sales rep’s emails and phone calls, I decided not to take the meeting. I cannot see how anyone would agree to sign up for or listen into such a service. One might note that more than 150 million numbers have been registered on the federal do-not-call list. More Americans have registered for this list than have registered to vote! The bottom line is that ad models that depend on a few seconds of interruption are increasingly driving people away entirely. Tests of pre-roll video ads show a 75% abandon rate. How many calls friends are you willing to lose in order to spread your “message” and make a nickel?

Once again, marketers of all types need to accept that unwanted advertising is a failed business model. In a separate iMedia article I read this week, Ted McConnell, interactive innovation director at Procter & Gamble, probably said it best: “I don’t think we will ever buy into a model that relies on personalized, unsolicited messages in a private addressable channel such as a telephone - and neither will consumers.” Amen.

Much has been written about how mobile marketing is going to be the next great way for marketers to connect with customers. The latest hype fuel is the success of the iPhone and thousands of applications.  But another trend is gaining pace in the mobile world: QR codes.

QR codes are a kind of two-dimensional bar code. In marketing to date, they have been used mainly to make it easy for a mobile phone to communicate via the Web. They can send your phone to a mobile webpage, or direct it to download information such as songs, videos, or photos. QR codes are increasingly appearing in magazines as part of print ads. One might dismiss this idea immediately as a second-coming of the ill-fated Cue Cat, but let’s give it the benefit of the doubt and look further.

For a look at QR codes in action, let’s take the example above of a Polo clothing print ad that appeared in The Week magazine. Here, a QR code and directions in the lower right corner allow readers to whip out their mobile phones and shop online, read Ralph Lauren magazine stories, and watch Ralph Lauren videos. It’s an interesting concept - and I could see some ways in which people would be willing to engage with the brand in this way.  If you’re on a train on the way to work, or at home reading on the weekend, it could be interesting to pull out your phone and check out the latest tennis fashions from Ralph Lauren.

I followed the instructions to give it a try myself. I texted RLQR4 to 23000. In a few minutes I was instructed to visit m.ralphlauren.com on my Treo 700’s browser. From there I had to navigate to download a QR reader. After a few clicks the site asked for my cell carrier and confirmation that I had a Treo 700. Then disaster struck: Either the Treo or Sprint was not covered by the QR software. Alas, my search for meaning was over and I ended up wasting my time with this ad.

Despite the hype and gee-whiz factor of new technology, I’m not sure QR code marketing is here to stay. First, there’s a huge education factor. Geeks like me who bother to download the software are less than 5% of the general population. Second, the range of browsers, phones, and service providers make mobile marketing a mess at this point.

Finally, there’s the issue of whether or not QR codes are meaningful for consumers. If these codes don’t excite people in their early use, adoption is likely to lag. In the example above, I really question Polo’s strategy in using QR codes to simply open up a mobile store link with a few articles and videos. Magazine readers are not necessarily in shopping mode, and we can always open up our laptop for a much better shopping experience when we get home or to the office. I was able to get to the site on my laptop and the content is extremely basic. For example, a Style Guide section on “insights, tips and essential information on Ralph Lauren style” had only three basic FAQ.

It’s pretty obvious that Ralph Lauren wanted to experiment and learn with little cost and effort. I can see the rationale clearly, but I would bet that low risk will result in low reward in terms of learning. What if the brand spent more thought on how it could uniquely use the mobile space to ad value in the world of athletic fashion. One idea: Let users send a photo of themselves, and a real fashion expert at RL send back personalized wardrobe suggestions. It’s more complicated, sure, but I think you can see it as much more meaningful.

As I wrote a few weeks ago, for new technology to be effective in marketing, we must work hard to make meaning from Day 1. Advertising is not needed for mobile and other new devices to be successful. We’ve got to earn consumers’ attention with tools and content that truly add value.

(This is part three of a three-part series on beer companies that are building meaningful connections with their target consumers.)

In the past two posts I focused on challenger brands Sam Adams and Speight’s, both of which were built on creating close connections with a focused niche of consumers. But can big mega-brands with millions of diverse beer drinkers get in on the meaningful marketing game as well? I think a recent Coors Light campaign shows it is possible - but they have work left to do.

Coors Light recently launched a pretty interesting beer innovation - a “cold activated label” in which the mountains on the label turn from white to blue when the beer gets cold enough to drink. It’s a neat idea in a category that doesn’t get much innovation, and I think the focus on “cold” fits with the Coors Light equity in an ownable way (compared to, say, wide-mouth cans). The brand is supporting the new label with - you guessed it - a giant TV campaign. If you’re a sports fan you’ve likely been exposed to this copy dozens of times already, but if not take a gander here:

At first blush, it’s another amusing beer ad that is not especially meaningful. However, a deeper look shows some progress. A recent article in the New York Times announced that Coors Light is leveraging this ad idea to create a Facebook application that friends can use to send a “Code Blue” alert to friends and coordinate a place and time to escape from work. Coors Light has created other interesting applications on its website and MySpace page. There is a Happy Hour Locater, links to local city events, and an “Excuse-o-ator” widget that will provide you with rationale for leaving work early. All are tools that pass the Marketing with Meaning test: (1) consumers must choose to engage with them; and (2) there is a benefit even without buying the product.

Despite its progress, Coors Light is missing on a few levels. I think the biggest problem is that the 30-second ad is not truly integrated into the meaningful marketing. The TV ad does not tie into or drive viewers to the meaningful tools. C’mon, guys - there’s not even a URL at the end of the ad! We’ve seen this dozens of times with interactive work; the lead agency creates a commercial, and the client asks us to “build a digital link” after the fact. Tellingly, in the NYT article, the creative director at Draft FCB, Bill Lindsey, says that, “In this new world we live in, it’s something we’re learning to live with.” He doesn’t exactly sound thrilled to be in this new world, does he? Frankly, it is a pain in the ass to coordinate with outside agencies, and it’s much more work than AORs are used to. But the new world is here. Get used to it, and create better work. Going forward, brands must ensure that all advertising works together in a connected ecosystem - despite the lead agency insisting that it will kill the creative or take too much time.

Another big problem comes in the execution of the meaningful pieces of the program. Coors Light really should have figured out a way to use mobile (SMS) - as it is the communication tool of choice for coordinating party-goers. The article says it was not technically feasible, but we beg to differ. The Facebook application, which got such powerful buzz in this article, is nowhere to be found. Coors has purchased no Google AdWords to support consumers who are looking for its tools. And the user experience of tools such as the Happy Hour Locater is pretty poor; it feels slapped together (see Adrants‘ review of a banner ad).

Unfortunately, it’s hard to find data on the program in order to measure meaning or marketing results. But I did see that Coors Light share was up over the Memorial Day weekend. Despite a mixed execution, I’m excited to see this mass beer brand recognize the need to do something more than amuse its consumers with witty 30-second ads - and it is forcing its agencies to work together to improve. I believe the people who choose to engage with these Coors Light tools will build stronger loyalty to the brand. And the social element of the tools helps drive word-of-mouth at a minimal cost.

For the first “official” blog post here, I want to dive into mobile marketing and share some breakthrough work we just launched for one of our clients, Pringles. Yep, Pringles + Mobile = Meaning.

Mobile rapidly is shaping up as the next big target for marketers’ efforts to reach their customers at a time when traditional media is losing its effectiveness. Nearly every consumer has a mobile phone or device, the technology is advancing to allow for better experiences (see Treo, iPhone), and geo-targeting offers the chance to, say, ping a pedestrian with a pizza ad just as she is walking by the pizza restaurant. Marketers are also intrigued by the chance to make a deal with phone networks who “own” their customers in a way similar to broadcast TV networks of old.

Despite the hype, mobile has been very slow to show a viable marketing model, mostly because people will not tolerate unwanted interruption on this most personal of devices. We already know that people are sensitive about having their phone numbers used for marketing. At least 76 percent of Americans have placed their numbers on the National Do-Not-Call Registry. Studies by Nielsen in 2007 show that only 18 percent of people trust mobile advertising, and 67 percent of mobile-phone customers who use data services said that mobile ads are unacceptable.

The solution? Make the marketing meaningful.

A few companies have found that people actually will choose to engage with mobile marketing that helps them out. A recent Adweek story provided some great examples. Vicks is providing weather alerts via SMS. CoverGirl created a “ColorMatch” application that recommends makeup while women are shopping. And Visa launched a wine-and-cheese-pairing recommendation tool.

I’m proud to say my company, Bridge Worldwide, launched another great mobile tool just a few weeks ago. We are testing a mobile shopping list for the Pringles brand. We came up with the idea because we know we can significantly increase sales to Mom if we can just remind her of Pringles at the point of purchase. Meanwhile, we know Mom is increasingly planning grocery trips on her laptop. So it was natural to create an online shopping list tool that could be sent via SMS to her mobile phone.

We set up a way to read household panel data among our test group, which will tell us whether or not this process moves cases, the tool is limited to folks in a small test group, so I cannot share broadly; but we might be able to share results in the future. At least one other marketing blogger likes the idea.

Interestingly, just as developing nations are skipping telephone poles and “land lines” and going straight to mobile for their first phones, mobile might be the first medium that skips interruptive marketing entirely and goes straight to marketing with meaning.

Please send me any examples of mobile marketing tools you have created for your brand or clients. I just might feature them here.