Month: September 2017

By Posted on Posted in Advertising, Branding, Copywriting, Demographics/Psychographics, Eco-friendly, Environment, Green Marketing, language, Marketing Techniques and Philosophies, Marketing Trends/News, Politics, propaganda, Psychology Tagged with , , , , , , , , , , ,

I received a fund appeal from a climate-change nonprofit asking for money to put this ad on the air. I was so appalled that I sent this letter:

[Subject] THIS AD WILL DO THE OPPOSITE OF WHAT WE WANT Re: Enough tiptoeing around it

[Body] No, and here’s why: This ad shows an astonishing ignorance of the deep triggers that change or reinforce behavior.  You pit an audio track that is 100% climate-denier against visuals that fail to make a connection between the catastrophes shown and climate change.

For climate skeptics, this will not only not change their mind, it will REINFORCE the idea that climate change is a hoax. They will focus on the audio. Those of us who understand that climate change is real will focus on the visuals, and will be able to make the connection that climate change worsened the storms—but we’re not the ones who need to be convinced.

As a marketer with over 40 years experience who believes strongly in the ability of marketing to create social change, I think this ad will do more harm than good and should not be released.

Please don’t run it!

We’ve known about the difference between how the brain processes the obvious and the subliminal  messaging in an ad for decades.  I think I learned about this when I started reading a lot of marketing books, back in the 1980s. We’ve also known about “social proof” (the idea that because other people are doing something, you should too) going back to early-20th-century advertising geniuses like John Caples and Edward Bernays.

Edward Bernays' secretary Bertha Hunt smokes in public at Bernays' 1927 "Torches of Freedom" march
Edward Bernays’ secretary Bertha Hunt smokes in public at Bernays’ 1927 “Torches of Freedom” march

And we’ve known about the negative impact of negative images about the environment since at least the Cialdini study of 2003 (which showed that people are more likely to litter after watching an anti-littering video showing lots of people littering) and probably much earlier. So why would any marketer script an ad like this?

By contrast, consider how the super-successful anti-littering campaign “Don’t Mess With Texas” rallied people around state pride. Cleverly, the ad agency didn’t even announce it as a clean-up-the-state program at first. Aiming at the demographics that were most likely to litter, they handed out bumper stickers with just the slogan, then later introduced commercials that tied it to the real purpose: stopping littering. And Texan litter rates went way down!

We’ve also known for many years that cultural and language differences have a lot to do with any marketing piece’s success. I’ve written often about the way companies sometimes market the same product differently to different nations or subcultures, or how a company can even change up its whole product line for different markets. Here are two examples from very different industries (breakfast cereal and luxury cars) in an article I published five years ago on an Australian website.

Don’t make the mistake that Chevrolet made when it tried to market the Nova in Latin America. In Spanish, “no va” means “it doesn’t go.” Oh, and look at every possible way to break up a website or product name into separate words. Unintended consequences of a badly-chosen name are still consequences, as that link demonstrates extremely well.

Have you examined your own marketing to make sure the subliminal message, the obvious message, and the goal are all aligned? Do this right away—or contact me. I’d be happy to do it for you, at very reasonable prices. I’ve written eight books on marketing including several that won awards, were translated and republished overseas, and/or made some best-seller lists—note that I’m using social proof here ;-)—and have studied marketing for more than 30 years.

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By Posted on Posted in Activism, Energy & Sustainability, Environment, Green Living/Green Lifestyles, People Helping People, Politics, poverty, Social and Economic Justice Tagged with , , , , , , , , , ,

My heart goes out to all those impacted by Hurricanes Harvey and Irma, the flooding in Bangladesh and other parts of Asia (not much in the US news but also very severe), or the out-of-control fires in the American West (a friend in Oregon told me, “the whole state is on fire. I can’t go out of my house because of the smoke.”

Every bit of research I’ve seen concludes that all these catastrophes are far worse than they would have been without human intervention. Humans have raised the temperatures in the Gulf of Mexico through our industry, agriculture, and architecture, and those warmer waters vastly increased the severity of the storms. And because of numerous social choices over decades if not centuries, disaster impacts tend to fall most heavily on those who can least afford it.

Storm Flooding. Photo by Gabriel Bulla, freeimages.com
Storm Flooding. Photo by Gabriel Bulla, freeimages.com

This pattern has been increasing dramatically since at least 2005, starting with the Asian typhoon and continuing through Katrina and Rita, Irene and Sandy, and now Harvey and Irma. Humans have built flood-vulnerable buildings in low-lying places where flooding, sooner or later, is inevitable. So not only are the storms more severe measuring just their force, but they impact the human-built landscape where that humanscape ignores nature’s principles.

To think of it another way, the planet is fighting back against the human assault. The planet doesn’t really care about humans as a species, or even individual ecosystems. The planet just wants to survive, and it acts to protect the “macro-ecosystem”: the planet as a whole. It has already survived extinctions of millions of species, including some that were the dominant lifeforms before earlier, non-human-caused catastrophic climate events. If humans are wiped out and cockroaches rule the earth, Earth won’t care.

But we care. We want a world whose treasured heritage and powerful promise we can pass on to many generations.

Please talk to your friends, colleagues, neighbors, and especially your legislators. Help them understand that human-caused catastrophic climate change is real, and that *there are things we can do to mitigate the impact and even reverse the terrible trends.*

We can take individual actions, from switching to organic foods and eating less meat to insulating our homes and workplaces and using LED lighting. And we can also take action as a society. With no help from the US federal government, individual cities and states can still participate in the Paris Accords (and many have). For bottom-line revenue-building and expense reducing reasons, companies can design buildings that create at least as much energy as they use, from clean renewable sources (and many have).

But still, government must have a role: in funding not just disaster relief but preventive measures such as dam inspections and humane ones such as fair labor practice enforcement (both stripped of much of their funding by the current administration). In encouraging clean energy. In understanding that foreign policy needs to factor in who uses what resources in which ways, and that domestic policy has to focus on creating jobs in industries that will remain relevant (unlike, for instance, coal and nuclear, neither of which are economically viable in the current world).

I could go on for much longer, but I’ll just say, thanks for listening, talk to your network, write letters to the editor, and contact your legislators.

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By Posted on Posted in Activism, Copywriting, Democracy, Diversity, Environment, Events, Marketing Techniques and Philosophies, Peace and War, People Helping People, Shel's Personal Life, Social and Economic Justice Tagged with , , , , , , , , ,

There are hundreds more I could honor. These 10 are all people I knew personally. I chose them somewhat randomly, basically who came top of mind first. I am grateful to all of them even if the interaction was painful when it happened.

  1. My mom, whose commitment to racial justice extended to desegregating the apartment building we lived in. She was also a tester for the Urban League, making sure that when a black family was told an apartment was already rented that it was really rented—by applying to live there.

    Walking my mother, Gloria Yoshida, into her 65th-birthday surprise party, 1998
    Walking my mother, Gloria Yoshida, into her 65th-birthday surprise party, 1998
  2. The speaker I heard when I 12, at my first peace demonstration, who told me the Vietnam war was undeclared—and brought my false reality crashing down around me.
  3. The idiot who made me sit in the children’s section of a movie theater with my full-price adult ticket (also age 12) and gave me my first experience of discrimination-based injustice (for being part of a class of people). I started a boycott of that cinema that has now continued for 48 years, and thus had the first experience of recognizing that I had power to change things.
  4. Mrs. Ehrlich of the Bronx High School of Science English Department in the 1970s, who believed the lie I’d told that I had turned in an assignment. Horrified, she said she’d never lost a student paper before. I felt intense guilt and realized that my action had hurt someone innocent. I’ve done my best not to repeat that and to take responsibility for my actions even when I don’t like the consequences.
  5. My first grade teacher, Mrs. Gross of Westchester Day School in the 1960s, who recognized that I was already a good reader and sat me in the back of the room with a 4th grade geography text while she inflicted Sally-Dick-and-Jane on the rest of the class. I still love reading, still love maps, and that was probably the first time I recognized how fascinating the world is, how people lived so differently in different parts of it.
  6. The college classmate who yelled at me that I was extremely and consistently selfish. It hurt like hell at the time, but on reflection, I realized he was right. And I changed my behavior! (Years later, I went up to him at a reunion and thanked him. He didn’t even remember the incident.)
  7. Dr. Jeffrey Lant, who was the first person to help me discover you-centered, benefit-focused marketing.
  8. Dean Cycon, CEO of Dean’s Beans, who combined the strongest moral compass and the best sense of humor of any business owner I know. (I never got to meet the late Ray Anderson; he might have topped Dean in his commitment).
  9. Maggie Kuhn, founder of the Gray Panthers, who started a whole social movement after mandatory retirement forced her out of a quiet job within the Presbyterian Church.
  10. Pete Seeger, who was probably the first to show me that the arts could change people’s minds and create action for social and environmental justice.
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