Ads that sell because they’re sold

Seth explains the different kinds of advertising:

“The first kind is the rational kind. Yellow Page ads, direct mail and Google AdWords fit into this category. This is advertising that works, if ‘works’ is defined as, “pay $3 and make $4.” With measurable direct advertising, you can count on profit-minded small organizations to give it a try (small buys) and if it obviously makes money, to buy some more.

The second kind of advertising is the glamorous kind, the kind that people think of when they think of the Super Bowl or Time magazine or of profitable ads that are worth selling. These ads don’t sell because they work. They sell because they are sold.

Let me be fair: they work if we define ‘working’ as: pleasing the client, pleasing the agency, increasing brand goodwill, and building, over time, a groundswell of awareness and brand respect that ultimately leads to profits.”

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