Production, production, what’s your function?

Yes, we’re talking production. Clients want you to produce work. This is, after all, what they hire us for; Is it not?

Yes, you say, with great affirmation.

Wrong.

What clients hire us for, what they really hire us to produce, are results. The work is a means to an end and that ultimate end result is sales. Not awareness in and of itself, not leads, although these are steps along the path, not likes or clicks, but actual hard-boiled sales, measured in ounces of gold.

Advertising to sales ratios are one measure clients use to determine how much of their advertising budget goes into each sale. Some clients, depending on the nature of their product or service, might look at lifetime value of a customer, assuming the product or service involves repeat purchase. For instance, your wireless phone service vs a dog leash.

The wireless service may spend hundreds of dollars closing you as a customer knowing with a degree of certainty that once they have you, they will have you for a good many years. The initial cost of sale is amortized over the life of your engagement. You become an annuity; a recurring monthly source of income as you continue to repurchase their services on a daily basis.

The dog leash people, on the other hand, cannot afford to spend very much at all to achieve your purchase of their product. In most cases, it’s a one time purchase of a durable product that really does not go out of style.

If you don’t understand your client’s business, you cannot produce effective results. It’s pretty simple. If you don’t understand the perceived value in the mind of the target customer, you will not achieve effective results.

Brand value is derived from consumer need based on real insight into their emotional relationship with the brand. This emotional relationship is expressed in the brand idea.

Getting it right triggers deep connections that make the cash register ring; and that my friends is what they pay us for.