Procter & Gamble (P&G), one of the world's biggest marketers, has announced a change in the way it buys advertising on Facebook. It has started cutting its spend on highly targeted ads and increasing its spend on ads that address much larger numbers of the potential audiences for its brands, which include Tide, Pampers and Gillette. Explaining this change of emphasis, P&G's global brand building officer, Marc Pritchard, said, "We targeted too much, and went too narrow."
Facebook's astonishing income growth comes, in part, from its ability to deliver micro-targeted audiences (推送精准目标受众) to advertisers, and P&G in fact admits that it has wasted millions of dollars in the misguided pursuit of effectiveness.
Facebook used to be irresistible to advertisers. It presents advertisers this question: Instead of sending your message to millions in a television ad, why not use data to reach only those you need to reach? But as many people may have noticed, making perfectly targeted ads appears to be much harder than it sounds. Most digital ads are easily ignored. Information about consumers is not the same as insight into human beings.
The more fundamental problem with micro-targeting is that for big brands, advertising has never really been about messages—even brand owners have never quite realized it. It is about the creation of shared memories, triggered at the point of purchase. Think about some of the great brands: Nike, Apple, and yes, Pampers. If you buy them, it is because you know millions of others do, and because they seem to stand for something that, far from being unique to you, is common to all of us: achievement, creativity, and nurturing. The broader these brands go, the better they do.
When a consumer reaches for something on the shelf, they usually reach for the familiar. To achieve that status, a brand needs to have done something that lots of people regularly see, notice and enjoy. What seemed to be the wastefulness of TV was in fact its secret sauce. By reaching large numbers of people at the same time, TV ads had the power to turn brands into cultural icons, which took up consumers' minds.
In its conversations with advertisers, Facebook now talks less about targeting, preferring to emphasize the large number of consumers that it can help brands to reach. It is investing in video functions and is encouraging its clients to make short films. After years of telling clients TV is wasteful, it is now doing a good job of imitating it.
