In an Advertising Age
article written by Steve Knox, CEO of Tremor, a word-of-mouth marketing
organization inside Procter & Gamble, Knox writes, “The brain is designed
not to think.” He believes our
brains function in a static state and to get consumers to talk, we need to
cause a disruption. A disruption
is the core of all word-of-mouth marketing, and it occurs when we give
consumers a surprise that doesn’t fit inside their mental model and also ties to the core of a category or
brand. For instance, let’s take a
WOM campaign by Secret brand to illustrate his point. The core thought of consumers in the category is the more
active you are, the more you sweat and the worse you smell. Hence, a message that says “The more
you move, the better you smell,” inherently disrupts our thinking. The message remains at the core of the
brand, but offers enough of an altered message that consumers want to talk
about it.
I believe Steve hits the nail on the head with his thinking,
and if you don’t believe me, read the entire article for yourself.
I know you’ll be on my side in the end.