That brochure’s gorgeous. That video’s beautiful. That website is so tasty you want to gobble it up.
And every one of them could well be a waste of money.
We’ve seen a spate of videos like this over the past month or two: well-executed, beautifully shot or animated, meticulously edited… and strategically, not worth the three minutes we spent watching them.
We’d never knock good design; give us something eye-catching and compelling any day. But the problem with pretty is that it can mask a serious problem. If a piece isn’t strategic — if it doesn’t deliver its message in a convincing way — then pretty doesn’t matter, and neither does clever or funny (as painful as that is to admit).
Our first goal isn’t entertainment: it’s persuasion. It may sound harsh, but if a piece doesn’t move your audience toward supporting you, then it has failed.
That doesn’t mean you can’t use beauty or wit to earn your audience’s attention. But the way you do it can’t get in the way of your message.
Here are three questions to help you see past the dazzle and decide whether a piece really is strategic:
- What’s the one thing you remember after seeing or hearing it? If that one thing reinforces your message, then great! If it doesn’t — if it’s a clever joke or glorious image that doesn’t deliver your message — then this piece hasn’t done its job.
- Will someone who skims the piece get your message? A lot of people skim print ads and brochures. And most viewers won’t watch your video all the way through. If your message is one tiny little nugget at the bottom of a sea of off-message cruft, then this piece hasn’t done its job.
- Does anything in this piece effectively contradict your message? I’m not talking about parody; if it’s clear that you’re making fun of your opponent’s point of view, that’s one thing. But if the piece appears to be dismissive of a serious issue, or makes jokes that undermine your point, this piece not only hasn’t done its job — it’s working against you.
Just because a piece is lovely, even moving, doesn’t mean it’s strategically effective. That’s where your strategic judgement has to come into play, setting aside aesthetics and asking the hard questions that can justify an effective use to time and money — or avoid a wasteful one.