For start-ups and online companies in particular, TV advertising usually comes last in the marketing mix. However, the great effort involved in producing the commercials and the relatively high costs of placement can be well worth it. The reach of TV campaigns in the target group is 85 percent. The German leisure marketplace Regiondo has successfully run its first campaign on the screen. Managing Director Oliver Nützel draws a positive balance: "The TV channel is absolutely competitive with the Adwords channel for us. The cost-per-visit figures are comparable, between EUR 0.30-0.60 per visit."
TV is even more beneficial for the brand than online advertising: "The branding effect of TV is much stronger." Nützel also sees other advantages: "The traffic quality is significantly higher or better. The time spent on our site is longer (up to a factor of 2-3) than with Google traffic, and the conversion rates are twice as high." The rush of visitors to the website should not be underestimated: "TV generates significant traffic peaks for us, which means we can have up to 10,000 users on our platform at the same time." Together with Jasper Sasse, Managing Director of Webeffects, the company behind the TV-to-web analytics tool Spoteffects, he reveals seven tips for successful TV campaigns.
1. not necessarily beautiful, but motivating! The spot
For the eyes of millions of viewers, companies naturally want to present themselves in a particularly attractive way. For TV commercials, however, the focus should not necessarily be on aesthetics, but above all on the message, which should be motivating. To achieve this, it can also be simple, which is why animated commercials are ideal for cost reasons alone. The main thing is that the so-called DRTV spots (i.e. direct response) contain a clear call-to-action such as "Buy now!". Loud, colorful and aggressively designed content is best perceived, but of course it must also fit the brand. A spot length of 20 seconds is completely sufficient and also saves media budget during placement. Short reminders (five seconds) after the main spot are also useful.
2. be where the target group is! The spot environment
To ensure that the spot is guaranteed to reach potential customers, the spot environment must be selected according to the socio-demographic profile of the best customers in the customer base. But be careful: Of course, it's not just the hard facts that have to be right, the quality of the broadcast environment must also match the customer's preferences. In the case of "Frauentausch", for example, the viewers correspond to a certain age group, but advertising here is only worthwhile for companies that also offer products that match the viewers' consumer behavior.
3. save at the right time! The broadcast time
For the first TV steps in particular, small stations are sufficient to test the response. The spots are best placed in the mornings or afternoons, as the viewer's involvement with the TV program is low and the CPM is also relatively low. Broadcasting after the prime-time program would also be beneficial, but is no longer worthwhile as viewers hardly react to advertising here.
4. use network and know-how! Cooperation with agency
Especially for inexperienced TV newcomers, working with an experienced media agency is a good idea. Thanks to their good contacts and extensive know-how, agencies can negotiate lower CPMs in most cases and thus save companies hard cash.
5. good preparation for the customer rush! Your own server
Very important and often forgotten: Before the first commercial flickers across the screen, it is essential that your own server is set up with high performance. Many companies underestimate the wide reach of TV as a medium and are literally overwhelmed by the huge response. If potential customers no longer reach the website, the advertising effect is lost and the company has ultimately wasted money.
6 Reach the entire target group! Cross-media measures
Television alone already has an almost unbeatable reach. However, a TV campaign can be supported by suitable cross-media measures. Social channels such as Facebook can be used to increase the reach in the target group at low cost and therefore with a better ROI. Another advantage: the more often interested parties come into contact with the campaign on different channels, the more likely they are to make a purchase.
7 Trust is good, control is better! The evaluation
As with any marketing measure, a costly TV campaign must of course be evaluated. The first step is to identify the appropriate KPIs to be monitored and evaluated. For TV campaigns, the cost per visit, i.e. the general evaluation of how many people visit the website after the commercial has been broadcast, is particularly important. However, the conversion rate of the traffic generated by the commercial is also crucial and can be easily compared with the conversion rate of other measures such as AdWords. In addition, the cost per order, i.e. the direct ratio of media spendings to immediate sales, can also be calculated as a metric in this way. In addition, the shopping basket sizes achieved in comparison to the average values and the cohort, i.e. the repurchase rate, can provide information on whether a campaign is also worthwhile for a company in the long term. Ideally, companies should use an analysis tool such as spoteffects for evaluation in order to fully exploit the enormous optimization potential. The most important thing here is to find a good provider in order to keep the working speed in the triangle of company, tool provider and media agency optimal and thus also enable rapid optimization during the campaign period.
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