Back in 2004 I opened Maternity Revolution.
Advertising back then was simple. Put a few adds in the local papers and "hey presto" customers would come! Whether it was a Grand Opening or and end of season sale, the paper worked.
I remember a store I used to work for before opening Maternity Revolution and we would advertise a sale of everything $20 and under. We would be swamped with customers all week. People would be queuing for changerooms. By today's standards, that would probably equate to a $50 and under sale but the problem is that sales no longer work and the local papers no longer work.
I saw you raise an eyebrow when I said that sales no longer work and I'm sure you don't believe me but take a walk through your local Westfield some time soon. Sales used to be a genuine way that retailers could clear out their end of season or surplus stock but here we are at the beginning of the warmer Season and already you will see Sale sign after Sale sign after Sale sign! Do you ever actually feel a sense of urgency anymore when you see one of those sale signs? I wouldn't mind guessing that most the time you don't see those signs at all. You filter them out because you are so used to seeing them. When was the last time you thought: " Oooh, my favorite store is having a sale that starts today. I must try and get there!"
Retail stores are all so busy out pricing and out selling each other that they have done themselves a disservice. Customers now expect things to be reduced before they are likely to buy them and they are numb to all the sales signs and special offers. So the big retailers have managed to change the playing field forever.
No use whinging and complaining, we just have to adopt the new rules and run with them but there is another problem. How DO WE REACH YOU? No one reads the local paper any more. They don't even deliver to my house anymore.
Let's say I wanted to have a 110% off maternity wear sale (yes I know that's not possible but my point is that it really doesn't matter how good your prices are, you have to be able to get your message out to the people).
My mailing list is my first point of call but if you received an email from me about a 100% off sale, how likely are you to see it in your inbox. Presuming it doesn't go to junk mail it will be lost there in your inbox among every other retailers special offer which probably numbers at least 20 a day. If you happen to see it and you are busy you might intend to go back and read it later but as the steady stream of emails keep coming in, mine gets further and further down the list and in most cases is forgotten about. I think on average you can expect about 1-2% of people to open your special offer email.
Next place to try and advertise is Facebook but again, so much comes through your news feed everyday, if you are not checking Facebook every few hours you will miss things. Facebook make it even harder and they decide what posts you see and don't see, so just because you have liked my page doesn't mean you will see all my posts.
Yes I can pay Facebook to promote my post but again, people are suffering information overload and many paid posts get ignored.
So the majority of the advertising dollar gets spend on Google. We may not be able to find you but we have to make sure that when and if you are looking to buy maternity, that you find us.
You're probably asking yourself: "Why is she telling me all this?"
Well I just want your thoughts on the situation and I would love to know the answer to this question. "If I wanted to tell you about a sale or special offer we were having, how am I most likely to reach you and get your attention. What sort of prices would be enough to get you to act?"
Thanks for listening.
Lisa Hovar
Maternity Revolution
