The weeks and months leading up to and following March 2020 will go down in history as an incredibly important and impactful time period in the history of the United States. Between the COVID-19 pandemic itself, the economic ramifications of a roller coaster stock market, and the drastic measures being taken at the federal, state, and local levels, nothing seems normal. Virtually all major sports shut down. All major gatherings shut down. Schools closed for mandatory periods of time. Bars and restaurants closing. Social distancing. Self-quarantining. And of course, the dreaded toilet paper shortage. (Ugh.)
The citizenry of the United States is in a near-total lockdown. Without engaging in the regular retail experience – one of America’s favorite social and commercial pastimes – except out of pure necessity, what is the appropriate path for brands during this time? What should brands be doing? What should brands be saying?
At the risk of sounding insensitive, I say advertise. There are a million reasons to be doing it right now, and to be doing it well. Here are my top five.
Advertise. Because American consumers are concerned and confused, and there’s no precedent for anything like this in recent history. (Zika, Ebola and some of the other outbreaks never reached this level of penetration or panic.) There’s never been a time when we’ve been virtually forced back into our homes to sit and wonder what will happen next. Brands have the unique opportunity to reassure consumers (of course that depends on your brand, and the category in which you compete,) or at the very least, entertain them. If your brand can be a voice of reason, or a voice of compassion, or better still, a voice of comfort through generous offers, then that voice will get valuable attention when Americans have more of it to give.
Advertise. Because with Americans huddled at home for weeks (and potentially months) at a time, there will be record HUT/PUT numbers. National brands can leverage near Super Bowl-sized audiences at what would be considered regular airtime rates. Every advertising dollar will go twice, thrice its normal distance, especially during this time in the broadcast programming calendar, which is typically a lull bridge between the large audience events of Jan/Feb and the scripted series finale season to arrive in April/May. Ratings will be unusually high for the foreseeable future, simply because more people are home with more time – and more opportunity – to consume television.
Advertise. Because programming diversity will actually be an ally during this time. Sure, people will be binging on streaming services. But after three or four hours of catching up on the hottest shows, people will turn to both local and national news. My guess is that media buyers are in a feeding frenzy right now with MSOs to snap up relatively low-cost cable buys, and especially around news programming.
Advertise. Because your competitors are sitting on the sidelines right now, and this gives you a greater potential share of mind. Every brand is thinking about the opportunities they currently have, and what to do with them. But while most of them contemplate, they’ve probably held off on filming anything new, or producing any spots with context to the national psychology. And yes, while you can suffer a great deal for a misstep at this time, the potential also exists for exponentially greater gains if you can connect. Take a look at this spot Guinness released online regarding their brand (with high context to both the pandemic and the upcoming St. Patrick’s day,) and a message that is just wonderfully articulated and perfectly timed:
Advertise. Because we will get through this at some point. Although it’s hard to imagine it today, life will return to normal. Concerts will be staged. Stadiums will be filled with 80,000 fans screaming their heads off for their favorite teams. Schools will be open. Bars and restaurants will be flooded with people who no longer want so much social distance. And most notably, shopping malls and supermarkets will be flush with consumers looking for their favorite foods, clothes, drinks, sneakers, cars, electronics, beers, and so much more. And if you were smart enough to advertise to those consumers during this time, and your message was a strategic one, (or at least a kind one,) you just might have made a valuable impression (while making valuable impressions) to new fans for years to come.