I have a habit of eavesdropping. On the bus, in the shop. I can't help it. It's fascinating to see the people "live", and this is the very important and inevitable tool in the job as communication planner. The consumers understanding is the most important part of the communication strategy. The deep insights are the basis for placing the product in consumers life, defining its role, as well as for the market segmentation, recognition of the threats, identification the potential source of income and of course this the key information we need as media planners for the selection of the most effective and relevant communication channels.
Consumers analysis and its quality depends not only on what techniques are used, but who makes the analysis and how the person is prepared to put such a task across. Targeting can be limited to a couple of graphs, tables with affinity index and bone-dry description that is put into immortal power point slides. But it can also be more interesting and take the form of the movie showing the interviews with people representing our target group, showing the part of their real everyday life, not just the numbers based on declarations.
When we are curious and reach into the real life to gather the necessary information we have access to the plenty of data and besides the correct interpretation of data, the most important is the creative thinking and the ability to connect all available elements, information and data into the consistent picture of consumer.
We can never forget to ask ourselves about our objectivity and our ability to understand the consumers. So often we are tempted to take the shortcuts and define the target group through the distorted glasses of our existence. We tend to transfer our feelings, our experiences over to the people we are analyze. We ignore often the fact that people working in the media or advertising agency are part of the minority: urban profile, no kids, income over average, very social and outgoing, spending most of his/her free time at work. We are pretty different from the people we are interested in as the target group. During the process of understanding whom our consumers are we must be aware of the Znaniecki's humanist
principle (also called as "humanistic coefficient"), that means: "an observer of cultural life can understand the data observed only if taken with the” humanistic coefficient”, only if he does not limit his observation to his own direct experience of the data but reconstructs the experience and the data in the social context of the people involved"
When we approach the targeting process in the right way, we end up with the real person picture - the
typical exponent for the target group. We know what's her name, how old she is, what clothes she wears, what she reads, how she will react when we offer her to try our product. We know she was trying to lose weight three times this year and she will not take for ski trip this winter because she is going to have a baby.
We, planners need to learn to be chameleons and change our skin while we are working with targeting otherwise we risk producing the wrong and subjective analyses that is based mostly on whom we and our significant others are -those analyses can't be reliable and can't lead to the successful communication strategies. Communication planners need to be curious and go outside to experience the real life of ordinary people with the huge dose of creativity and humanist principle.
Tags: consumers, planners, target group, Znaniecki