Cognitive overload puts marketing effectiveness in free-fall: Influence – not influencers – emerging as marketers’ antidote but industry assumptions require total flip

Mi3 Audio Edition

Marketing effectiveness is getting worse. Dan Krigstein, Director of think tank The Growth Distillery and Ogilvy Chief Strategy Officer and Innovation Lead, Toby Harrison, have spent the last six months working out why – and building a framework they are now bringing to market in a bid to reverse the effectiveness slump.

Their findings literally flip industry-wide assumptions on their head – and expose deep misunderstanding on the power of influence (not influencers) in decision-making. If you take nothing else out of this podcast, it’s that our brains are overloaded, the signals that help us make decisions are missing and “active cynicism” is the baseline. “A world of doubt creates a chasm which influence can fill,” says Harrison. But most brands are missing that trick, mistakenly thinking that consumers trust brands and their message. We don’t. We trust those with whom we have affinity – our influences – much more. For that reason, as Harrison puts it: “People down the pub are doing a way better job in merchandising brands than any of us have been.”

Crucially, say Krigstein and Harrison, the assumption that optimal effectiveness is achieved by hitting people in their restive, least-distracted state is entirely wrong.

Hit us when our brains are most stressed, they suggest. “If you can take an affinity-lead message at a time where cognitive load is highest, it's actually most potent,” per Krigstein.

But don’t hit people with more information. “The Midas touch in this is to remove the difficulty that already exists and give a simple, easy, definitive processing answer – because we cannot rationalise this stuff anymore,” says Harrison.

“There has never been a richer or better opportunity for brands to actually start providing the type of influence that people are seeking to help them make the decisions that they need to. And that is a tremendously exciting opportunity.”

Welcome to the world of real influence.

See omnystudio.com/listener for privacy information.