| a banner ad is a
guaranteed- delivery micro-message-capsule |
and doesn't require an
immediate click to grow your business
There are 2 sets of
viewers who see you banner ad, and you should cater for both.
Nearly all articles about web advertising concentrate on
getting the clicks and
click rates - and ignore the 94% to 99.5% of readers
who are going to see your banner (or ad text) but don't click on it (at that
moment in time).
What impression are they (the silent majority) left
with (in their heads) after seeing the banner?
2000 I wrote an article called
Aspects of Web
Advertising in which I described the alternative ways in which you can use
As a publisher, we've been using banner ads for over 12
years to promote new articles, news headlines etc. As with any banner ad, I
can measure in real time which article links or headlines are most popular, and
kill those which have low interest. It's also a way to discover if a new subject
area is going to be popular.
Many people just think of "banner
ads" as a way to get people to click and visit their web site. That's as
accurate as saying that you can use the pages in a newspaper to light a fire.
It's technically accurate, but completely misses the point. A banner ad should
be regarded as a communication which changes the way that someone thinks
about your company, or changes their behaviour. When you ordered the banner
ad, you bought the right to communicate a guaranteed number of times with
potential customers, using an industry standard size window and format.
are 2 sets of viewers who see you banner ad, and you should cater for both.
- the most important set, are the 94% to 99.5% who are typically
going to see the banner, but not click on it at that moment in time.
impression are they left with after seeing the banner?
A well designed
banner will convey the message that your company's name and logo are connected
with a particular type of product or service. Most readers will not have a need
to follow up that particular idea at the moment, but over a long period of time
you can use banners for branding.
The impression that you give the
reader is that when they have a future need for your product or service, you are
in that market. They can easily follow it up, because you have invested in
advertising, which is a customer service. The advertising signposts you leave
around the web mean they don't have to work hard to find you amongst more than
2 billion web pages.
If your banner ad appears on a specialised
portal, then readers can search for your company based on what they remember
from the banner ad. The effect can be larger than the number which
instantaneously clicked on the banner. If you have a short and memorable url,
like www.hp.com, then show it in the banner ad, in blue underlined text like a
link. Readers can remember short links long after after they see the original
Use banners for PR.
When you launch a new product, then instead of running a banner ad which simply
contains a picture of your product and the price, you can run simple text with
the first line from your press release with your logo, and just lead readers
into your press release. The click rates could be higher, but also as part of
the process you have the satisfaction of knowing that 50,000 people, or however
many banner impressions you bought, are aware of your news headline. And as I
said in my original article, if you've bought and paid for an advertising
communications medium which has a guaranteed delivery format and time frame,
then you don't have to bother about taking the editor out to lunch.
- the next most important set are the 0.5% to 6% or so of viewers who
instantly clicked to follow up on more information, when they saw the banner.
Maybe they're just curious, or maybe they're actively researching for suppliers
of your kind of products. You've made contact, but remember they're in control
and can disengage at any time. Even if they're really interested, they're not
going to add a $100,000 solid
state disk to their shopping cart and charge it to Visa. What happens next
depends on the value of the product or service, and what it's reasonable for a
buyer to do. With careful planning, the web page they see next reassures them
they've come to the right place and provides information they expected to see.
It invites other actions by links which give them options to see more
information, make contact with your company, or inititiate a buying process.
banner can filter interest for different types of products, and / or different
types of customer. Viewers will self select a banner which looks like it's
addressed to them. This can also backfire, if your message is too vague, because
readers can also self select themselves out.
A message which says "come to our event in Santa Clara next
Friday " will work better than one which simply says "we're holding an
event" with the location and date unspecified.
What happens next
will depend on what they see on the landing page they get routed to. If your web
site doesn't make it easy for them to get more information, or it doesn't say
anything at all which looks familiar, then you've just wasted a customer
communication and you're in trouble.
A good strategy is to repeat the
banner ad on the target page, with some expanding text which says more than you
could in the ad format. But if the banner contained your logo, and all your web
pages include your logo, that's another familiar reference point.The reader
doesn't think they've gone to the wrong place, and will invest a few more
seconds to look at what's on that page.
industry standard size for a banner ad from 1995 to 2002 was 468 x 60 pixels.
That's the same size as the block of text in the box below
More by the same author...
- What's a
Good Click Rate for a Banner Ad? - what you learn from testing banner
ads - often results in you having to change the way you talk about your company
in other places... your web site, your PR. Leaving this important task in the
hands of graphics designers is lunacy. ...Later:- in 2010 - I updated this
popular article to compare how banners compare to Google ads - in the
same publication and with the same placement.
- Think of Web Ads
as Signposts - they can lead the right people to your destination. But
give them a credible message so that the brain follows the mouse click for
sound business reasons. Ideally the ad should also signal to the wrong type of
customer they can filter themselves out at this point and not waste their
time and yours by following this path.
is the editor of
|This article was published in July 2002 - so it
talks about "banner ads". But the concepts discussed apply equally
well to any kind of online ads. |
Some of the concepts in this article
(in particular the idea of using an ad-like delivery technology to deliver PR,
editorial comments and micro news capsules) were adopted later by the social
media industry to display tweets etc.
Although those industries
didn't exist when this article was written.