Embrace Utility Marketing — Even If You're Not A US Brand

Last month I blogged about the impressive growth of always addressable customers among US online adults. We've just seen the data for Europe, and I can confirm what we all knew instinctively: This is not just a US phenomenon. At least one-third of European online adults are always addressable today — and the pace of this evolution is only accelerating.

These customers are exposed to more brand interactions than ever before simply because they're always connected to some kind of digital media. But this doesn't mean you should just push even more brand-centric messages out to them. Instead, the opportunity is to demonstrate your brand promise — not just talk about it — by creating programs that are visibly and functionally useful from your customers' point of view. That's what we call utility marketing.

Last year, in our research about the mobile mind shift, we discussed the five primary strategies you can employ to achieve this kind of utility:

  1. Become a trusted agent.
  2. Solve a customer problem.
  3. Get out of the customer's way.
  4. Automate mundane tasks.
  5. Fulfill a need they didn't know they had.
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