In the latest episode of The Advisory Board Podcast, we dive deep into the evolving landscape of mass media advertising, exploring what’s changing, what's working, and how to navigate the vast options available to marketers today. First and foremost, we want to extend our gratitude to ClientTether for sponsoring this insightful episode, their support is immensely appreciated.

Our guest, Brian Bush, brings over 30 years of experience in the media business to the table. As the CEO and Founder of Elite Media Team, based in Columbus, Ohio, Brian has seen firsthand the shifts and turns in the advertising world. Elite Media Team, celebrating its 14th year, boasts a national presence with a local touch in almost every market in the US. Brian, a self-proclaimed die-hard Cleveland sports fan, has the unique perspective of both a seasoned professional and a family man, with over 30 years of marriage, two adult children, a grandchild, and a history of coaching baseball from T-ball through college.

The episode kicks off with a quote from Jeff Bezos, emphasizing the importance of focusing on what works in advertising rather than being caught up in the whirlwind of change. Brian points out that blindly flailing at marketing strategies can lead to disaster. He shares insights on the efficacy of connected TV advertising, noting its superior impression rate per 1000 views compared to standard TV, especially for targeted campaigns. However, he also acknowledges the value of traditional TV advertising for broader coverage.

Discussing strategies that currently work in mass media advertising, Brian highlights the accessibility of pricing, which can start as low as $1000 a week, scaling up to five figures, making it an adaptable option for various business sizes. He delves into the differences in lead quality, emphasizing the distinction between transactional customers, who focus on price, and relational customers, who value the connection.

A common pitfall Brian addresses is the dismissal of strategies based on past failures without understanding the underlying reasons. He stresses the importance of proper attribution and measurement to gauge success accurately. From macro attribution, like topline sales, to more granular metrics like search terms driving PPC or SEO, and the use of digital properties like QR codes and Flow Codes for creative measurement, Brian underscores the necessity of benchmarking and connecting various data points for a comprehensive view.

On the duration of mass media campaigns, Brian advises a minimum of six months to truly measure success, highlighting the initial 90 days as a period of building awareness. He shares intriguing insights from eCommerce research, which shows that consumers need an average of 23 exposures to a brand over four to six weeks before making a purchase, depending on the price point.

Brian concludes with invaluable advice for those looking to start mass media campaigns: get your messaging right. It’s crucial to focus on the customer rather than your own story. If your messaging could easily apply to your competitor with a simple logo swap, it’s not targeted enough.

This episode of The Advisory Board Podcast, sponsored by ClientTether, not only sheds light on the current state of mass media advertising but also provides listeners with actionable insights from one of the industry's veterans. Brian Bush’s expertise and the strategic nuggets he shares make this episode a must-listen for anyone looking to navigate the complexities of advertising in today's market.