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Buzz Just Happens.

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Submitted By elvanozge
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ighly visible. For many products, that condition is a no-brainer.
The popularity of fashion accessories, like
Gucci’s baguette bags, tends to spread like wildfire because they are easily seen by others. Every time someone in a meeting pulls out a Palm device to jot a note, the company gets another endorsement of its popular PDA.
But insightful companies have discovered that products can be made visible. One way is to create forums, such as
Internet chat groups, where customers can exchange information about a product – such as a new medical treatment – that might otherwise have remained hidden.
Often, creative approaches are needed to facilitate the discussion. Pfizer, the maker of Viagra, faced an uphill battle when trying to generate buzz for its breakthrough drug, because impotence was a taboo subject. But by pop- ularizing the medical terms “erectile dysfunction” and
“ED,” the company transformed the undiscussable into fodder for the bedroom and backyard alike.
Myth 2:
Buzz just happens.
Many people believe that buzz is largely serendipitous.
Not so. We have found that buzz is increasingly the result of carefully managed marketing programs. Savvy managers have a portfolio of marketing tactics from which they assemble just the right sequence to generate and sustain buzz. Here are some of the most powerful tactics we’ve identified from our research.
Seed the vanguard.
All customers are not created equal. Some – the vanguard – have a disproportionate ability to shape public opinion. Increasingly, managers are recognizing that getting their products into the hands of the vanguard can pay off exponentially in how the mass market ultimately responds. Abercrombie & Fitch, for example, recruits college students from popular fraternities and sororities to work in its stores, know- ing that they will then probably wear A&F clothes more frequently and, in doing so, implicitly endorse the fashions.
Ration supply.
People often want what they – or oth- ers – can’t have. The luxury-goods industry has long exploited this tendency, and today other companies are increasingly using it to their advantage.
Walt Disney has excelled at maintaining high demand and buzz for its animated films by carefully controlling their availability on video. The “Disappearing Classics” campaign of 1991 announced that the company would retire certain videos, allowing consumers just a limited time to purchase them. Films subsequently brought out of retirement were being re-released in theaters. Pre- vious experience with this campaign led Disney to pro- ject in 1995 that video sales for some films could surge by as much as 400

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