Interruption Marketing refers to any marketingstrategy that “interrupts” a user’s activity to capture their attention. This traditional form of marketing includes tactics like television commercials, cold calls, pop-up ads, and direct mail—anything that requires a potential customer to stop what they’re doing to pay attention to the marketing message.
Purpose and Scope: The primary goal of interruption marketing is to grab attention and create brand awareness through broad exposure.
Principal Concepts: This approach relies on reaching a large audience, often regardless of the audience’s initial interest or intent, with the hope of turning a fraction of that audience into customers.
Interruption marketing is based on the Attention-Economy theory, which posits that human attention is a scarce commodity. The strategy aims to capture this attention in any available window, making the brand or product memorable even in brief interactions.
Consumer Attention: Capturing the consumer’s attention in a crowded advertising environment.
Broadcast Model: Utilizing mass media channels to reach a wide audience with the advertising message.
Methods and Techniques in Interruption Marketing
Effective interruption marketing involves several traditional and evolving strategies:
Broadcast Advertising: Using TV and radio commercials to reach a broad audience.
Direct Mail and Telemarketing: Sending unsolicited yet targeted messages and calls to potential customers.
Digital Pop-Ups and Display Ads: Placing ads on websites in a way that interrupts the browsing experience.
Applications of Interruption Marketing
Despite the rise of inbound and permission-based marketing strategies, interruption marketing remains prevalent across various platforms:
Television and Radio: Remains effective for reaching broad demographics with general messages.
Online Advertising: Utilizes banner ads, video interruptions, and pop-ups to catch online user attention.
Industries Influenced by Interruption Marketing
Consumer Goods: Broadly used to promote fast-moving consumer goods to a wide audience.
Automotive and Real Estate: Employ aggressive advertising campaigns for new launches and offers.
Advantages of Using Interruption Marketing
While often criticized, interruption marketing can offer significant advantages when implemented strategically:
Wide Reach: Effective in building brand awareness quickly across diverse consumer segments.
Impactful Messaging: Has the potential to deliver powerful, memorable messages that can influence consumer behavior even in short interactions.
Challenges and Considerations in Interruption Marketing
Interruption marketing faces several challenges, particularly in an era where consumer preferences are shifting towards more consent-based marketing models:
Consumer Resistance: Many consumers use ad blockers or skip ads, reducing the effectiveness of traditional interruption techniques.
Relevance Issues: Risk of alienating consumers if the message is not relevant or is perceived as intrusive.
Integration with Broader Marketing Strategies
Interruption marketing should be integrated carefully with other marketing approaches to ensure a balanced strategy that respects consumer preferences:
Blended Marketing Approaches: Combine with inbound marketing tactics for a more holistic strategy that balances broad reach with targeted engagement.
Data-Driven Targeting: Use consumer data to enhance the relevance of interruption marketing, minimizing annoyance and increasing effectiveness.
Future Directions in Interruption Marketing
As technology and consumer behavior continue to evolve, the strategies for interruption marketing are also changing:
Technological Innovations: Leveraging advanced analytics and AI to predict the best times and contexts for interrupting ads to minimize annoyance.
Regulatory Compliance: Adjusting strategies in response to increasing regulations on data privacy and advertising standards.
Conclusion and Strategic Recommendations
While interruption marketing is often viewed as less favorable than more modern marketing methods, it still holds value for certain objectives and in specific contexts:
Strategic Integration: Use interruption marketing judiciously as part of a diversified marketingstrategy to maximize reach while respecting consumer engagement preferences.
Continuous Adaptation: Stay updated with technology and consumer trends to keep interruption tactics as effective and acceptable as possible.
Related Frameworks
Description
When to Apply
Mass Marketing
– A marketing strategy that targets a broad and undifferentiated audience with a standardized message or offer. Mass Marketing aims to reach as many consumers as possible through mass media channels such as television, radio, print, or outdoor advertising, regardless of their demographics, interests, or preferences.
– When aiming to achieve wide reach and brand awareness without specific targeting or segmentation. – Implementing Mass Marketing to broadcast a uniform message to a broad audience and create general brand visibility effectively.
Broadcast Advertising
– A form of mass media advertising that delivers promotional messages to a wide audience through broadcast channels such as television or radio. Broadcast Advertising allows advertisers to reach large numbers of viewers or listeners simultaneously with commercials, sponsorships, or product placements during popular programs or events.
– When seeking to reach a broad audience with promotional messages through television or radio channels. – Leveraging Broadcast Advertising to maximize reach, build brand awareness, and drive engagement effectively.
Billboard Advertising
– Outdoor advertising that uses large, static, or digital displays placed in high-traffic areas such as highways, city centers, or commercial districts to deliver brand messages or advertisements to passing pedestrians or motorists. Billboard Advertising aims to capture the attention of commuters, pedestrians, or travelers and create brand visibility in public spaces.
– When aiming to reach a broad audience in specific geographic locations or high-traffic areas. – Implementing Billboard Advertising to increase brand visibility, drive awareness, and generate local or regional exposure effectively.
Print Advertising
– Advertising that appears in printed media such as newspapers, magazines, brochures, or flyers to deliver brand messages or promotional offers to readers or subscribers. Print Advertising allows advertisers to target specific publications or audiences based on demographics, interests, or geographic location and convey detailed information or visuals about their products or services.
– When targeting specific audiences or demographics with detailed or visually appealing brand messages. – Leveraging Print Advertising to reach niche audiences, convey detailed information, and drive engagement effectively.
Shotgun Approach
– A marketing strategy that involves broadcasting a wide range of marketing messages or offers to a broad audience without specific targeting or segmentation. The Shotgun Approach aims to maximize reach and exposure by casting a wide net and hoping to capture the attention and interest of potential customers, regardless of their demographics or preferences.
– When seeking to achieve broad reach and visibility with limited resources or budget constraints. – Implementing the Shotgun Approach to broadcast generic messages or offers to a wide audience and generate brand awareness or interest effectively.
Spray and Pray
– A marketing tactic that involves spraying marketing messages or promotions across various channels, platforms, or audiences indiscriminately and hoping for a positive response or engagement. The Spray and Pray approach lacks targeted segmentation or personalization and relies on sheer volume or frequency to reach potential customers and drive conversions.
– When lacking specific audience insights or targeting capabilities and aiming to maximize exposure through mass distribution. – Employing the Spray and Pray tactic to broadcast marketing messages or offers across multiple channels and platforms in the hope of generating leads or sales effectively.
One-Size-Fits-All
– A marketing strategy or approach that offers the same product, service, or message to all customers or target audience segments without customization or personalization. The One-Size-Fits-All approach assumes homogeneity among consumers and delivers a standardized offering or experience without considering individual preferences, needs, or behaviors.
– When aiming to simplify marketing efforts or streamline operations by offering a uniform product or message to all customers. – Implementing the One-Size-Fits-All strategy to deliver a consistent brand experience or product offering across all customer touchpoints effectively.
Traditional Marketing
– Conventional marketing methods and channels such as television, radio, print, outdoor advertising, direct mail, or telemarketing that have been widely used before the digital age. Traditional Marketing relies on offline channels and mass media to deliver brand messages, promotions, or advertisements to a broad audience without specific targeting or personalization.
– When seeking to reach a broad audience through established marketing channels and tactics. – Leveraging Traditional Marketing methods to broadcast brand messages, drive awareness, and reach offline audiences effectively.
Push Marketing
– A marketing strategy that involves pushing promotional messages, offers, or content to consumers through various channels such as advertising, direct mail, email marketing, or telemarketing. Push Marketing relies on proactive outreach and interruption-based tactics to reach potential customers and stimulate demand for products or services.
– When aiming to initiate contact with potential customers and drive immediate action or response through outbound marketing efforts. – Implementing Push Marketing tactics to push promotional messages or offers to target audiences and generate leads or sales effectively.
Interruptive Advertising
– Advertising that interrupts or disrupts consumers’ attention or activities to deliver brand messages or promotional content through intrusive or attention-grabbing tactics. Interruptive Advertising includes techniques such as pop-up ads, pre-roll video ads, interstitials, or autoplay audio ads that appear unexpectedly and require user interaction or dismissal.
– When seeking to capture consumers’ attention or generate immediate awareness through intrusive advertising tactics. – Leveraging Interruptive Advertising to interrupt users’ browsing or viewing experience and deliver brand messages or offers effectively.
Account-based marketing (ABM) is a strategy where the marketing and sales departments come together to create personalized buying experiences for high-value accounts. Account-based marketing is a business-to-business (B2B) approach in which marketing and sales teams work together to target high-value accounts and turn them into customers.
Ad Ops – also known as Digital Ad Operations – refers to systems and processes that support digital advertisements’ delivery and management. The concept describes any process that helps a marketing team manage, run, or optimize ad campaigns, making them an integrating part of the business operations.
Venture capitalist, Dave McClure, coined the acronym AARRR which is a simplified model that enables to understand what metrics and channels to look at, at each stage for the users’ path toward becoming customers and referrers of a brand.
Affinity marketing involves a partnership between two or more businesses to sell more products. Note that this is a mutually beneficial arrangement where one brand can extend its reach and enhance its credibility in association with the other.
As the name suggests, ambush marketing raises awareness for brands at events in a covert and unexpected fashion. Ambush marketing takes many forms, one common element, the brand advertising their products or services has not paid for the right to do so. Thus, the business doing the ambushing attempts to capitalize on the efforts made by the business sponsoring the event.
Affiliate marketing describes the process whereby an affiliate earns a commission for selling the products of another person or company. Here, the affiliate is simply an individual who is motivated to promote a particular product through incentivization. The business whose product is being promoted will gain in terms of sales and marketing from affiliates.
The bullseye framework is a simple method that enables you to prioritize the marketing channels that will make your company gain traction. The main logic of the bullseye framework is to find the marketing channels that work and prioritize them.
Brand building is the set of activities that help companies to build an identity that can be recognized by its audience. Thus, it works as a mechanism of identification through core values that signal trust and that help build long-term relationships between the brand and its key stakeholders.
According to inbound marketing platform HubSpot, brand dilution occurs “when a company’s brand equity diminishes due to an unsuccessful brand extension, which is a new product the company develops in an industry that they don’t have any market share in.” Brand dilution, therefore, occurs when a brand decreases in value after the company releases a product that does not align with its vision, mission, or skillset.
The brand essence wheel is a templated approach businesses can use to better understand their brand. The brand essence wheel has obvious implications for external brand strategy. However, it is equally important in simplifying brand strategy for employees without a strong marketing background. Although many variations of the brand essence wheel exist, a comprehensive wheel incorporates information from five categories: attributes, benefits, values, personality, brand essence.
The brand equity is the premium that a customer is willing to pay for a product that has all the objective characteristics of existing alternatives, thus, making it different in terms of perception. The premium on seemingly equal products and quality is attributable to its brand equity.
Brand positioning is about creating a mental real estate in the mind of the target market. If successful, brand positioning allows a business to gain a competitive advantage. And it also works as a switching cost in favor of the brand. Consumers recognizing a brand might be less prone to switch to another brand.
Business storytelling is a critical part of developing a business model. Indeed, the way you frame the story of your organization will influence its brand in the long-term. That’s because your brand story is tied to your brand identity, and it enables people to identify with a company.
Content marketing is one of the most powerful commercial activities which focuses on leveraging content production (text, audio, video, or other formats) to attract a targeted audience. Content marketing focuses on building a strong brand, but also to convert part of that targeted audience into potential customers.
One of the first mentions of customer lifetime value was in the 1988 book Database Marketing: Strategy and Implementation written by Robert Shaw and Merlin Stone. Customer lifetime value (CLV) represents the value of a customer to a company over a period of time. It represents a critical business metric, especially for SaaS or recurring revenue-based businesses.
Customer segmentation is a marketing method that divides the customers in sub-groups, that share similar characteristics. Thus, product, marketing and engineering teams can center the strategy from go-to-market to product development and communication around each sub-group. Customer segments can be broken down is several ways, such as demographics, geography, psychographics and more.
Developer marketing encompasses tactics designed to grow awareness and adopt software tools, solutions, and SaaS platforms. Developer marketing has become the standard among software companies with a platform component, where developers can build applications on top of the core software or open software. Therefore, engaging developer communities has become a key element of marketing for many digital businesses.
A digital channel is a marketing channel, part of a distribution strategy, helping an organization to reach its potential customers via electronic means. There are several digital marketing channels, usually divided into organic and paid channels. Some organic channels are SEO, SMO, email marketing. And some paid channels comprise SEM, SMM, and display advertising.
Field marketing is a general term that encompasses face-to-face marketing activities carried out in the field. These activities may include street promotions, conferences, sales, and various forms of experiential marketing. Field marketing, therefore, refers to any marketing activity that is performed in the field.
interaction with a brand until they become a paid customer and beyond.
Funnel marketing is modeled after the marketing funnel, a concept that tells the company how it should market to consumers based on their position in the funnel itself. The notion of a customer embarking on a journey when interacting with a brand was first proposed by Elias St. Elmo Lewis in 1898.
Funnel marketing typically considers three stages of a non-linear marketing funnel. These are top of the funnel (TOFU), middle of the funnel (MOFU), and bottom of the funnel (BOFU). Particular marketing strategies at each stage are adapted to the level of familiarity the consumer has with a brand.
A go-to-market strategy represents how companies market their new products to reach target customers in a scalable and repeatable way. It starts with how new products/services get developed to how these organizations target potential customers (via sales and marketing models) to enable their value proposition to be delivered to create a competitive advantage.
The term “greenwashing” was first coined by environmentalist Jay Westerveld in 1986 at a time when most consumers received their news from television, radio, and print media. Some companies took advantage of limited public access to information by portraying themselves as environmental stewards – even when their actions proved otherwise. Greenwashing is a deceptive marketing practice where a company makes unsubstantiated claims about an environmentally-friendly product or service.
Grassroots marketing involves a brand creating highly targeted content for a particular niche or audience. When an organization engages in grassroots marketing, it focuses on a small group of people with the hope that its marketing message is shared with a progressively larger audience.
Growth marketing is a process of rapid experimentation, which in a way has to be “scientific” by keeping in mind that it is used by startups to grow, quickly. Thus, the “scientific” here is not meant in the academic sense. Growth marketing is expected to unlock growth, quickly and with an often limited budget.
Guerrilla marketing is an advertising strategy that seeks to utilize low-cost and sometimes unconventional tactics that are high impact. First coined by Jay Conrad Levinson in his 1984 book of the same title, guerrilla marketing works best on existing customers who are familiar with a brand or product and its particular characteristics.
Hunger marketing is a marketing strategy focused on manipulating consumer emotions. By bringing products to market with an attractive price point and restricted supply, consumers have a stronger desire to make a purchase.
Integrated marketing communication (IMC) is an approach used by businesses to coordinate and brand their communication strategies. Integrated marketing communication takes separate marketing functions and combines them into one, interconnected approach with a core brand message that is consistent across various channels. These encompass owned, earned, and paid media. Integrated marketing communication has been used to great effect by companies such as Snapchat, Snickers, and Domino’s.
Inbound marketing is a marketing strategy designed to attract customers to a brand with content and experiences that they derive value from. Inbound marketing utilizes blogs, events, SEO, and social media to create brand awareness and attract targeted consumers. By attracting or “drawing in” a targeted audience, inbound marketing differs from outbound marketing which actively pushes a brand onto consumers who may have no interest in what is being offered.
Integrated marketing describes the process of delivering consistent and relevant content to a target audience across all marketing channels. It is a cohesive, unified, and immersive marketing strategy that is cost-effective and relies on brand identity and storytelling to amplify the brand to a wider and wider audience.
The marketing mix is a term to describe the multi-faceted approach to a complete and effective marketing plan. Traditionally, this plan included the four Ps of marketing: price, product, promotion, and place. But the exact makeup of a marketing mix has undergone various changes in response to new technologies and ways of thinking. Additions to the four Ps include physical evidence, people, process, and even politics.
Marketing myopia is the nearsighted focus on selling goods and services at the expense of consumer needs. Marketing myopia was coined by Harvard Business School professor Theodore Levitt in 1960. Originally, Levitt described the concept in the context of organizations in high-growth industries that become complacent in their belief that such industries never fail.
Marketing personas give businesses a general overview of key segments of their target audience and how these segments interact with their brand. Marketing personas are based on the data of an ideal, fictional customer whose characteristics, needs, and motivations are representative of a broader market segment.
Meme marketing is any marketing strategy that uses memes to promote a brand. The term “meme” itself was popularized by author Richard Dawkins over 50 years later in his 1976 book The Selfish Gene. In the book, Dawkins described how ideas evolved and were shared across different cultures. The internet has enabled this exchange to occur at an exponential rate, with the first modern memes emerging in the late 1990s and early 2000s.
Microtargeting is a marketing strategy that utilizes consumer demographic data to identify the interests of a very specific group of individuals. Like most marketing strategies, the goal of microtargeting is to positively influence consumer behavior.
Multichannel marketing executes a marketing strategy across multiple platforms to reach as many consumers as possible. Here, a platform may refer to product packaging, word-of-mouth advertising, mobile apps, email, websites, or promotional events, and all the other channels that can help amplify the brand to reach as many consumers as possible.
Multi-level marketing (MLM), otherwise known as network or referral marketing, is a strategy in which businesses sell their products through person-to-person sales. When consumers join MLM programs, they act as distributors. Distributors make money by selling the product directly to other consumers. They earn a small percentage of sales from those that they recruit to do the same – often referred to as their “downline”.
The Net Promoter Score (NPS) is a measure of the ability of a product or service to attract word-of-mouth advertising. NPS is a crucial part of any marketing strategy since attracting and then retaining customers means they are more likely to recommend a business to others.
Neuromarketing information is collected by measuring brain activity related to specific brain functions using sophisticated and expensive technology such as MRI machines. Some businesses also choose to make inferences of neurological responses by analyzing biometric and heart-rate data.
Neuromarketing is the domain of large companies with similarly large budgets or subsidies. These include Frito-Lay, Google, and The Weather Channel.
Newsjacking as a marketing strategy was popularised by David Meerman Scott in his book Newsjacking: How to Inject Your Ideas into a Breaking News Story and Generate Tons of Media Coverage. Newsjacking describes the practice of aligning a brand with a current event to generate media attention and increase brand exposure.
A microniche is a subset of potential customers within a niche. In the era of dominating digital super-platforms, identifying a microniche can kick off the strategy of digital businesses to prevent competition against large platforms. As the microniche becomes a niche, then a market, scale becomes an option.
We can define pull and push marketing from the perspective of the target audience or customers. In push marketing, as the name suggests, you’re promoting a product so that consumers can see it. In a pull strategy, consumers might look for your product or service drawn by its brand.
Real-time marketing is as exactly as it sounds. It involves in-the-moment marketing to customers across any channel based on how that customer is interacting with the brand.
Relationship marketing involves businesses and their brands forming long-term relationships with customers. The focus of relationship marketing is to increase customer loyalty and engagement through high-quality products and services. It differs from short-term processes focused solely on customer acquisition and individual sales.
Reverse marketing describes any marketing strategy that encourages consumers to seek out a product or company on their own. This approach differs from a traditional marketing strategy where marketers seek out the consumer.
Remarketing involves the creation of personalized and targeted ads for consumers who have already visited a company’s website. The process works in this way: as users visit a brand’s website, they are tagged with cookies that follow the users, and as they land on advertising platforms where retargeting is an option (like social media platforms) they get served ads based on their navigation.
Sensory marketing describes any marketing campaign designed to appeal to the five human senses of touch, taste, smell, sight, and sound. Technologies such as artificial intelligence, virtual reality, and the Internet of Things (IoT) are enabling marketers to design fun, interactive, and immersive sensory marketing brand experiences. Long term, businesses must develop sensory marketing campaigns that are relevant and effective in eCommerce.
Services marketing originated as a separate field of study during the 1980s. Researchers realized that the unique characteristics of services required different marketing strategies to those used in the promotion of physical goods. Services marketing is a specialized branch of marketing that promotes the intangible benefits delivered by a company to create customer value.
Sustainable marketing describes how a business will invest in social and environmental initiatives as part of its marketing strategy. Also known as green marketing, it is often used to counteract public criticism around wastage, misleading advertising, and poor quality or unsafe products.
Word-of-mouth marketing is a marketing strategy skewed toward offering a great experience to existing customers and incentivizing them to share it with other potential customers. That is one of the most effective forms of marketing as it enables a company to gain traction based on existing customers’ referrals. When repeat customers become a key enabler for the brand this is one of the best organic and sustainable growth marketing strategies.
360 marketing is a marketing campaign that utilizes all available mediums, channels, and consumer touchpoints. 360 marketing requires the business to maintain a consistent presence across multiple online and offline channels. This ensures it does not miss potentially lucrative customer segments. By its very nature, 360 marketing describes any number of different marketing strategies. However, a broad and holistic marketing strategy should incorporate a website, SEO, PPC, email marketing, social media, public relations, in-store relations, and traditional forms of advertising such as television.
Gennaro is the creator of FourWeekMBA, which reached about four million business people, comprising C-level executives, investors, analysts, product managers, and aspiring digital entrepreneurs in 2022 alone | He is also Director of Sales for a high-tech scaleup in the AI Industry | In 2012, Gennaro earned an International MBA with emphasis on Corporate Finance and Business Strategy.
