I hear this all the time – “We’re interested in geofencing
our campaign.” It sounds sexier than a Caribbean Sports Illustrated Cover
Shoot. And geofencing is super cool stuff, but it’s not directly connected to
display advertising. What most people are talking about when they refer to
geofencing is actually radius targeting – that is the ability to tap into
device GPS functionality to narrowly target consumers down to the ZIP code or
lat-long level.
Geofencing requires a double opt-in and involves the resulting
push of SMS or MMS notifications when the opted-in consumer crosses the defined
‘fence’. Radius targeting, on the other hand, employs Location Based Services
or LBS publishers to then serve up resulting ad experiences based on that
consumers’ distinct location.
Here are examples of both that Hipcricket has run for
clients:
Geofencing – Our client MillerCoors wanted to reach business
travelers to connect this valuable audience with their Blue Moon brand. We set
out powering QR/SMS on tent cards in airport bars seeded throughout 27 key
airports around the US. We then constructed a ‘fence’ around those airports
that are designed to trigger text messages when the opted-in consumer crosses
any of the respective fences.
The call to action was clear: Join the ‘Blue Moon Club’ so
you can find your favorite beer, wherever your travels take you. Once the
consumer either scans the QR or texts the keyword to the short code, they’re
sent a text message asking them if they’re sure they want to ‘join the club’.
They respond ‘yes’, which then enables Hipcricket to send them text
notifications whenever the consumer enters one of the fenced airports. “Get
your Blue Moon beer at Sally’s Bar near Gate 27.” Sounds good to me!
Radius Targeting – Our client Bally’s Casino had the goal of
driving Las Vegas visitors into their live show, ‘The Price is Right’. Their
data showed that attendees to these shows make their entertainment decisions
spontaneously, so we set up a Radius Target around the Las Vegas Strip, tapping
into Location Based Services ad
inventory and only serving ad impressions to that very narrow geotarget. Combining
dayparting this hyper-local approach reached the right consumers in the right
place, at the right time.
There certainly is a more misguided approach to radius
targeting. We had one client representing a fast food chain who wanted to
radius target a fast food competitor in a major DMA – we’re talking hundreds of
radius targets. The sheer number of radius targets, combined with the
generality of the vertical, and the population density of the DMA, essentially
meant we would be pretty much targeting the entire city anyway, so a much more
cost effective approach was a simple DMA target with demographic targeting
layers and dayparting aligned with menu items.
Mobile offers unparalleled reach into consumers’ buying
behavior, with its ability to connect with audiences along their path to
purchase and at the exact point buying decisions are made. No other medium in
history has this ability. The best thing marketers can do is think both
strategically and logistically when employing advanced mobile targeting and
messaging tactics. It’s easy to get excited about new technology, however the
technology is merely the means to an end – ROI does and always will reign supreme.
Guy Borgford
Director, Mobile Advertising Solutions, Hipcricket
On LinkedIn: www.linkedin.com/in/guywborgford
On Twitter: @gborgford
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