Many user experience professionals shy away from marketing.  In many ways, who can blame them?  We’ve observed customers ignore banner ads, watched pop-up ads annoy and confuse customers, and read rants by usability pioneers about the evil that ads wield on web design.  We have seen attempts at applying a traditional “broadcast” model of marketing fail in interactive mediums.

But good marketing is more than ads—a whole lot more. Several concepts in marketing jive quite well with user experience.

Integrated Marketing Communications

Relationship Marketing

Customer Relationship Management

The Good: The Communication Experience Is the Marketing
By emphasizing consistency, customization, and credibility, these concepts echo a few characteristics of what I’ve described as customer-centered communication.  

These concepts additionally

• Lead us to view a customer’s interaction with a brand holistically instead of isolated in certain channels.
• Challenge us to effectively apply customer data such as demographics and buying history to improve communications.
• Encourage us to think about building long-term relationships with customers.

The Potentially Bad: User Experience Opportunities
The potentially bad side of these concepts is, of course, their execution. (Remember those banner ads.)  Here are a few ways user experience professionals can help avoid the bad.

Don’t Interrupt Me: Placement and Content 
Because user experience professionals understand how and why customers actually use the channels, we know when and where marketing communication is most appropriate.  We also can inform its content.

Example: A well-placed, relevant, and undisruptive BP banner ad on CNN.com that engaged even a skeptic like me. It shares a similar topic with the article, visually stands out on the simple page, and expands instead of taking the user away from the page.

Don’t Just Tell Me—Show Me
Telling is reporting that you hiked 25 miles on the Appalachian Trail last weekend.  Showing is describing the weather, the scenery, the sounds, the animals you encountered, the soreness in your muscles.  Telling makes you aware of what happened. Showing engages you in the experience. I think showing is critical to making brand attributes clear and to developing trusting, long-term relationships with customers.  User experience professionals can help brands “show” in interactive mediums.

Example: Betty Crocker has been demonstrating brand attributes such as practical, friendly cooking expertise since the 1920s through recipes, cooking tips, cooking shows, promotions for discounted cookware, and more. (Below is a 1951 print ad with tips and a recipe.) These efforts continue successfully today on the Betty Crocker website and its RSS feeds.

Help Me Help Myself: Applying Customer Data
User experience professionals can make the most of customer data across customer self-service channels and applications such as store kiosks, web applications, automated phone systems, and more. We know how to leverage that data to make self-service customized and therefore more valuable and easier to use. 

Quiet the Noise: Optimizing for Specific Channels
Of course, we can make marketing communications highly usable and accessible in specific channels.