Some recent advice from ad man Ben Malbon:
“Make demos and documentaries, not ads.”
This is vital advice for all companies to consider, including LASIK and cataract doctors and those in the vision industry. What does it mean to make demos and documentaries?
Don’t tell me about your product — show me your product. Show me how it works, how it makes my life better. Show me how clear vision will affect my daily life. Show me how you make surgery as safe as possible. Show me how you improve my outcomes. Show me how I can afford LASIK. Let me see the laser, the lens, the after-care shields. Show me, show me, show me. A demo allows me to become part of the decision-making process in a way that speeds up and increases my conversion.
Don‘t tell me about your product — tell me about your customers, your patients. Tell me why they chose you and how you made their life better. Tell me why you exist, what drives you to be the best. Testimonies. Narrative. Drama, climax, catharsis, meaning. I want LASIK or cataract surgery because of who I will be AFTER surgery, not what kind of ASC relationship you have. A good documentary changes the way we look at the world. Rather than creating an “ad,” tell stories about clearer vision and share those stories with the world.
Nobody trusts advertising. Demos and documentaries build trust and brands.