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Branding messages do three things: 1) create awareness, 2) try to convince consumers that a product or service is a solution to their problem, and 3) create a feeling of familiarity and relationship with the consumer, commonly known as “brand affinity.” That’s why most SMB TV commercials show the owner, staff, and premises onscreen or are narrated by the owner. Twenty years ago, advertising provided the same kind of social edge that good social media reviews do today. A typical broadcast media pitch to an advertiser would suggest that commercial messaging was subliminally greeted by consumers as if it was a referral from friends. (My first job was selling radio time, and frankly this pitch was well-enough accepted to justify repetitive spot buys.)

Instead of commercials, develop a content marketing strategy that reinforces the brand message without being pushy. Get customers and allies to define their brands for and with them via social media, and supplement call to action media buys with online loyalty and deals programs that drive immediate business.