Television Advertising for Pay Per Call

Learn how to reach a massive new audience and generate inbound consumer calls with Television and Video Advertising.

Contents:
– About TV and Video Advertising
– Pros and Cons of TV Advertising for Pay Per Call
– How TV Advertising Works
– Choosing a Market
– Producing a Video
– Negotiating Air Time
– Television Advertising Examples

 

---

About TV and Video Advertising

Almost 100% of the US population watches television on virtually a daily basis. Between Fox, CBS, ABC, and NBC, television reaches 120 million households. That accounts for more than 300 million individual regular viewers. Television advertising is still the most significant medium available for advertising anywhere. It’s also one of the most prolific. Believe it or not, there’s a ton of inventory available, and it works really well for Pay Per Call. Now there’s a whole bunch of different types of platforms and networks to advertise on TV, but it breaks down to three different main ones.

That is broadcast, which is the old school over the airwaves antenna that sits on top of a house or television. Cable TV, which is like Comcast or Spectrum and comes through a coaxial cable that goes into a box on your TV. Or satellite TV like Direct TV or Dish Network that reaches audiences in the United States and Europe from a satellite in space. Now, the main differentiator that you should be aware of when it comes to television versus online is that with TV advertising, you pay the reverse of online. You pay less money to target a specific geographic area. Whereas online, if you want to target a particular geographic area, you end up paying more money for that targeting.

It’s the opposite. Now with TV, if you want to reach a vast audience that’s nationwide, concurrently at the same time, you’re going to pay a lot more money for that. It’s essential that you get your targeting correct with TV because it keeps your costs way down regardless of your conversion rate.

Pros and Cons of TV Advertising for Pay Per Call

Let’s take a look at some of the Pros and Cons of Television Advertising:

Pros

– Massive reach
– find a winning campaign and scale is almost unlimited
– Less competition than online for inventory
– Done right you can subconsciously program people
– Harder to copy your campaigns – no smash and grab affiliates
– Much higher learning curve than online advertising, this is a competitive advantage
– Higher cost to test than online advertising is a competitive advantage

Cons

– Hard to make changes if using 3rd party production
– Hard to target the right audience precisely without research
– People can record / fast forward
– Higher cost to test than online advertising
– More significant learning curve than online advertising
– Immediate campaign pausing not possible

How TV Advertising Works

The first thing you’re going to do is contact the TV networks or advertising brokers for rates. Now let’s be real for a minute. If you’re watching this, you’re probably not spending millions of dollars on TV advertising.

The direct networks may or may not talk to you. They may not be the right fit. Believe it or not, brokers and aggregators can get to better deals if they buy so much advertising. TV is super old school. If you do not have the volume, no one cares about you. You need to find brokers and contacts who can help you through that process. Now, next, after you find the people that you’re going to talk to and potentially buying your media from and it shouldn’t be one. It should be many. You can speak to a bunch of them and learn as much as you can. You’re going to determine your schedule, the shows you’re going to run your ads in and the distribution markets, the distribution areas.

The less you’re going to pay for advertising, the less control you’re going to have over it with TV. If you’re like, “I want the cheapest spots I can get.” You’re not going to determine your schedule, your show, or your distribution area. You’re going to have no control over anything, but you’ll get it super cheap. You don’t know what you’re going to get. You have no control over it, but it’s super cheap. If you can make that work and some people do frankly, you can make a lot of money. It’s going to be very challenging. You’re going to need an offer that has a massively broad appeal. You’re going to have no targeting for it.

You’re also not going to get a lot of repeat views unless you spend a ton of money. It’s vital to understand that if you want to determine your schedule, your spot, which shows it’s running in and the distribution areas, you’re going to have to spend more for each spot. There are trade-offs for that we’ll cover. Next, you’re going to want a comparison shop, different networks, and mediums and brokers. You want to get a few proposals at different tiers. You want to know what you’re going to get for 1,000, for 5,000, $10,000. Ask them where do the price breaks happen? What amount of money do I need to spend?

Remember, it is much more effective to run TV advertising to the same audience multiple times than it is to run the same advertisement to lots more people but only once. Repetition is the key to success with this. You need to make them see you over and over and over again before they pull the trigger. Now, once you know your flight date, your placement and all that, then you’re going to create your TV commercial with tracking phone numbers. That gets a little tricky.

Once you’ve created your TV commercial and I highly recommend you spend a lot more time than four hours on it. You’re going to deliver that commercial to the network. You need to make sure that you talk to your network about what format, what resolution, and the specifics about what that commercial needs to technically be so that it could run properly. It needs to be the correct length. If it’s not the right length, it won’t run properly. They’re still going to bill you for the same amount of length. If you’re going to do a 30-second or a minute spot or 45 seconds to whatever it is, if your commercial’s a few seconds short, that’s your loss, not theirs.

You want to confirm your flight dates with the rep. What the TV networks will sometimes do or the brokers will do they’ll move around the schedule. If you don’t ask them for confirmed flight dates, they assume you don’t want them. They move the schedule around. They may do it last minute. Confirm your flight dates a couple of days before the commercial’s going to air so that they lock you into their schedule and someone else gets bumped. Someone else gets bumped because they’re lazy. Great. Not my problem. All right? Once it runs, I want the viewer’s statistics. I want to know at what times, on what networks did it run to see if it delivered — if they delivered on my flight dates. Because if they didn’t, and the results were good, I’m going to use that to negotiate next time. I’m going to be like, “You all owe me, okay?”

Next, we’re going to review the results with conversions. We’re going to go into our call tracking. We’re going to monitor this. We’re going to see if people call. It can take up to 24 hours or 36 hours. Sometimes, depending on the scale of your campaign, you might get calls that trickle in for weeks because people TiVo. We’re going to determine the placement ROI. If you’re smart and you put a different tracking number in for each placement, then you will know which placement got you the ROI you want.

You’re going to go back to the network. You’re going to add more spend and negotiate the rates down based on results. Longer commitments, more spending. Lower prices for the spot. Higher profit margins for you if you achieve profitability.

Choosing a Market

You need to know who your customers are. You need to know what they want. You need to know where they live. You need to know what they watch. Your broker or your network should be able to help guide you with this. That’s why I highly recommend that you talk to multiple so that they all can give you the answers to the same questions. Now, three different networks give you suggestions and answers to the same questions that are the same.

You can probably assume with a high degree of confidence that the information is accurate. If it’s your first time, you need to trust the account reps a little bit. Because they want your money, but to a TV account rep, $5,000 is absolutely nothing in commission. If they’re giving you information, they need to provide you with information that will help you be successful because frankly, to them, you’re not worth anything yet. Keyword there is “yet.” If they serve you properly, then you can become a valued account. I chose some Fox News viewers again because they’re fun to watch. They’re amusing people. You need to understand your market. Where do these people live? What cities? What geographic areas?

What zip codes? If you need older people, Florida and Phoenix. Where are those retirement communities? If you want people who are rich in the 1%, San Francisco and New York City are great locations to advertise. You need to think about who your customers are and where they geographically live. That’s first and foremost. What you need to understand is what do your ideal customers watch? If it’s senile older people, late-night TV is an excellent place to start, so is the game show network. What networks run reruns of TV shows that were popular when they were younger? Who is watching Nick at Nite still? Old rerun episodes or my dad. My dad loves Star Trek: The Next Generation.

If I were going to market to my father who is 68 or 70 years old, I’d be like, “All right. Where’s the Star Trek at?” I would hit that audience, and I know that the audience watching Star Trek reruns are probably similar to my dad. Older adults watch game shows. Business people and the 1% watch CNBC. Republicans watch Fox News. Think about who your audience is and what they want. Next, you think about gender. Who watches The View? It’s probably not men. Maybe a few depending on the demographics of men you’re going after. Who watches hunting shows? Who’s watching fishing on Discovery Channel? Probably male. Probably in a specific age range.

It is not an exact science. It’s never going to be an exact science with TV because we don’t have the granularity we do with online advertising. If you think about what you’re doing and write it out and figure out where your demographic lives and what they watch, it’s not hard to target these people, it’s pretty easy to find the people that you’re looking for. If you go super targeted that’s interspaced unlike cable or dish, you’re going to pay a lot less for it. Because a lot fewer people watch the specialty shows, you can hit your demographic for a lot less. Once you move from the major broadcast networks like ABC down to A&E or The Fishing Channel or whatever it is, the rates get more reasonable.

Because the viewers shift is less. The coverage is less. That’s how it works. You should always ask your network representative for demographic information and show suggestions. Before you talk to them, you should know who your audience is and then ask them suggestions for spots to reach that audience. You’re like, “All right. I want to hit Texas. I want to hit influential 1% type people that buy and are interested in outdoorsy stuff. What networks and TV shows do you suggest?” It’s that simple. You don’t even know a lot about it. You can ask a few simple questions. They’ll give you the answers and then you’re off to the races.

Producing a Video

Producing a video can get a little tricky. Professional production is usually going to cost about 2500 bucks on the cheap if you can find some local kids that are trying to make music videos and get them to do a commercial instead. You get what you pay for, of course. Up to about $25,000 so a professionally produced commercial for a local brand like maybe an auto dealership or something is going to be in the range of $25,000. Now the beautiful thing behind this is, you have a lot of options. Don’t let these numbers scare you. If you’re smart and you’re willing to put in the work, you don’t need a lot of money to do this.

Now, national brands will spend 50,000 to half a million or more for big campaigns like Super Bowl ads. We don’t need to worry about that. If anyone watching this is producing Super Bowl ads for their Pay Per Call campaign, hit me up. I’m taking you out to dinner because you need to teach me. We’re doing this backward if that’s the case. Let’s say you’re on a shoestring budget and you’re like, “Adam, how do I get away with making a TV commercial that’s creative and not spending any money because I want to conserve as much as possible?” I’m like, “Great.” That’s the type of thing I want to tackle because it requires thought process and effort.

What you need to do that at this point is an iPhone. An iPhone is a fantastic camera. You can do great stuff with it. You can get 4K video out of it. Most TVs and networks aren’t going to require a 4K video even so you’re good to go. I highly recommend that with the Smooth. A Smooth is like a little camera mount. It’s a gyroscopic stabilizer that attaches to your iPhone. It allows you to twist and turn and move without getting bouncy footage. If you need to do some real-world footage, I recommend Smooth in an iPhone.

If you’re doing stationary where you need someone talking like me right now, do not have someone hold the Smooth or hold the camera like this. You’re going to get jittery. You’re going to experience bumpiness. What you need is a tripod! You can go on Amazon and get a tripod for $15. It’s Amazon. Return it when you’re done. I don’t care. Do whatever you need to do. That’s all you need. Now if you want to raise the professional level of your footage, what you need is a simple light kit. If you’re going to be doing like I’m filming right now, I don’t care about my video’s production quality. You do for a commercial; you need a simple light kit. These can be about 150 bucks. They’re super easy to set up.

You don’t need any skill level. Just set up the lights. Look through your iPhone on the tripod, and you’re going to have a basic idea of what it’s going to look like. You’re already ahead of a lot of really crappy local TV commercials. You want to see some bad commercials, watch local TV or local evening six news or whatever it is. You’re going to see some terrible commercials, but they still work. You don’t need to be a professional production crew to make a TV commercial. Now, if you don’t want to be in the TV commercial and you don’t need to record any humans, I highly recommend some stock videos and some royalty-free stock music. What you want there is royalty free.

That means you don’t have to pay anything when it airs. You own it. You can use it for whatever you want. It’s cheap. For a couple of hundred bucks, you can get a whole bunch of footage. Some sites even give crappy but free footage. You can cobble together some advertisement for what you want to do. Now there are also some companies that will record testimonials. You can find them on Fiverr. Some companies will also even have a person dressed in a suit with a white background say your message for you. You’d get that for maybe four or 500 bucks or sometimes, even less. That with a little bit of editing, you can do this on your own reasonably cheaply.

For editing, if you have a Mac, I recommend Final Cut Pro. Nice and easy. Not expensive. If you own a PC and you don’t know how to edit any video at all, you’re just diving in, Camtasia Studio is pretty idiot proof frankly. They got some tutorials on there. I prefer Adobe Premiere. It’s a better platform. If I need to do something quick or a marketing team at Ringba needs to do something quickly, we have Camtasia licenses. It’s just real quick. You can pop out an advertising video if you have stock video in a couple of minutes. Easy text overlays. You want to keep in mind volume level balance and music level balance.

You want to make sure that the music level is low. Your volume level is high so that there’s no confusion. If you’re going to have voice recorded professionally, get yourself a Yeti microphone off Amazon for 100 bucks. It’s what I’m using right now. I’m in a drawing room with an echo. I apologize for that. If you’re going to record, you could even take your Yeti microphone and a laptop and pull a down blanket over your head on a carpeted floor in your parent’s basement and record the voice over for a TV commercial that gets put on national TV. It’s that easy. There are no excuses for this. You shouldn’t be scared of it. Everything can get fixed in editing.

You need to record the raw footage and the raw audio and then it’s super easy to layer it together. I challenge you to try it. It’s a lot of fun to do. It’s not complicated. Now, once you level up and you want to do infomercials, and you’ve proven that your product works and the way you’re approaching it works. You have all your backend buyers in order; you can go out and find companies that will produce infomercials for you. Homegrown videos are proven to be more successful. If you do your own homegrown video, you’ll probably do much better. I don’t know if you’ve seen this before.

There’s a lot of marketing research out there that suggests if the owner of a product or the founder of a product goes out and pitches it himself, that people have more confidence in that brand. They have more confidence in what’s going on behind the scenes. Because they get to meet the person behind it, when you see a lot of infomercials on TV, you could see the owners of the company. They’re like, “Actual owner or John Smith, the owner of whatever.” They do that on purpose so that you know who the owner is. The owner becomes familiar, and then a level of trust and a bond is created. You’re not going to screw it up. You can do everything in post processing and editing.

I highly recommend that you just put yourself out there, too. It works. That’s why I’m in the videos right now. There’s no secret behind this. I’m not going to have one of my marketing team people be in these training videos because I want you to trust us in our brand and to see that there are real people behind what’s going on, people that care. No one cares more than the founders or the owners of a company. That’s why putting them in the videos was super successful. If we go back in time and we think about Wendy’s commercials, they used to have Dave in Wendy’s commercials. Dave’s gone now. We’ll miss him, but that was one of the most successful marketing campaigns on TV back in the day.

Negotiating Air Time

Now that we have our video and you can produce the TV video before you negotiate for air time if you want. I think it’s essential to have your commercial ready. Most networks are going to be able to work with most video formats. If you make your commercial and have it in one of those studio programs that I mentioned on the previous slide, you can export it in pretty much any format. You can plug in that and then export it in any format they want. You should have that ready. It’s up to you what order you want to do it in.

If I were new and the order I did initially do it in when I researched it and ran my first TV commercial, which I think was eight years ago, back when I promoted things as opposed to making software was the order I had on the first slide. I talked to people first to figure out all the specs and feasibility of it. Then I made my commercial. Once you’re ready to go, you have to negotiate air time. You’re going to have to pay upfront. You’re going to want to pay upfront. If you’re doing a multi-months spot or a multi-week spot, the networks and the brokers will let you break up payments. It’s much easier to negotiate if you can pay your entire contract up front.

Because when the money comes in is when the reps secure their commissions. What you want to do is negotiate from a place of strength and understand how your sales reps get paid. You could even be transparent with them. Just say, “Jim, you get paid when I pay this entire contract.” He goes, “Yeah.” “All right. Let’s work together. Can you hook me up on this and I’ll pay the entire thing up front?” That’s how I would do it. I would ask. You know what? They’re probably going to say, “Sure.” You’d be surprised how easy it is to get some concessions if you just set up a win-win scenario.

Because that’s a win for you and it’s a win for the account rep because you’re probably not going to ask for your money back once you’ve sent it. You may not be able to get your money back. Make sure you understand your contract before you do this. If you’re going to do the commercial anyways and you’re going to run it through, you might as well pay up front to get a discount. Cash is key. Next, you want to commit to a multi-week schedule. You want to start by pricing fewer spots. You want to ask them. “All right. Let’s say I run a few spots, what’s the pricing going to be?” Then you come back and say, “All right. What if I do a two-week flight with a spot every week now?”

“Okay. What if I do a four-week or a six-week or an eight-week or whatever it is scheduled, what are my discount levels?” They’ll discount it based on how long the contract is and how many spots you agree to buy. Once you’ve done that, pay upfront. You can secure some substantial discounts. Remember, the more you buy, the better rates you’re going to get. When you start testing, even if you break even or you lose a little bit of money, don’t get discouraged. You need to amp up the volume to make the economics work. It is just a math equation. Any time you can share that math equation with your account reps if they can work with you.

If you’re like, “Yeah, I broke even.” I can get my payouts up a little bit with volume, but I need to get the pricing down. I need to make at least a 25% margin. Let’s say I’m getting 5% on the backend, what do I need to do to get my rates down 20%? 30%? Go for it. What do I need to do to get my rates down 50%? Just ask them what you need to do, and then they start presenting you with numbers. Those are milestones. All of those milestones are negotiable. You need to get them out there on the table before you can design your plan. I think one of the biggest mistakes people make when dealing with any media buy is they don’t get all their options all the way up from the get-go.

Maybe my budget’s five grand but I want to know what I get for 10, for 25, for 50, 100,000. I want to know what’s possible. Because if I find out that for 100K I can get my price down 60% and that’s fictitious, by the way. I’m going to be thinking about this in an entirely different way. If I lose half the money I make or all of it, I’m still going to be thinking about in a wholly different way if I know what’s possible at scale. A lot of the times, what will happen is you come in cheap. You pay more for the spot and then you disappear because you don’t think it works.

That can be the difference between success and failure. If you know that you can succeed at those higher commitment levels, you go back to your account rep. You see if they’ll take a flyer on your long shot. Just tell them like, “Man, if I were spending $50,000 on a contract and those rates were lower, this would be profitable for me, and we could have a long term relationship. Help me out here, man. How do we do that? Can I agree to spend a quarter million dollars with you over six to eight months? Pay in milestones? Can you put a clause in there that lets me get out of the contract at any time but gets me the discount?” I’m sure that a lot of people aren’t asking for something like this.

The upside is enormous for the account rep, too. By working and collaborating, you can get deals like this. A long time ago, there was a period in time where if you wanted to advertise with Yahoo, the account reps got paid by the amount of money committed to in the insertion order, in the contract. That’s how they got their monthly bonuses or their quarterly or annually or whatever it was. How many contracts they had signed. When I knew this, I was like, “Oh, wait a second. Are you telling me I can commit to a million dollars next month and spend for you? Get all the discounts on that million bucks and then start at a thousand dollars a day?”

She’s like, “Yeah. I’ll even get credit for it.” I’m like, “Well, hot damn. Let’s make a million dollar contract.” I didn’t spend a million dollars, but I made money. They made money. I got the discounts I needed. Anyone that wasn’t willing to figure out the game so that they can work their way through didn’t have that opportunity. There’s going to be a lot of different rules and a lot of different structures available. When you’re negotiating with a TV network, you need to figure them all out. The easiest way to do that is to ask your ad rep, to talk to them, to create a relationship. They’re going to be willing to do it.

In their CRM, when they’re reviewing what’s available, they see that game shows are on the cheap. They give you a call. You smash out a campaign. Maybe you even have your TV commercial from last time ready to go, and you just run it. There’s no work. Now, another option that you have is negotiating for mixed media. If you’re talking about local markets like a specific city, you can buy ad spots under local channels, the local distribution partners in that particular city. Most cities have their little own TV stations that do the local news and do all the other stuff. They’re responsible for a lot of the placements of advertising in those local markets.

What you can do is buy the placements on TV and ask for a discount. If they don’t give you a discount, ask them for mixed media placement instead. What they can do is get your banners, your ads on the local news websites and other properties they have on the internet as a bonus. You want to ask if they can hook you up with any mixed media. Now you never want to make your purchasing decision for your TV spots based on a mixed media play. If they’re like, “Yeah. You got to pay full price. We’ll throw on this mixed media.” You’re like, “Great. That’s three calls.” You need to assume that whatever mixed media they offer you to sweeten the deal is going to produce zero dollars.

If they don’t produce dollars and you’re still happy with the deal, the mixed media is gravy. You should run with it. If they try to throw in mixed media instead of bringing the cost down and you think, “Well, maybe if I get some calls from the mixed media placements, I’ll make this work.” You’re making a mistake. Now, going through an agency can sometimes yield you cheaper spots. Do not be scared of brokers with TV networks. Brokers can help you out in this space. They’re not always a bad thing because if your advertising budget can’t command a direct relationship and even if it can, it’s probably not more significant than these brokers and agencies spend on an annual basis.

What they’re doing is going to the TV networks and saying, “You know, we spend 100 million a year for our clients. We’ll set that as the minimum. We want to set a percentage discount to whatever preferential terms. You are never going to get anything like that.” A lot of the times, the brokers, including their markup, which can be substantial, is still cheaper than getting it anywhere else. You need to do your due diligence and your research and talk to a bunch of brokers and agencies. You can make more money. Now you also need to negotiate primetime versus off hours. You need to figure out what the difference in viewership is between primetime and off hours.

For some of these more obscured TV networks, the differential isn’t that big. The price difference is enormous. You need to take a look at it at least. It’s not always going to be that way. It’s not a rule of thumb. Just make sure you do your research and ask about primetime versus off hours. Different networks and brokers may have different definitions of what primetime and off-hours mean. Ask them how the flow throughout the day changes the pricing for the spots. You’ll find out, “In the morning before people go in their commute, it’s one spot. During the day, daytime TV is another. Evening time, that dinner time-ish is another.”

“You have night TV and then late night TV and then late, late night TV and then the infinite infomercial time,” which is my favorite. It may not work for you unless you have already proven campaign.

Television Advertising Examples

Miss Cleo Commercials

TV Ad Example: “Miss Cleo – Call Me Now!”

Miss Cleo Commercial (1998)

Peter Popoff Ministries Commercials

Peter Popoff Ministries Example Commercial #1

Let’s check out another one:

Peter Popoff Ministries Example Commercial #2

Medical Alert Commercials

LifeCall Commercial “I’ve fallen and I can’t get up!”

Medical Alert Commerical

Debt Relief Commercials

Debt Help Center USA – Debt Settlement Commercial

The Consumer Debt Legal Network – 3-Step Debt Relief

Legal Commercials

The Law Offices of Dr. Bill LaTour – A Lawyer for Disability Applicants

1-800-CALL-KEN – One Call, That’s All!

Auto Insurance Commercials

These are big brands. These are not specifically Pay Per Call campaigns. I will say that I like what they did here. I just wanted to show you guys why this is excellent advertising.

Geico – Unskippable Preroll

Geico | Unskippable #1

They tell you it’s over so you don’t skip it and then you keep staring at their brand. I do not doubt that people watch that commercial to the end once they said, “You can’t skip it. It’s already over.” You’re like, “Oh, can’t skip it. Oh, GEICO. I’m still watching. Wait a second. The ad’s still running.” That may seem ridiculous. You may be watching this going, “Adam, I would never fall for that.” I’m like, “Maybe you but I did the first time. I noticed my defenses dropped. It was an incredible feeling because I was watching for it. Our goal here is not to convince you that this is good. It’s large groups of people. When you have large groups of people that see advertising, they’re no longer people. They’re a statistic. You can mathematically prove the success of campaigns like this.

Health Insurance Commercials

If you keep seeing an advertising campaign, whether it’s online, on TV, on YouTube, on wherever; it’s working. Otherwise, they wouldn’t keep running it. When you see ads running and running and running and running, pay attention because that is a recipe for success.

DCHealthLink.com – Promoting Health Insurance Options For DC Residents

These guys put up a phone number. There was no call to action in there that wowed me. This campaign ran for a while in some local markets. It must have been successful, or they weren’t monitoring their metrics. Both are preferably true. They could have improved that process. Here’s an example of a well-produced video that didn’t understand marketing that well. Conversely, here is a fascinating commercial where they had some marketers produce it.

AffordaCare Insurance TV Commercial – Don’t Care

Financial Commercials

These are some pretty great ads. They’re higher production value ads. They had more money to do it, but they’re well done.

NerdWallet – Turn to the Nerds – Smart Money Moves

That was a concise spot. They have nerdwallet.com on the bottom. They showed nerd all over. They’re like, “Turn to the nerds.” That will get in your head. “Turn to the nerds.” You Google turn to the nerds; they’re going to show up number one in Google. You can also do something like that where someone Googles it and the keywords around it. You can get your site listed for that because they’re non-competitive. It doesn’t make any sense. Who Googles turn to the nerds? It drives traffic to their website. They get their conversion. There are no phone numbers in there. I like the tactic of branding that way. Just getting it in people’s heads and face unexpectedly, that’s how you build a brand. That’s how you get people to take action.

Credit Karma: Bad Roommates Commercial

Travel Commercials

trivago – Find your ideal hotel at the best price

The Trivago guy has been fascinating. I saw these commercials come on. I didn’t know how successful they were going to be. Over time, what they did is build a brand. They have a colorful logo and this very casual guy. He’s super casual. He’s non-threatening. He has a deep, authoritative voice. He’s like, “Go to Trivago.” That’s it. He keeps telling people “go to Trivago,” over and over again in all the commercials. Very casually with his deep, authoritative voice, and it ended up being a very successful ad campaign.

With trivago you can wake up to this…