Perfect Pitch | Jon Steel

Summary of: Perfect Pitch: The Art of Selling Ideas and Winning New Business
By: Jon Steel


In ‘Perfect Pitch: The Art of Selling Ideas and Winning New Business,’ author Jon Steel emphasizes the importance of account planning in crafting successful ad campaigns. Offering numerous real-world examples, the book reveals how incorporating strong account planning helps agencies create compelling ads that resonate with consumers, elevating products into memorable brands. Delving into the role of an account planner, the book also highlights the common pitfalls of relying excessively on research, demonstrating the art of balancing data with human instincts and creativity for more effective advertising.

The Power of Account Planning in Advertising

Effective advertising may be a high-risk business proposition when account planning is neglected. However, account planning can mitigate these risks by linking strategic research, creative approaches, and consumer opinions to build clients’ corporations and strengthen their brands. An agency-wide commitment to effective advertising, resources to give planners access to appropriate research, and a solid creative department are essential to building a successful account planning department. Planners ensure the creation of the best possible ads meeting clients’ needs by providing data and listening to all stakeholders.

Common Mistakes in Marketing Research

The chapter points out common mistakes made in marketing research. One mistake is the overreliance on quantitative results or bad research. Another mistake is asking the wrong questions or not being critical of the questions and research activities. The solution is to brainstorm probing questions and trust your instincts. The chapter also provides examples, such as the failed mongoose project in Hawaii and the introduction of New Coke. The unpredictability of people and their reactions to brands, products, and campaigns should also be embraced and viewed as opportunities rather than threats.

Finding Creativity in Consumer Research

This book summary emphasizes the importance of creativity in consumer research to produce more effective advertising strategies. It encourages media planners to use research but to also engage research subjects in creative ways to produce answers that go beyond conventional research formats. The author provides examples of how consumer research can be conducted in more realistic settings to improve accuracy and elicit better responses. Additionally, the summary explores the balance between creativity and rationality in advertising by covering different approaches adopted by Nike, Foster Farms, and Sega. Overall, the summary highlights the significance of treating consumers as people and encouraging creativity to produce successful advertising campaigns.

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