The intriguing title got me to pick up the book. The content kept me reading to the end, and then wanting more!
Premise of the book is not that all marketers are
liars. Title of the book is there to get you to buy the book. The main premise is that marketing is telling a story. "This deodorant will make you more appealing to the
opposite sex" or "If you whiten your teeth, you will look more attractive." The messages that are brought forward by marketers are just stories. It is the consumer who chooses to believe them and buy the products. The marketers cannot make you believe the message, you are the one that is in control of believing.
I would sum up lessons from this book into two different sections. Lessons for marketers and lessons for consumers.
Lessons for marketers are that consumers don't buy because of need anymore. We can easily meet all our essential needs of food, shelter and clothing with very inexpensive items. The reason consumers buy is because of the way things make them feel. Therefore, as a marketer, sell a story, not a product. For example, you are not selling a deodorant (a thing that will mask your body odour) but you are selling a way to attract the opposite sex. (Guys will definitely pay more for the latter rather than former) Or, you are not selling shampoo that will clean your hair, but you are selling a shampoo that will make them feel and look like a model/movie star. (Women will definitely pay more for the latter rather than former) Sell a story, and then build everything in your product around the story. The packaging, the price and the sales channel need to support your story.
Lesson for consumers is that before you buy a product based on the story, make sure that this story is consistent. Just because an airline says in an advertisement that they treat you like a valued customer, what is the reality of this claim. Do they lose your luggage, squish you in tiny seats, or serve poor quality meals? The best example of consistent message that I have found is PC Financial. Their story is no fee banking. You open a bank account and a
Mastercard and you can go on for years without paying a cent in bank fees. And I did!!!! On top of that, their call centre is open 24/7, call centre staff is amazingly helpful (I did not know that people on the other side of the phone can be so quick and helpful), their web site is super easy to use (and free), they give you higher interest in your savings account, and you can use their bank cards all over the place.
It IS
ok to believe the advertisements, but only after you have tested the company in reality. The sad thing is that most companies don't live up to their promise. The good thing is that there ARE a few that do, and I keep searching for new ones.