Fear Sells (Or Does It?)

As someone whose firm has represented countless insurance companies over the years, I’ve noticed a cyclical nature to the marketing themes and lemmings-like mentality of the field.

In recent times, for example, it’s been hard to find a single insurer that hasn’t employed comedy, a humorous situation or an actual character a la Allstate’s Mayhem to depict how truly dangerous, and fleeting, our lives are (but, in a laugh out loud funny kind of way).

Recently, though, Principal Insurance decided to change the rules and began playing the doom-and-gloom card. This one-minute video is a typical example.

There’s no question that fear is a powerful motivator. But, there’s a fine line to tread between scaring someone half to death and providing sound financial planning advice.

I think Principal stepped over the line in this particular spot. I’d be hard pressed to suggest any additional optics, music or non-verbals to convey a more depressing family crisis.

I wonder if playing on fear in a world ruled by fear is a smart and sound strategy?

During the Depression, for example, the downtrodden poured into movie theatres to escape the grim reality of their lives. And Hollywood provided them with a respite, however brief.

I’d argue that marketers of all stripes have the same responsibility today. I’m not suggesting they market their wares by employing slapstick comedy, but I do think the entire country needs a healthy dose of fun and entertaining content. And Principal’s medicine is the wrong tonic for the wrong audience at the wrong point in time.

Leave a Reply

Your email address will not be published.