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The last decade has witnessed the astounding growth and scale of Facebook and Google. Together these two power players command the majority of digital ad spend, and Amazon is increasingly making gains. While compelling targeting and efficiency benefits have led to a collective surge in brand spend with these major digital and social players, publishers repeatedly demonstrate that they can’t fully control where brand campaigns appear across their platforms.

Brands are routinely finding themselves appearing adjacent to content violating taste and tone guidelines or worse, on blacklisted sites. And despite publishers putting thousands of employees and AI support safeguards in place to weed out so-called “problem adjacencies,” this keeps happening.

The latest example of this unsafe brand environment was just weeks ago, when an active shooter in New Zealand took to Facebook Live to broadcast his 17-minute shooting spree. Footage remained on Facebook for an hour, with Facebook citing a failure of their AI capabilities leading to the accidental airing of the gruesome footage.

It’s no mystery that these publishers are playing catch-up and can’t guarantee brand-safe environments, and the same issue has been on the table for years.

And it’s becoming increasingly clear that brands have had enough. 

Earlier this month, P&G Chief Brand Officer Marc Pritchard blasted the digital media industry for lack of transparency, fraud, privacy breaches, and a proliferation of violent and harmful content placed next to ads.

“We’ve been tolerant for too long,” Pritchard said in remarks to the Association of National Advertisers’ annual media conference. “It’s not acceptable to have brands showing up where opioids are being offered, where illegal drugs are promoted, where abhorrent behavior is present, or where violence is seen. The apologies are heartfelt and appreciated, but that’s not good enough.”

Prichard’s comments beg the question: With brand equity and corporate reputation at risk, are these platforms worthy of the major investments they enjoy?

How valuable is a media buy that promises hyper targeting, yet carries a tremendous risk of deviations from brand advertiser content guidelines and subsequent public relations efforts to correct and repair a maligned reputation?

At the end of the day, every dollar spent in the digital and social sector represents a dollar that isn’t going to “traditional” media. And yet traditional media channels such as TV, print, and point of care (POC) guarantee brand-safe ad placement and have a solid track record of delivering on agreed-to adjacencies.

POC media in particular allows brands to enjoy the halo effect of an implied endorsement of a healthcare professional. Offering custom, curated content alongside prestigious medical and patient advocacy organizations and award-winning education also presents an important opportunity.

Simply put, POC media plans can be targeted without the risk.

Time is running out for digital and social publishers to make amends, and advertisers are beginning to put their money where their mouth is. In 2017, P&G ceased all YouTube ad spending until the publisher could guarantee safe adjacency for P&G brands. Perhaps this time marketers will join to pull back their marketing spends to demand safe adjacencies.

In the meantime, “traditional” media such as POC will continue to deliver the right adjacency at the right time with definable results. Shifting the media channel allocation mix to include POC for health brand marketing spend is an easy case to make.

See the value that POC can bring to your channel mix in our new whitepaper.

Health and wellness, pharmaceutical, and medical-device providers must navigate an ever-evolving and consistently complicated healthcare landscape. Agencies (and corporate marketers) serve a key role in helping their clients problem solve, understand their challenges, and identify critical success factors.

How is this best accomplished? Through the power of thorough, intuitive and intentional listening, and strong engagement – with both the client and consumer.

It’s critical to tap into that certain something that bridges the gap between what agencies (and corporate marketers) think they know and what a client (or brand manager) needs to understand. The reverse is equally true. What does the client (or brand manager) and consumer know and what do we as agencies need to understand? It can only be arrived at through intentional, deep listening. And from that, valuable insights result. Answers rise to the top. Incredible ideas and campaigns are born. If you’re an in-house marketer, this means listening to your team and to your end consumers.

I’d argue that much of the best creative work and constituent engagement is accomplished by listening to, understanding, addressing, and integrating human emotion. You need to know what consumers feel to know how to reach them. It’s critical in today’s competitive marketing landscape, a chilly land of technology and data.

Listening Builds Communication

Communication builds patient, caregiver, and healthcare professional engagement. Engagement is the new currency for building sustainable brands.

Good communication, brought by attuned engagement, is a giant step away from frequently asked questions and data-driven answers. It is not time-consuming, but rather a deal closer. It is what sets you apart from the competition and, ultimately, what builds the bottom line.

Listening Builds Trust

Trust is as important as price for today’s patients. When we understand that today’s patient is motivated by trust and that it is just as important as price, we see a level playing field. We understand that, when all things are equal, the deal breaker could be due to a lack of trust resulting from our own inability to effectively tune in.

“The Art and Value of Good Listening” – an article published in Psychology Today – declares that listening is an art, but that good listening also depends on gauging the mood (and mindset) of your audience. Is the patient / caregiver upset? Are they fearful? If tapping into human emotion requires listening, it also requires compassion and understanding.

Beyond Listening: Emotional Branding

Effectively listening to our audiences on an emotional level involves knowing what to listen to. We need to identify the aspect of the consumer’s life that requires a solution. Then we need to understand the emotion behind this and link the product or service in a way that is emotionally relatable.

Emotional branding insists on forging an emotional connection between products or services and the consumer. Those connections can create brand loyalty among consumers. The emotional connection has to be positive and it always has to be relevant. It is either identifiable to consumers or represents something they believe in.

• “This medication helps migraines,” for example, is not as emotionally connected as, “This medication will help your migraine, so you will be able to spend more time doing the things you love.”
• UPS does not simply deliver packages. They deliver happiness and dependability.
• Nike insists that we aspire to greatness – that we just do it. We may not always see greatness in ourselves, but it is something most of us would like to aspire to. Therefore, we identify. With health and wellness, pharmaceuticals, and medical devices, we are inviting people to regain health, to take back their livelihood, and to feel better.

A medical device may keep a patient out of the hospital, which falls in line with the new, value-based care initiatives and the merit-based incentive payment system. And a physician or medical office manager may have an emotional response to this type of marketing – better patient care and adhering to government regulations in a single move.

Branding: What Science Says About Engaging People

According to research and information gathered by The New York Times and Content Marketing Institute, 92% of consumers respond to advertising that feels like a story. Additionally, the human brain can process images or graphics 60 times faster than words. Taken together, this information suggests that a story with disruptive images is our best bet when marketing to potential customers. If we can tap into human emotion using these two mechanisms, we have an excellent starting point.

We gain trust by listening and good communication. We learn where consumers are on their respective journeys, and we deliver what they have asked for or what they need to go forward.

We learn to bring consumers in by allowing our brand to tap into human emotion.

Businesses that effectively engage also do so through value creation, rather than revenue extraction. They provide their audience with something meaningful beyond a sales pitch – an emotional appeal, a smart end-to-end experience, great content that is relatable on an emotional or real-time support level.

Six Strategies to Help Build Trust & Engagement

Relating to your audience begins with understanding them and how they differ from each other. Take the time to see the differences in your audiences, segment them, consider what drives each of them to “raise their hand,” customize your message, and take action. Then engage with them. Our marketing must be organic and customizable to reflect a personalized approach.

Remember, we no longer live in a business-to-consumer world. Given today’s digital landscape, it is a consumers’ market, and they hold all the power through engagement.

Here are six basic strategies to help you improve engagement:

1. Understand your audience through segmentation and persona development to gauge where they are in their journey. Customization is key. We cannot merely market a package. We have to market customized solutions. Further, we need to make it obvious to the patient, caregiver, or healthcare provider that we are tuned in to their specific requests. We understand that their goals or needs are unique and deserving of our laser-focused attention. Remember, no broad strokes! Segmentation is probably as broad as we can go. In other words, optimal marketing strategies must categorize patients, influencers, or clinicians by demographics and behaviors.
2. Create educational value as defined by each audience; there is no such thing as a successful “one-size-fits-all” approach. Education means it is our turn to speak. We have heard what the patient, caregiver, or healthcare provider has to say. We understand the need. We are not merely providing a customized solution. We are educating on how this solution will work and how it will propel them forward and closer to their goal(s). Clients and product managers – AND CONSUMERS – want solutions. They also want to understand how things work. They demand one-on-one connection, and each connection will be customized to run parallel with their need.
3. Become trusted advisers by looking out for our audience’s needs. When we accurately and consistently address our audience’s needs, not just the product or service’s attributes, we do a better job of reaching consumers. Take the time to draw strong connections between a patient’s or healthcare provider’s needs and desires and your product’s or service’s offerings. Act in their best interests by providing quality information. Your communications will resonate better and be more appreciated.
4. Develop content that anticipates questions and be in many places. Develop branded and unbranded communication, including non-personal promotions through an omnichannel approach. This affords audiences multiple opportunities to connect and communicate with your brand and the people behind it. We are easy to find. We are everywhere. Try to make sure your solutions fall before the consumer’s eyes. Analyzing your segmentation demographics is an excellent way to anticipate potential inquiries and put forth the information before it is asked for.
5. Identify, engage, and connect with consumers via social media. Do not be afraid to reach out. Do not be afraid to study a patient’s or healthcare provider’s journey from the beginning and meet them where they are (both in their lifecycle and online) with real solutions. At the same time, we must make our presence known and our solutions easy to find. Stand out by standing everywhere – including on social.
6. Keep asking what consumers need, including how you can improve. We should be on a continual journey to better understand what consumers want and how to improve the solutions we offer. We can never improve if we do not engage and ask our respective audience how we’re doing.

Through surveys and tuning in, we may discover that a service or product is confusing or that our campaign’s messaging is lost. When we are very close to an idea – from the drawing board on – we may think that our understanding is translating well to the audience when it is not. By asking, learning, and adjusting our communications, we also improve our consumer relationships.

The Bottom Line

Everything comes back to listening, understanding, and effective communications. To discover what consumers need most, you must fire up your listening skills and pay attention to their requests and concerns. Understand where they are on their journey and what is preventing them from reaching the next level.

Through attuned engagement and understanding, we can address consumers’ needs in more effective ways and bring our brands greater success. By carefully listening, we can tap into human emotion and imbue our marketing solutions with a greater chance of penetrating.

It is incumbent on us as marketers to help each healthcare practitioner, patient, or caregiver feel like we are speaking directly to them. Through smart segmentation and marketing customization, we can improve our ability to establish emotional connections and drive engagement.

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Click on the infographic below to view full size. Learn how you can prepare for the digital health consumer with insights from the MARS Consumer Health Study.

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Personalized Smart Recommendations in social networks

What if Amazon was in charge of patient activation? Personalized, data-driven healthcare solutions would up-end patient activation as we know it. Some biopharma marketers are already doing this today, leveraging social networks to anticipate and address patient needs proactively. Here’s the formula for how they are doing it.

First, think about what Amazon does right after you’ve put something in your cart — like, for instance, band-aids. You see this message: “Customers who bought this item also bought… Neosporin, Children’s Tylenol” etc.. We at MyHealthTeams do something similar in chronic health.

For example, when one of our MyMSTeam members posts about her frustration with memory loss and concentration problems, we automatically surface relevant information that has proven popular among other members facing similar challenges.

First, a member — “SuzanneM from San Jose” — posts about the fact that she’s having a hard time remembering things, finding the right words or concentrating.

We then automatically surface for her relevant information that other members facing similar cognitive challenges have found useful. We call this a “Smart Recommendation.”

Which makes it easy for her to quickly get to content that addresses her concern and is likely to inspire action. In this example, that content is from the “MS & Cognition” Resource Center we created in partnership with Biogen after research among MyMSTeam members revealed that cognitive dysfunction is a top symptom impacting quality of life and often starts early in the progression of the disease.

We introduced Smart Recommendations with select partners in our social networks earlier this year to personalize patient education and inspire action. They are “smart” in that they are served up contextually based on what a member shares in her post or profile. They are “recommendations” in that we are surfacing information (not medical advice) that others going through the same thing have found helpful. It’s the power of community at work. This is a new way to drive activation.

Fueled by natural language processing and machine learning, Smart Recommendations are possible because our members share information, resources and support every day — for 7 years now. With millions of members, 90% of whom are diagnosed patients, across our 32 growing social networks, we see both the challenges people living with a chronic condition face and the information that proves most useful to them — at a personal level and at scale.

This enables our pharma partners to approach Patient Activation differently and truly empower diagnosed patients with timely and useful information.

The click-through rates on Smart Recommendations are through the roof — north of 20%! This shows how hungry patients are for directly relevant, objective information to help them manage their condition. Today’s healthcare consumer is empowered and motivated to play an active role in managing her health. Pharma companies looking to activate patients don’t have to rely on just the doctor channel anymore — in fact, they can’t. By engaging patients where they are in social networks, these companies have started to deliver more of an Amazon-like consumer experience.

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Many people associate weather conditions with their health and wellbeing. Perhaps you have family members claim to be able to sense changes in the weather because they feel a migraine coming on, friends who swear they can forecast rainfall better than the meteorologists due to increases in pain levels within their joints, or even co-workers who claim to be allergic to certain types of weather. Observations about the interactions between weather and health are not a modern phenomenon. People have been making them for almost 2,500 years—since the writings of Greek physician Hippocrates—and correlations between weather and wellness, if proven, are potentially valuable information for organizations and companies across the healthcare economy.

Today, researchers are working to validate observations about the weather and health, like those above, in novel ways. Biometeorology is a fast-evolving interdisciplinary science that studies the interactions between living organisms, including humans, and atmospheric conditions such as temperature, humidity and rainfall on a seasonal basis. This emerging discipline joins meteorologists with epidemiologists, biologists, computer scientists, and technologists to approach these persistent but difficult to verify connections in new and interesting ways.

Studying the impact of weather on human health and wellbeing is a challenging endeavor. Modern researchers are using data collection and technological tools that weren’t available in the past, including smartphones, cheap and plentiful sensors, complex computer simulations, and platforms that make aggregated data available to the general public as well as researchers.

Arthritis patients very frequently cite the weather as a factor in their condition. But joint pain, morning stiffness, fatigue and mood are very subjective factors, making it difficult to gather large-scale, standardized data about them. This is why the Cloudy With a Chance of Pain study conducted by the University of Manchester in conjunction with other arthritis and governmental organizations in the United Kingdom, is so fascinating. The researchers asked 13,000 participants, all of whom had long-term pain conditions, to record symptoms via a smartphone app each day. Using participant’s phone GPS signals and time stamps, researchers are evaluating correlations between participants’ symptoms and weather conditions. As if that weren’t cool enough, the researchers have made the aggregated data available to anyone online, via an analytics module on their website that allows people to see symptom levels by day and weather condition. You can bet that patients and biometeorologists alike will be paying attention when the University of Manchester researchers release their results this spring at https://www.cloudywithachanceofpaindata.com/

Mobile technology and cheap, ubiquitous sensors are enabling similar advances in the study of how weather conditions affect asthma and respiratory health. Companies including Propeller Health have developed sensors that attach to asthma inhalers and gather data on dosage, inhaler type, and time and location of usage, which can be synced with corresponding weather conditions. Once sufficient data is available, analysis may reveal how different weather conditions worsen or relieve asthma symptoms. The ultimate goal of such research is to reduce the risk of individual asthma attacks though proactive engagement and intervention with patients.

The flu is another illness impacted by the weather being studied in a novel manner. Researchers at leading institutions including University of Virginia’s BioComplexity Institute and Initiative are developing unique flu forecasting methods that use advanced computer simulations to assess flu risk at a highly granular level across the United States. The BioComplexity Institute’s innovative flu forecasting methodology uses a simulated population to model interactions that may lead to the spread of flu. Their model factors in census population data, mobility data (including commuter data and airline travel data), and historical vaccine coverage and efficacy data. When combined with AccuWeather’s weather forecasting expertise and data, these AccuWeather derived localized flu forecasts provide powerful insights at the US county level. To date, the researchers have seen evidence that low humidity and low temperatures allow the flu virus to survive longer, which promotes its transmission. However, more people stay inside during cold and/or inclement weather, which suggests a reduced risk of flu transmission—unless you happen to be stuck inside within someone who is already suffering from the flu.

AccuWeather provides historical, current and forecasted weather data and weather data insights to leading brands, agencies, retailers, medical device companies, analytics firms, and research institutes to help them understand important connections between the weather and wellness. This includes providing weather data and insights to:

• Research institutes and medical device companies, which want to understand how weather impacts the development and spread of illness and disease;
• Brands, agencies and retailers, which want to understand how weather influences the demand for products such as cold medicine, tissues and orange juice;
• Distributors of critical healthcare goods, which need to anticipate logistical disruptions caused by weather events such as snow, hurricanes, and flooding; and
• Advertisers, which want to boost awareness of products and services at contextually relevant moments to consumers, either on AccuWeather’s digital platforms or their own, e.g, showing ads for hand sanitizer and throat lozenges to consumers located in areas with higher than average flu risk.

Every day, researchers are enhancing our understanding of how weather impacts our health and wellbeing. AccuWeather is proud to work with companies across the entire health care spectrum to ensure that the world’s most accurate weather data can be used to make peoples’ lives better, whether it’s helping a manufacturer develop more effective medical devices or helping advertisers reach AccuWeather users with products and services suited to the health issues associated with the weather they’re experiencing.

About AccuWeather: AccuWeather is the largest and fasted-growing weather media company and global leader in weather-related date, business and predictive analytics.

Disclaimer: AccuWeather is not affiliated in any way with the University of Manchester, Cohero or Propeller Health.  The views expressed by AccuWeather are its own and the studies referenced in this article are solely offered as examples of how weather and wellness are being researched; AccuWeather in no way endorses the outcome of any study.