It's difficult to believe that products sold via infomercials generate much revenue whatsoever, but apparently it's a lucrative way to market a product. The fact that a product is sold via infomercial and not through a traditional retailer signals (at least to me) that no reputable retailer considers that product to provide its customers sufficient value per dollar to make it worth carrying. Why, even the Snuggie is apparently of poor quality.
Consumer Reports tests rhetoric versus reality for a number of infomercial products. The bottom line:
The secret lies in neuroscience. Infomercials are carefully scripted to pump up dopamine levels in your brain, says Martin Lindstrom, an advertising expert and author of "Buyology: Truth and Lies About Why We Buy," which details how ads affected 2,000 research subjects.
"Infomercials take viewers on a psychological roller-coaster ride," Lindstrom says. The fun starts with dramatizations of a problem you didn't know you had, followed by the incredible solution, then a series of ever more amazing product benefits, bonuses, and giveaways, all leading to the final thrilling plunge of an unbelievably low price. After the ride, Lindstrom says, "dopamine levels drop in 5 or 6 minutes. That's why infomercials ask you to buy in the next 3 minutes."
"The magic of TV and film editing and shooting can make anything look good," says Christian Holiday, CEO of Global Media Marketing, an infomercial producer in Santa Ana, Calif. According to Larry Nusbaum, managing director of Vertex Capital Management and CEO of Ronco, which Vertex bought in 2008, "About half of infomercial products deliver on their promise, 30 percent do what they say but are a bit expensive, and the rest are junk."
And I liked these two bits of advice:
Whatever their length—"short form" up to 2 minutes or "long form" up to 28.5 minutes—infomercials move at an excited pace. Slow things down with your DVR remote or by watching the Internet video version. An infomercial on YouTube promises that the Hercules Hook holds up to 150 pounds. But click back and pause and you'll see three 50-pound weights hanging from three separate hooks. Do the math: That indicates each hook has only a 50-pound capacity.
When a pitchman cites "a $40 value," then says he'll give you two for one, that means the value is only $20—and probably less.
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