Monday, 14 December 2015

Why Do Marketers Target Females?

Why Do Marketers Target Females?

It’s no secret that some marketers prefer to target women: Global brands like Unilever allocate approximately 70% of their Facebook advertising budget to ads targeting females and even local, Scottish, brands in traditionally masculine industries are starting to target women – with AdExchanger reporting that The Glenlivet spent approximately 52% of it’s 2020 marketing budget appealing to female consumers.

Surprised? We were too, but the team over at The Glenlivet aren't alone. Diving into budget reports, meeting minutes and marketing strategies reveals that a significant number of house-name brands are shifting towards a model that prioritises female audiences.

We’re not talking about obvious brands like Boohoo, Mac or L'Oréal either: Lynx body spray targets women (presumably because their eponymous deodorants are often bought as gifts for well-meaning but unhygienic men). As do Porche, who enlisted tennis star Maria Sharapova to help them break into new markets, and the Royal Bank Of Canada who spend approximately 95% of their advertising budget targeting females in Canada and the US.

The question is, why do marketers target women and is it a sensible strategy? If you’re a marketing manager, a CMO or a CTO, you probably feel some pressure to jump on the bandwagon and start pointing a significant percentage of your advertising budget at female audiences. 

But it’s important to look before you leap. Ask why big brands are focusing on women, and take the time to understand whether it’s a good fit for your business.

Why Target Women?

In simple terms, it’s because marketers think women are the people making the buying decisions. Research cited by Forbes suggests that women drive 70-80% of consumer purchasing decisions, and more detailed research by Girl Power Marketing shows that this influence isn’t limited to household goods, cosmetics and clothes. 

In fact, research shows that women are responsible for buying:

  • 91% of  new homes
  • 66% of PCs and consumer electronics
  • 92% of vacations
  • 65% of new cars

And if that wasn’t enough, studies show that women control approximately 80% of all additional spending, including the money spent on grocery shopping, buying luxuries and weighing on big ticket purchases like smartphones or new furniture. 

In total, experts think that women control over $31.8 trillion of worldwide spending

But that doesn’t mean that you should race off and start pointing your ads at female-only audiences. Not just yet anyway.

women-diverse-marketing

Some Important Considerations

It’s important to remember that ‘female’ is a very broad descriptor, and that women are not a homogeneous group of like-minded individuals. 

We shouldn’t have to say it, but they’re as complex as their male counterparts, and they make purchasing decisions based on a multiplicity of complex and interdependent factors like their level of income; their country of residence, their occupation or their hobbies.

Marketers get into a lot of trouble when they start to oversimplify complex problems, and treating ‘women’ as a monolithic audience is a perfect example. 

If you are marketing to women (and you know that this is the right decision), try to further refine your targeting by thinking about more specific attributes. Things like age and income, interests, job title, area of residence or level of education.

Targeting specific demographics gives you the opportunity to create ads that really resonate with your target audience. It also reduces your chances of dropping a clanger like Chick Beer’s infamous attempt to sell beer to women in pink boxes; with a little black dress logo and a calorie count at the centre of every label. 

chick-beer-marketing-fail

More to the point, scoping out a list of desirable attributes gives you space to think about who you really want to reach with your hard-earned advertising budget and 9 times out of 10, that isn’t going to be all women, irrespective of income, hobbies or job title.

But if you do run through a list of secondary attributes and you still think your product or service is a good fit for women generally, make sure that your ads and assets are up to the job! 

If You Do Decide To Target Women, Make Sure You Do It Properly

Decided to copy Unilever and target women indiscriminately? Fantastic. Let’s make sure you get it right.

There’s a right way to target females...

Dove’s #SpeakBeautiful campaign won a Shorty award because it was sensitive, inspiring and touched on something that resonated with the majority of women. 

HelloFlo’s First Moon Party video is also widely lauded for being sympathetic, hilarious and relatable. Lampooning a lot of stereotypes and speaking directly about a subject that’s typically avoided in mainstream media adverts. 

Studies suggest that these campaigns really resonated with their target audience, with 71% of women polled saying that Dove’s #SpeakBeautiful campaign had made them feel more attractive or confident.

But examples of relatable ‘girl only’ adverts are few and far between. 

...And there’s a wrong way to market to women

Most gender specific advertising misses the mark completely, with IBM’s cringe-inducing “hack a hairdryer” campaign receiving tonnes of backlash for being sexist and patronising. 

hack-a-hairdryerSimilar campaigns revolving around pink power tools caused a veritable storm on social media, and even seemingly innocuous attempts to market to women using “girl boss” language can rub people up the wrong way.

Poorly received advertising can really hurt a brand, and research from Statista suggests that 52% of women automatically distrust gender-specific advertising – calling it inappropriate and raising concerns over the misuse of personal data.

So if you’re not sure that you can produce authentic, sensitive and resonant marketing assets that appeal to the majority of women, it might be better to stick with gender-neutral ads.

woman-marketing-refine-targeting

Need Help Defining or Refining Your Target Audience?

We’re here to help. If you’ve read all this and you’re not sure how to target women, whether you should be targeting women or whether you really understand your target audience at all, our in-house marketing experts will set you straight.

We can help you profile your ideal customer, and create targeted marketing campaigns that drive results. No painful missteps or cringe-inducing ads in sight. 

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