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Availability Heuristics in Digital Marketing: A CMO’s Guide

The availability heuristic is one of the most powerful but overlooked psychology tools available for CMOs and VPs to leverage in their digital marketing strategies. This cognitive shortcut can significantly influence consumer behavior and, when leveraged correctly, can boost your brand value, content stickiness, digital advertising, E-E-A-T signals, and by the end of it, company profits.

What is the Availability Heuristic?

The availability heuristic is a mental shortcut that relies on immediate examples that come to mind when evaluating a specific topic. In simpler terms, people tend to make decisions based on the information that’s most readily available to them.

Why Does It Matter in Digital Marketing?

In the crowded digital space, being memorable is crucial. The availability heuristic explains why consumers often choose brands they can easily recall. By understanding and leveraging this concept, you can:

  1. Increase brand recall
  2. Influence purchasing decisions
  3. Shape brand perception
  4. Enhance customer loyalty

Practical Applications in Digital Marketing

1. User Experience (UX)

Create a memorable and intuitive user experience across all digital touchpoints. A seamless, enjoyable interaction with your brand makes it more likely to be recalled positively.

Example: Apple’s ecosystem integration is a perfect illustration of creating a memorable user experience. The seamless connection between Apple devices makes the brand constantly available to users in their daily lives, enhancing brand equity and loyalty.

2. Conversion Rate Optimization (CRO)

Optimize your digital assets to not only convert but to leave a lasting impression. Use clear calls-to-action, engaging visuals, and persuasive copywriting to make your brand more memorable during the conversion process.

Example: Spotify’s “Year in Review” feature is a masterclass in combining CRO with memorability. By providing users with a recap of their listening habits, Spotify creates a highly engaging experience that users eagerly anticipate and share, keeping the brand top-of-mind while encouraging continued use of the platform.

3. Search Engine Optimization (SEO)

Optimize for keywords that align with how consumers think about your products or services. Being present in search results when consumers are looking for solutions makes your brand more available.

Example: Harmless Harvest’s SEO strategy likely focuses on terms related to “pink coconut water,” leveraging their unique product characteristic. This makes their brand more readily available in search results when consumers are looking for healthy, distinctive beverage options.

4. Remarketing

Use retargeting ads to remind consumers of products they’ve shown interest in. This reinforces brand recall and can lead to increased conversions.

Example: Stanley Cups effectively uses remarketing to keep their products in consumers’ minds. After visiting their website, users might see ads featuring Stanley Cups in various settings, reinforcing the brand’s versatility and desirability.

5. Email Marketing

Use personalized, timely emails to stay top-of-mind. Tailored content based on user behavior can create strong associations, making your brand more available in consumers’ memory.

Example: LinkedIn’s email marketing strategy, which includes updates about profile views and job opportunities, keeps users engaged with the platform. Their integration of LinkedIn Games, like the chess puzzle game “Queens,” in these emails adds an element of gamification that makes their communications more memorable and engaging.

6. Content Strategy

Create content that’s easily remembered. Use vivid imagery, compelling stories, and relatable examples. The more memorable your content, the more likely consumers will think of your brand when making purchasing decisions.

Example: Nike’s “Just Do It” slogan is a prime example of memorable content. This simple, powerful phrase has become synonymous with the brand, making Nike readily available in consumers’ minds when thinking about athletic gear.

7. Social Media Presence

Maintain a consistent and engaging social media presence. Regular posts keep your brand fresh in consumers’ minds, making it more likely to be recalled when needed.

Example: GoPro’s strategy of featuring user-generated content on their social media makes exciting adventures readily available in consumers’ minds, associating these experiences with their brand.

Creating Value Through Availability Heuristics

For Your Marketing Department

  • Improved Campaign Efficiency: By focusing on strategies that make your brand more available, you can achieve better results with potentially lower ad spend.
  • Data-Driven Decisions: Measuring the impact of availability-focused strategies can provide valuable insights for future campaigns.

For Your Brand

  • Enhanced Brand Equity: As your brand becomes more available in consumers’ minds, its perceived value increases.
  • Stronger Brand Associations: Creating memorable experiences helps build stronger, positive associations with your brand.

For Your Profits

  • Increased Conversions: When your brand is easily recalled, it’s more likely to be chosen at the point of purchase.
  • Customer Lifetime Value: Strong brand recall can lead to repeat purchases and brand loyalty, increasing the lifetime value of each customer.

Implementing an Availability-Focused Strategy

  1. Audit Your Current Strategy: Assess how your current digital marketing efforts align with the principles of the availability heuristic.
  2. Identify Key Touchpoints: Determine where your brand can create the most memorable interactions with consumers.
  3. Craft Memorable Messages: Develop marketing messages that are clear, concise, and stick in the consumer’s mind.
  4. Consistency is Key: Ensure your brand message is consistent across all channels to reinforce recall.
  5. Measure and Refine: Use analytics to track the impact of your availability-focused strategies and refine your approach based on the data.

Innovative Approaches to Leveraging the Availability Heuristic

  1. Create Shareable Experiences: Develop marketing campaigns or product features that encourage users to share their experiences.Example: Airbnb’s “Wishlists” feature allows users to save and share lists of dream destinations, keeping Airbnb top-of-mind for future travel plans and encouraging social sharing.
  2. Leverage User-Generated Content: Encourage customers to create content featuring your product or brand.
  3. Develop Unique Brand Assets: Create distinctive visual or auditory cues that instantly recall your brand.Example: Netflix’s “ta-dum” sound before their original content has become instantly recognizable, making the brand highly available even when users aren’t actively watching.
  4. Gamify Your Brand Interactions: Use game-like elements to increase engagement and memorability.Example: LinkedIn’s “Queens” game, part of their LinkedIn Games initiative, is a brilliant application of gamification in a professional networking context. By challenging users to solve chess puzzles, LinkedIn increases engagement with the platform, making it a more frequent destination beyond job searching. This clever use of gamification keeps LinkedIn readily available in users’ minds, reinforcing its position as a go-to professional development platform.

Conclusion

By incorporating the availability heuristic into your digital marketing strategy, you’re not just playing the short game of immediate conversions. You’re building a strong, memorable brand that stays top-of-mind for consumers. This approach creates lasting value for your marketing department by improving campaign effectiveness, enhances your brand’s equity, and ultimately drives sustainable profit growth.

Remember, in the digital age, being present isn’t enough. Being memorable and easily recalled is what sets successful brands apart. Leverage the power of the availability heuristic, and watch your digital marketing efforts transform into long-term brand value and profitability.

Michael Jordan

Chief Executive Officer at Jordan Brand
Michael Jordan is the greatest basketball player of all time, a 6-time NBA world champion, Olympics gold medalist, the CEO of the iconic Air Jordan brand, philanthropist, father, husband, son, and more. In his spare time, he shares free basketball, business, and life lessons acquired firsthand for over 40 years.