LIVE

 

 

When U2 first started out as a band, they disliked the recording process so much that there was talk of them never making any records at all. In an interview I read with their long-time manager Paul McGuinness, they were throwing around a theory that they should only ever be a live band. It was a revolutionary concept that didn’t play out, as much for personal and professional reasons. Once the band found a way to enjoy their time in the studio and saw the commercial success that Boy and Unforgettable Fire provided in the early days, they used the profits from each album to create bigger and bigger shows.

 

I have had the pleasure of seeing many U2 shows over the years, none more so than the recent Joshua Tree 30th anniversary tour where I saw them in London and Paris. Bono, as ever, is most at home in front of a large stadium audience, but as I saw in the superb documentary From The Sky Down, the band always returned to the studio to reinvent themselves in a desire to stay relevant, from one album to the next.

 

 

The idea of going on tour to enjoy the energy of a live audience was as much about giving something back to the fans, as it was for Bono to play out his messianic fantasies. And putting the interests of their audience first is something that has served them well. The profits from Joshua Tree, one of the best selling albums of all time, were spent almost entirely on creating the road movie Rattle and Hum. Music critics weren’t fans and the film didn’t make it’s money back, but fans like me loved it. It introduced me to people like Little richard and B.B. King. The album Achtung Baby was a huge commercial success, but the band pumped all the profits into creating ZooTV – probably the largest (and most expensive) stadium set of all time, costing the band almost $250,000 for every one of the 157 dates that it toured. Even on days when the band didn’t play, it cost the band around $125,000 per day. Going to such extreme lengths to give “gifts” like this to their fans has, in my eyes anyway, been the secret to their success and longevity.

U2 Performs At BC Place

Wouldn’t it be great if more businesses thought like this? Not in making extreme losses from spectacular events (obviously), but in the attitude that “live” is better than “processed“? Bono argues that successful people, like companies, are very unique and often a little messed up, which is why they crave that live experience in front of an audience.

 

“You don’t become a rock star unless you’ve got something missing somewhere, that is obvious to me. If you were of sound mind or a more complete person, you could feel normal without 70,000 people screaming their love for you”. Bono

 

When I think of my world of marketing, I imagine how great it would be if we all embraced our weirdness and shortcomings, thinking differently more often and being even more obsessed with spending time in front of more audiences.

 

  • Meet more fans and customers face-to-face and rely less on social media because of “the scale”.
  • Host more regular live events instead of spending budgets on programmatic ads. On paper it promises to reach more people, but in reality your customers and fans would rather see your face.
  • Don’t rely so much on marketing to drive your message forward, take a leaf out of Uber’s book, in the early days before their wheels fell off (pun intended) they hardly spent anything on advertising because the experience of using their service generated one new user for every seven rides that customers took and shared through word-of-mouth.
  • PayPal experienced explosive growth in their early days by spending their entire marketing budget on gifts of $10 which customers could give to their friends when they joined. Word-of-mouth generated far more for them than had they spent the same amount on ads and traditional marketing.
  • Nike is one of the world’s largest advertisers today, but when they were founded they lived for live athletic events, giving out shoes to athletes and “influencers” rather than spending money on ads.
  • Ultimo Bras were a tiny company when they founded who had no marketing budget. Instead they speculated by posting bras to the agents of Hollywood A-listers, and the companies sales exploded when Julia Roberts looks fantastic wearing one one screen in her film Erin Brockovich.
  • Dreamforce is a spectacular event hosted by Salesforce which costs allegedly $500M to put on, but it is worth the money because a) customers love it and that’s where the majority of the companies relationships are developed, but b) a huge amount of Salesforce’s $9Bn revenue is closed during the conference, making it a significant commercial success.

I love the idea of a band (or a company) who’s only content is their “live” performances. It’s what made people love Snapchat so much initially. Fleeting content that soon disappeared. It’s not realistic, I get that, but that attitude that drives U2 of doing whatever it takes to spend as much time in a live environment in front of your [fans, follows, customers or subscribers], is one that we could all do more of.

U2-Brandon-Artis-Photography-1

Evangelist @IBM • IBM Watson • Travel Around Talking about AI, Big Data and the Future of Marketing • Lover of Old Business Books and Good Bourbon • Based in London, UK.

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