Why the yellow pages will never die
For the last several years, the demise of the yellow pages has been repeatedly predicted, but they will never die.
In the same way that AT&T and other "wire" phone carriers re-fake themselves as mobile carriers, the yellow pages has reinvented itself in search engines and online directories. These new and improved directories allow advertisers to have a larger presence, with more information about their firm, at lower cost. Smart attorneys (and other advertisers) are taking advantage of these changes by making better web sites (and more of them), optimizing their sites to increase search engine reputation, and promoting their sites through social media.
There are other improvements. Technology makes it simple to see which ad is working best, allowing you to adapt immediately as a replacement for of having to wait until next year's print edition. You can increase or decrease your publicity investment with a click or two and you can just as easily change your headlines and copy and offers, making the same dollars bring in even more business.
If you previously spent $1,000 a month on yellow pages ads, that same $1,000 spent online could yield a much greater return. A small firm that had been restricted to smaller ads in print directories can, with some marketing smarts, compete with firms with a larger budget. Consumers obviously benefit by the added information and convenience of the online world.
So, for advertisers and consumers, the changes are clear. But what about the publishers of print directories? What will happen to them?
Some have already made the shift to online and are will thrive. Others, will die out. And some will see a void in the market left by the disappearance of their competitors and make a killing in the next frontier.
What do I mean? Our mailboxes today contain far fewer pieces of mail compared to ten years ago. As a result, direct mail publicity is potentially more effective. Smart advertisers will eventually shift dollars into mailings–catalogs, solo sales letters, coupon books, and so on, and I believe we'll eventually see phone (and web site) directories being delivered by the post office. But, as more and more advertisers shift dollars from online to offline, the effectiveness of that publicity will decline and advertisers will shift yet again back to the Internet or to the next huge business.
Change is inevitable in business and advertisers need to be nimble to survive. Gone are the days when an attorney could write a check to "the" yellow pages, the only viable publicity option, and forget about it until the following year. Attorneys today must know that publicity online is just one facet of an integrated marketing plot and they must be prepared to continually buy the knowledge and resources needed to stay competitive.