The Marketing Test That Saved the World

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In 1977 in the Horn of Africa…  a marketing test saved the world. But let’s back up just a second. What’s “testing” exactly? If you’re a working pro, you know already. To test is the soul of good marketing.

 You test different versions of headlines to see which pulls the biggest response. You test the price, you test the mailing lists, you test the guarantee. You even test the size of your envelope, the color of your paper, or the format of your landing page.

 Without testing, you’ve put all your eggs in one basket. With testing, you can blow open windows, doors, and whole vistas of opportunity. Keep that message in mind as we roll back to Africa, deep in the rough and raw territories of Somalia and Ethiopia, in the summer of 1977.

Here’s the story…

 A Microbe Hunt That Almost Hit a Dead End

Dr. Greene was just one of many top scientists on the ground that year, with the World Health Organization (WHO). For 20 years straight, the WHO had waged a war against smallpox, one of the world’s deadliest diseases.

You might not know diddly about the history of smallpox. And consider yourself lucky. Because this little, invisible, pernicious virus had been killing indiscriminately for at least 3,000 years.

 Egyptian mummies have shown signs of infection. Recorded cases appear in China and India, going back to 1,500 B.C. Smallpox helped wipe out the Aztecs and the Incas. And killed 400,000 Europeans per year, for most of the 1700s.

 Countless faceless millions fell.

Along with at least five European monarchs, including King Louis XV and most of his family.

Queen Elizabeth got lucky. She had it and survived. So did Stalin, Lincoln, and George Washington along with Mozart and Beethoven.

 Still, even during the 20th century, the disease killed up to 500 million. Even 150 years after Edward Jenner discovered the smallpox vaccine, in 1950, over the virus still infected 50 million.

 As late as 1967, 15 million people had it. Of those, another 2 million died. But by 1977, that changed.

 The WHO had the disease cornered. Only the territory on Africa’s tip still hosted outbreaks. Only a handful of towns and villages had yet to get vaccinated.

 But that’s when the doctors hit a roadblock.

 Local wars, terrible roads, and famine already made the job of spreading the vaccine tough. But paranoid local leaders made it impossible. They distrusted the West. They didn’t have any knowledge of or faith in the WHO. And none of the local leaders, more militant than political, wanted these strange doctors anywhere near their people.

Especially not doctors armed with needles.

 Tensions ran so high, at one point it looked like the WHO team was about to get tossed out on their tails… with their medical kits following close behind.

 Then one of the doctors got an idea.

The Test That Changed Everything 

In every village, the WHO team had gone straight to the political junta… the men who sat on the council and held the leadership… and pitched the political and scientific advantages of allowing the vaccinations.

 It didn’t take. But then one of the doctors decided that if taking the case to the men in charge wouldn’t work… what about the women?

He cornered the top wife (the leader had more than one) and talked to her about the children… about personal loss in the village… and about medical miracles, already happening elsewhere.

 The next morning, the doctors got a message.

 The village council wanted to hear more about the vaccine. Within days, the doctors vaccination centers set up and a line of villagers going out the door.

 Within a week, the local leaders had sent messages to other nearby towns, endorsing the treatment.

 Over and over, the doctors used the technique in other villages across the Horn of Africa.

 On October 26, 1977, a cook from Somalia named Ali Maow Maalin checked into a small hospital with the last known naturally occurring case of smallpox.

 It’s the first and last time we’ve eradicated a human disease. And one of the greatest feats of modern medicine.

 Could it have happened without the “test” of both audience and message? Probably not.

 I worked briefly for Dr. Greene in 1990, doing some transcription work. He showed me snapshots he’d taken during the trip. And told me this story. It was an afterthought, he said. A last ditch effort and an almost-missed opportunity. Like many tests in our business, too — almost missed opportunities.

Sound familiar? Let’s hope not.

Last modified: November 6, 2017

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