The World’s Biggest Brand Runs Ads for Products
The World’s Biggest Brand Runs Ads for Products
They Don’t Even Have
Apple spends hundreds of millions advertising things you
Apple spends hundreds of millions advertising things you
Apple spends hundreds of millions advertising things you
Cannot buy,
Cannot buy,
Cannot buy,
Cannot touch,
Cannot touch,
Cannot touch,
And sometimes cannot fully understand.
And sometimes cannot fully understand.
And sometimes cannot fully understand.
No Price | No Release Date | No "Add to Cart."
No Price | No Release Date | No "Add to Cart."
No Price | No Release Date | No "Add to Cart."
And yet — by the time the product actually ships —
And yet — by the time the product actually ships —
And yet — by the time the product actually ships —
Millions of people already feel like it belongs to them.
Millions of people already feel like it belongs to them.
Millions of people already feel like it belongs to them.
This is not a bug in Apple's marketing.
This is not a bug in Apple's marketing.
This is not a bug in Apple's marketing.
It is the entire machine.
It is the entire machine.
It is the entire machine.
And once you see how it works,
And once you see how it works,
And once you see how it works,
You will never look at an ad the same way again.
You will never look at an ad the same way again.
You will never look at an ad the same way again.
The Night a Hoodie outsold every spec sheet ever made
The Night a Hoodie outsold every spec sheet ever made
The Night a Hoodie outsold every spec sheet ever made
It's 2006. The PC wars are raging.
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Every tech company on earth is publishing…
Every tech company on earth is publishing…
Every tech company on earth is publishing…
Comparison charts,
Comparison charts,
Comparison charts,
Benchmark scores,
Benchmark scores,
Benchmark scores,
Processor speeds.
Processor speeds.
Processor speeds.
The language of advertising is data.
The language of advertising is data.
The language of advertising is data.
Whoever has the best numbers wins.
Whoever has the best numbers wins.
Whoever has the best numbers wins.
Then Apple releases a commercial with two guys standing in a white room.
Then Apple releases a commercial with two guys standing in a white room.
Then Apple releases a commercial with two guys standing in a white room.
One is in a suit.
One is in a suit.
One is in a suit.
One is in a hoodie.
One is in a hoodie.
One is in a hoodie.
They talk.
They talk.
They talk.
They bicker.
They bicker.
They bicker.
They're kind of funny.
They're kind of funny.
They're kind of funny.
No specs | No price | No product shot | No "buy now."
No specs | No price | No product shot | No "buy now."
No specs | No price | No product shot | No "buy now."
Just a guy in a hoodie saying:
Just a guy in a hoodie saying:
Just a guy in a hoodie saying:
| Hi “I’m a Mac.”
| Hi “I’m a Mac.”
| Hi “I’m a Mac.”
What Everyone Missed
What Everyone Missed
What Everyone Missed
Apple didn't run a product campaign.
They ran a personality test.
They ran a personality test.
They ran a personality test.
Millions of people watched that ad and quietly asked themselves:
Millions of people watched that ad and quietly asked themselves:
Millions of people watched that ad and quietly asked themselves:
Which one am I?
Which one am I?
Which one am I?
And the moment someone answers "I'm a Mac" —
And the moment someone answers "I'm a Mac" —
And the moment someone answers "I'm a Mac" —
Before they've spent a single dollar —
Before they've spent a single dollar —
Before they've spent a single dollar —
Apple has already won.
Apple has already won.
Apple has already won.
The product is just the receipt for a decision already made inside someone's head.
The product is just the receipt for a decision already made inside someone's head.
The product is just the receipt for a decision already made inside someone's head.
That campaign ran for four years.
That campaign ran for four years.
That campaign ran for four years.
66 ads.
66 ads.
66 ads.
It never once showed a benchmark.
It never once showed a benchmark.
It never once showed a benchmark.
It never once mentioned a price
It never once mentioned a price
It never once mentioned a price
It became one of the most effective advertising campaigns in history.
It became one of the most effective advertising campaigns in history.
It became one of the most effective advertising campaigns in history.
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Part - II
Part - II
Part - II
Three products | Three times Apple sold something that didn't exist.
Think this was a one-off?
Think this was a one-off?
Think this was a one-off?
Apple has run this play across every major product launch for two decades.
Apple has run this play across every major product launch for two decades.
Apple has run this play across every major product launch for two decades.
The product changes.
The product changes.
The product changes.
The strategy never does.
The strategy never does.
The strategy never does.
• 2015 — Watch
• 2015 — Watch
• 2015 — Watch
They sold a version of you that doesn't exist yet
They sold a version of you that doesn't exist yet
They sold a version of you that doesn't exist yet
The early Apple Watch wasn't ready to be defended on features.
The early Apple Watch wasn't ready to be defended on features.
The early Apple Watch wasn't ready to be defended on features.
So the ads showed fashion.
So the ads showed fashion.
So the ads showed fashion.
Lifestyle | A Wrist | A Glance
Lifestyle | A Wrist | A Glance
Lifestyle | A Wrist | A Glance
Not what the watch does — what wearing it says.
Not what the watch does — what wearing it says.
Not what the watch does — what wearing it says.
Desire built before the product could justify it.
Desire built before the product could justify it.
Desire built before the product could justify it.
• 2020 — Silicon
• 2020 — Silicon
• 2020 — Silicon
They sold a feeling nobody had words for
They sold a feeling nobody had words for
They sold a feeling nobody had words for
Nobody outside Apple's engineering team understood what M1 meant.
Nobody outside Apple's engineering team understood what M1 meant.
Nobody outside Apple's engineering team understood what M1 meant.
Didn't matter.
Didn't matter.
Didn't matter.
The ads were Cinematic | Emotional | Abstract.
The ads were Cinematic | Emotional | Abstract.
The ads were Cinematic | Emotional | Abstract.
"A New Chapter."
"A New Chapter."
"A New Chapter."
People felt it before they understood it.
People felt it before they understood it.
People felt it before they understood it.
That's not an accident.
That's not an accident.
That's not an accident.
• 2023 — Vision Pro
• 2023 — Vision Pro
• 2023 — Vision Pro
They sold permission to believe in the future
They sold permission to believe in the future
They sold permission to believe in the future
$3,500.
$3,500.
$3,500.
No mass availability.
No mass availability.
No mass availability.
Niche use cases.
Niche use cases.
Niche use cases.
And Apple released films — not ads, films —
And Apple released films — not ads, films —
And Apple released films — not ads, films —
About memory, connection, and spatial computing.
About memory, connection, and spatial computing.
About memory, connection, and spatial computing.
They weren't selling a headset.
They weren't selling a headset.
They weren't selling a headset.
They were selling a worldview.
They were selling a worldview.
They were selling a worldview.
An accident.
An accident.
An accident.
In every case, the sequence is the same:
In every case, the sequence is the same:
In every case, the sequence is the same:
Emotion ships months before the product does.
Emotion ships months before the product does.
Emotion ships months before the product does.
By launch day,
By launch day,
By launch day,
The audience has already lived with a version of it in their imagination.
The audience has already lived with a version of it in their imagination.
The audience has already lived with a version of it in their imagination.
The real thing is almost a formality.
The real thing is almost a formality.
The real thing is almost a formality.
Part - III
Part - III
Part - III
The three psychological locks Apple picks every single time
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This strategy isn't intuitive.
This strategy isn't intuitive.
This strategy isn't intuitive.
It shouldn't work.
It shouldn't work.
It shouldn't work.
Advertising something unavailable seems like a waste of money —
Advertising something unavailable seems like a waste of money —
Advertising something unavailable seems like a waste of money —
Or worse, a way to frustrate potential customers.
Or worse, a way to frustrate potential customers.
Or worse, a way to frustrate potential customers.
So why does it keep working?
So why does it keep working?
So why does it keep working?
• The Imagination Gap
• The Imagination Gap
• The Imagination Gap
When a product is unavailable, your brain doesn't go quiet.
When a product is unavailable, your brain doesn't go quiet.
When a product is unavailable, your brain doesn't go quiet.
It fills the silence.
It fills the silence.
It fills the silence.
It builds a version of the product using your own hopes and desires.
It builds a version of the product using your own hopes and desires.
It builds a version of the product using your own hopes and desires.
And that imagined version is always — always —
And that imagined version is always — always —
And that imagined version is always — always —
Better than anything a spec sheet could describe.
Better than anything a spec sheet could describe.
Better than anything a spec sheet could describe.
Apple doesn't tell you what the product is.
Apple doesn't tell you what the product is.
Apple doesn't tell you what the product is.
They give you just enough to start building it yourself.
They give you just enough to start building it yourself.
They give you just enough to start building it yourself.
By the time it ships, you're not reacting to their product.
By the time it ships, you're not reacting to their product.
By the time it ships, you're not reacting to their product.
You're reuniting with yours.
You're reuniting with yours.
You're reuniting with yours.
• Identity lock-in
• Identity lock-in
• Identity lock-in
Humans make most purchase decisions based on identity, not utility.
Humans make most purchase decisions based on identity, not utility.
Humans make most purchase decisions based on identity, not utility.
Not "what does this do" but "what does this say about me."
Not "what does this do" but "what does this say about me."
Not "what does this do" but "what does this say about me."
Apple markets identity first — creativity, clarity, taste —
Apple markets identity first — creativity, clarity, taste —
Apple markets identity first — creativity, clarity, taste —
And leaves the product as proof of that identity.
And leaves the product as proof of that identity.
And leaves the product as proof of that identity.
Once you've emotionally accepted the label, the product becomes inevitable.
Once you've emotionally accepted the label, the product becomes inevitable.
Once you've emotionally accepted the label, the product becomes inevitable.
You're not buying a laptop.
You're not buying a laptop.
You're not buying a laptop.
You're confirming who you are.
You're confirming who you are.
You're confirming who you are.
• Pre-commitment
• Pre-commitment
• Pre-commitment
By the time Apple launches, you've been living with the idea for months.
By the time Apple launches, you've been living with the idea for months.
By the time Apple launches, you've been living with the idea for months.
You've seen the ads.
You've seen the ads.
You've seen the ads.
You've talked about it. You've defended it at dinner.
You've talked about it. You've defended it at dinner.
You've talked about it. You've defended it at dinner.
Psychologists call this the consistency principle — once we've taken a public position,
Psychologists call this the consistency principle — once we've taken a public position,
Psychologists call this the consistency principle — once we've taken a public position,
We feel compelled to stay consistent with it.
We feel compelled to stay consistent with it.
We feel compelled to stay consistent with it.
Not buying begins to feel like a betrayal of the person you've already told people you are.
Not buying begins to feel like a betrayal of the person you've already told people you are.
Not buying begins to feel like a betrayal of the person you've already told people you are.
Apple has pre-closed the sale.
Apple has pre-closed the sale.
Apple has pre-closed the sale.
All that's left is logistics.
All that's left is logistics.
All that's left is logistics.
Part - IV
Part - IV
Why this is Dangerous for Small brands
The formula. And why it runs in reverse.
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Every other company in the world runs the same sequence.
Every other company in the world runs the same sequence.
Every other company in the world runs the same sequence.
It makes logical sense.
It makes logical sense.
It makes logical sense.
It almost never creates obsession.
It almost never creates obsession.
It almost never creates obsession.
• Everyone else
• Everyone else
• Everyone else
Build product → List features → Show benefits → Make offer
Build product → List features → Show benefits → Make offer
Build product → List features → Show benefits → Make offer
• Apple
• Apple
• Apple
Plant a belief → Offer an identity → Shape a worldview → Ship the product
Plant a belief → Offer an identity → Shape a worldview → Ship the product
Plant a belief → Offer an identity → Shape a worldview → Ship the product
The difference is where persuasion happens.
The difference is where persuasion happens.
The difference is where persuasion happens.
In the traditional model,
In the traditional model,
In the traditional model,
Persuasion happens at the moment of purchase — you're trying to convert a stranger.
Persuasion happens at the moment of purchase — you're trying to convert a stranger.
Persuasion happens at the moment of purchase — you're trying to convert a stranger.
In Apple's model,
In Apple's model,
In Apple's model,
Persuasion happened months ago in a living room while someone was half-watching TV.
Persuasion happened months ago in a living room while someone was half-watching TV.
Persuasion happened months ago in a living room while someone was half-watching TV.
Part - V
Part - V
Part - V
The warning everyone ignores
Every year, brands watch Apple do this and try to copy it.
Every year, brands watch Apple do this and try to copy it.
Every year, brands watch Apple do this and try to copy it.
They make moody, cinematic ads.
They make moody, cinematic ads.
They make moody, cinematic ads.
They talk about "the future."
They talk about "the future."
They talk about "the future."
They use words like "revolutionary" and "reimagined" and "next chapter."
They use words like "revolutionary" and "reimagined" and "next chapter."
They use words like "revolutionary" and "reimagined" and "next chapter."
And they fail quietly, expensively, and without understanding why.
And they fail quietly, expensively, and without understanding why.
And they fail quietly, expensively, and without understanding why.
The Lesson is:
The Lesson is:
The Lesson is:
Start building desire long before you need a sale.
Apple doesn't run ads for products they don't have.
Apple doesn't run ads for products they don't have.
Apple doesn't run ads for products they don't have.
They run ads for people they're still making.
They run ads for people they're still making.
They run ads for people they're still making.
By the time the product is ready, the person who needs it has already been assembled — belief by belief,
By the time the product is ready, the person who needs it has already been assembled — belief by belief,
By the time the product is ready, the person who needs it has already been assembled — belief by belief,
Ad by ad — in the audience's own imagination.
Ad by ad — in the audience's own imagination.
Ad by ad — in the audience's own imagination.
The checkout page is just the last scene of a movie Apple started writing years ago.
The checkout page is just the last scene of a movie Apple started writing years ago.
The checkout page is just the last scene of a movie Apple started writing years ago.
That's not marketing.
That's not marketing.
That's not marketing.
That's architecture.
That's architecture.
That's architecture.