Most ads fail for one simple reason:
Most ads fail for one simple reason:
Most ads fail for one simple reason:
They read like ads.
They read like ads.
The moment something looks like a pitch, most people tune it out before a single word lands…
The moment something looks like a pitch, most people tune it out before a single word lands…
The moment something looks like a pitch, most people tune it out before a single word lands…
Not out of cynicism, just habit. Attention has learned to skip anything shaped like a sale.
Not out of cynicism, just habit. Attention has learned to skip anything shaped like a sale.
Not out of cynicism, just habit. Attention has learned to skip anything shaped like a sale.
That means the real problem isn't your product, your budget, or your creativity.
That means the real problem isn't your product, your budget, or your creativity.
That means the real problem isn't your product, your budget, or your creativity.
It's structure.
It's structure.
It's structure.
And structure is fixable.
And structure is fixable.
And structure is fixable.
• The Actual Lever:
• The Actual Lever:
• The Actual Lever:
People don't buy products.
People don't buy products.
People don't buy products.
They buy an identity they get to borrow the moment they say yes..
They buy an identity they get to borrow the moment they say yes..
They buy an identity they get to borrow the moment they say yes..
The clearest proof of this:
The clearest proof of this:
The clearest proof of this:
Marlboro spent thirty years as a forgettable women's cigarette.
Marlboro spent thirty years as a forgettable women's cigarette.
Marlboro spent thirty years as a forgettable women's cigarette.
One agency changed nothing about the tobacco — they just gave it a new face, a lone cowboy who answered to no one.
One agency changed nothing about the tobacco — they just gave it a new face, a lone cowboy who answered to no one.
One agency changed nothing about the tobacco — they just gave it a new face, a lone cowboy who answered to no one.
Within two years it was one of the best-selling cigarettes on earth.
Within two years it was one of the best-selling cigarettes on earth.
Within two years it was one of the best-selling cigarettes on earth.
Nobody bought a better cigarette.
Nobody bought a better cigarette.
Nobody bought a better cigarette.
They bought the man they got to become for the length of one exhale.
They bought the man they got to become for the length of one exhale.
They bought the man they got to become for the length of one exhale.
That's the lever every good ad pulls.
That's the lever every good ad pulls.
That's the lever every good ad pulls.
One myth worth clearing up first:
One myth worth clearing up first:
One myth worth
clearing up first:
You may have heard that advertisers can bypass this entirely with hidden, subliminal messaging
You may have heard that advertisers can bypass this entirely with hidden, subliminal messaging
A claim that traces back to a famous 1957 hoax about flashing "eat popcorn" on movie screens.
A claim that traces back to a famous 1957 hoax about flashing "eat popcorn" on movie screens.
A claim that traces back to a famous 1957 hoax about flashing "eat popcorn" on movie screens.
It was fabricated; the researcher admitted it years later.
It was fabricated; the researcher admitted it years later.
It was fabricated; the researcher admitted it years later.
There's no shortcut around a person's attention.
There's no shortcut around a person's attention.
There's no shortcut around a person's attention.
There's only a structure that earns it.
There's only a structure that earns it.
There's only a structure that earns it.
• Why most ads never get the chance:
• Why most ads never get the chance:
• Why most ads never get the chance:
For most of the last century, this lever worked because ads were rare.
For most of the last century, this lever worked because ads were rare.
For most of the last century, this lever worked because ads were rare.
A person saw a few dozen a day, each with room to breathe.
A person saw a few dozen a day, each with room to breathe.
A person saw a few dozen a day, each with room to breathe.
Now people scroll past more advertising before breakfast than someone in 1955 saw in a month, and…
Now people scroll past more advertising before breakfast than someone in 1955 saw in a month, and…
Now people scroll past more advertising before breakfast than someone in 1955 saw in a month, and…
Attention has adapted a real defense against it — commonly called banner blindness.
Attention has adapted a real defense against it — commonly called banner blindness.
Attention has adapted a real defense against it — commonly called banner blindness.
The eye physically learns to skip anything that looks like a pitch.
The eye physically learns to skip anything that looks like a pitch.
The eye physically learns to skip anything that looks like a pitch.
So the lever still works.
So the lever still works.
So the lever still works.
Most ads just don't survive long enough to pull it.
Most ads just don't survive long enough to pull it.
Most ads just don't survive long enough to pull it.
The four-part structure
The four-part structure
The four-part structure
Every ad that survives contact with a distracted stranger does four things
Every ad that survives contact with a distracted stranger does four things
In this Order:
| Say something true that nobody bothers to say.
Not: The best coffee maker on the market.
Try: Most Coffee Makers are built to fail right after the warranty ends.
A fact, not a slogan.
It stops a scroll because it sounds like a secret, not a sale.
| Show the viewer their own life back to them.
Not: Tired of appliances breaking?
Try: Yours worked fine for fourteen months, then started leaking, right on schedule.
Specificity makes a stranger feel recognized.
That's worth more than any general claim.
| Hand over one piece of proof, not a promise.
| Hand over one piece of proof, not a promise.
| Hand over one piece of proof, not a promise.
Not: "Guaranteed to last."
Try: Ours uses steel instead of the plastic that cracks — costs four dollars more to build, and it's why ours is still running in year six.
Try: Ours uses steel instead of the plastic that cracks — costs four dollars more to build, and it's why ours is still running in year six.
Try: Ours uses steel instead of the plastic that cracks — costs four dollars more to build, and it's why ours is still running in year six.
Boring and true beats impressive and vague, every time.
Boring and true beats impressive and vague, every time.
Boring and true beats impressive and vague, every time.
| End like a person, not a brand
| End like a person, not a brand
| End like a person, not a brand
Not a tagline.
Not a tagline.
Not a tagline.
Try: We just got tired of throwing coffee makers away.
Try: We just got tired of throwing coffee makers away.
Try: We just got tired of throwing coffee makers away.
One plain sentence.
One plain sentence.
One plain sentence.
After three moments spent proving you're not a pitch, don't sound like one again at the finish line.
After three moments spent proving you're not a pitch, don't sound like one again at the finish line.
After three moments spent proving you're not a pitch, don't sound like one again at the finish line.
Truth. Recognition. Proof. A human voice.
Truth. Recognition. Proof. A human voice.
Truth. Recognition. Proof. A human voice.
Run a flat, generic ad next to the same product built this way, and the difference isn't subtle.
Run a flat, generic ad next to the same product built this way, and the difference isn't subtle.
Run a flat, generic ad next to the same product built this way, and the difference isn't subtle.
The proof this works at zero budget
The proof this works at zero budget
The proof this works at zero budget
In 2012, a company with almost no money and no brand recognition —
In 2012, a company with almost no money and no brand recognition —
Up against giants with celebrity endorsements — filmed one ad in their own warehouse for about $4,500.
It hit all four moments: a strange truth about razor prices,
It hit all four moments: a strange truth about razor prices,
It hit all four moments: a strange truth about razor prices,
The real frustration of overpaying at the drugstore, the actual reason (brands spending on gimmicks instead of product).
The real frustration of overpaying at the drugstore, the actual reason (brands spending on gimmicks instead of product).
The real frustration of overpaying at the drugstore, the actual reason (brands spending on gimmicks instead of product).
And a plain, funny, human close.
And a plain, funny, human close.
And a plain, funny, human close.
It sold out in 48 hours. Four years later, the company sold for one billion dollars.
It sold out in 48 hours. Four years later, the company sold for one billion dollars.
It sold out in 48 hours. Four years later, the company sold for one billion dollars.
Nobody on that shoot had studied this framework.
Nobody on that shoot had studied this framework.
Nobody on that shoot had studied this framework.
They landed it by instinct.
They landed it by instinct.
They landed it by instinct.
| How to know which part is broken
| How to know which part is broken
| How to know which part is broken
You don't have to guess. If your ad runs anywhere with comments, read them:
You don't have to guess. If your ad runs anywhere with comments, read them:
You don't have to guess. If your ad runs anywhere with comments, read them:
• Wait, what does this even do
• Wait, what does this even do
• Wait, what does this even do
Means your Recognition step failed.
Means your Recognition step failed.
Means your Recognition step failed.
• Why should I believe this
• Why should I believe this
• Why should I believe this
Means your Proof was too vague.
Means your Proof was too vague.
Means your Proof was too vague.
• This one actually made me laugh
• This one actually made me laugh
• This one actually made me laugh
Means it worked
Means it worked
Means it worked
Change one part at a time and let real people decide, not your own opinion of your own work —
Change one part at a time and let real people decide, not your own opinion of your own work —
Change one part at a time and let real people decide, not your own opinion of your own work —
You're the one person too close to see it clearly.
You're the one person too close to see it clearly.
You're the one person too close to see it clearly.
| Bottom line
| Bottom line
| Bottom line
There's no trick, no hidden lever, no shortcut around attention.
There's no trick, no hidden lever, no shortcut around attention.
There's no trick, no hidden lever, no shortcut around attention.
Just the true, specific thing — said plainly — while everyone else keeps reaching for the impressive, vague one.
Just the true, specific thing — said plainly — while everyone else keeps reaching for the impressive, vague one.
Just the true, specific thing — said plainly — while everyone else keeps reaching for the impressive, vague one.
Pull up your last ad.
Pull up your last ad.
Pull up your last ad.
Run it through the four parts.
Run it through the four parts.
Run it through the four parts.
See which one it's missing.
See which one it's missing.
See which one it's missing.