Improving Advertising: Nine Rules, Part 2

“Copy is a direct conversation with the consumer." — Shirley Polykoff

For all its benefits, social media communication sometimes misses. One of my favorite misses is the constant buzz of conversation and how it differs from traditional communication. It’s even one of the premises in Join The Conversation, recently reviewed by Valeria Maltoni.

Yet, despite never being engaged in social media, Shirley Polykoff felt the same way. She was a copywriter — the first woman copywriter for Foote Cone & Belding, and best known for her work on the Clairol account. Her work increased hair-coloring sales by 413 percent in six years and expanded the market from 7 percent to 50 percent of all women.

Most of Polykoff’s work was grounded in conversation, not all that dissimilar from the famous Volkswagen ad I reference last week after revisiting Fred Manley’s satirical “Nine Ways To Improve An Ad.” Once upon a time, almost all ad copy was a conversation or, at the very least, an invitation to have one.

Many advertising agencies have lost sight of this in the last decade, leaving some to become mired down in rules, committees, or exercises in attempting to “out clever” the other guy. Sure, that’s all fun and good, but communicators today might take more time to understand that social media, blog posts in particular, are sometimes similar to classic advertising, which was conversational.

If you don’t believe it, ask the man in the Hathaway shirt. Or consider the writer.

“If you're trying to persuade people to do something, or buy something, it seems to me you should use their language, the language they use every day, and the language in which they think. We try to write in the vernacular." — David Ogilvy

Only a fraction of ads today seem to grasp what Polykoff, Ogilvy, and other greats really meant. So what happened? Well, I have some unsubstantiated theories, but those can wait for another day. Today, I’m sharing some real advertising rules, the companion piece to last week's post.

The Real Nine Rules Of Advertising

Rule 1: There are no rules. Most memorable ads in the last century broke some, if not all, conventional rules. Like Manley, Ed McCabe often said he had no use for them.

Rule 2: Most products are not unique. Finding the right value proposition or product/service contrast is more important than a clever ad touting the same selling point. Copying the other guy just doesn’t work.

Rule 3: Brands are important. Despite this new Advertising Age article, brands are important (image campaigns, maybe less so). Brands represent the relationship between the consumer and the product, person, or company.

Rule 4: Advertising messages are unimportant. Given that people are bombarded with thousands of messages every day, advertising tends to be unimportant, which is why every ad needs to be communicated effectively.

Rule 5: Clients are already convinced. Clients and their spouses almost always think they have a better product or service; whereas advertising is an exercise in convincing others. In other words, it’s not about you.

Rule 6: Many people lie. Sometimes they lie in surveys, polls, focus groups, and rating systems. There are many reasons, and sometimes, there is no reason. My favorites were early studies that suggested Perrier would never work. Pay more for water? Bah! See rule 7.

Rule 7: People are irrational. Sometimes we buy things for no reason at all. It is why checkout stands at the supermarket offer great product placement and probably why I’m convinced Comet is better than Ajax.

Rule 8: Clichés are boring. With very rare exceptions, people tend to tune out clichés. The only exception, and even then they might not work, is when drawing attention to the cliché or challenging it, without being “cute.”

Rule 9: There is always a better way. There are a few great ads, some good ads, and a boatload of bad ads being produced every day. But even the best ads can always be made better.

There are a few others, but these are nine favorites. Not one tells you what to put or not to put in a headline, despite how many people have told me to, um, never ask a question in a headline. Good thing they didn't tell Polykoff.

Blogging For Kindness: Mental Stimulation

“The world, Rich, needs more togetherness,” she said. “More healing. And I feel Bloggers Unite brings people closer together.”

Simply stated, but inspired.

Dee Graham (a.k.a Iriegal) is one of those bloggers, like many I have met through BlogCatalog’s Bloggers Unite social awareness campaigns, who turns blogging stereotypes inside out and upside down. And maybe that’s because there is no “them.”

You see, Graham was diagnosed with cancer in 2003. But she seldom has time to allow this fact to shed a dour shadow on her life. Instead, she says, she chooses to live life rather than allowing her life to live her. It’s just one of many reasons that she opened a computer repair business last year.

“It was a big step, but I love what I do. I love the freedom of being in charge of my own destiny,” she says, and that includes blogging. “I can’t see myself not blogging. I love to write and I love the connection with people.”

In fact, blending these two passions is what has since led her to create not one, but five different blogs. A Fe Mi Page Dis Iyah to share her love of Jamaica. Time to Eat Mon to share a surprising variety of Jamaican drinks, dishes, and recipes. Postal Jokes to cover an endless assortment of postal humor that touches every corner of the globe. Dark Child where she explores news, politics, celebrities, and everyday life within the African American community. And Mental Stimulation, which she considers her personal blog and where her second place blog post appeared.

As part of the Bloggers Unite campaign, which this time asked bloggers from around the world to perform an act of kindness and share a post, picture, or video about it, Graham added on to her 10-year volunteer commitment at a local youth center and decided to visit the senior center.

“I know how lonely it can be during the holidays, especially for the seniors with no family in our community,” Graham said. “I started working with Gladys and she appreciated our time together so much that I decided to stay the week.”

For an entire week, Graham served meals and spent time with Gladys, a 72-year-old woman who sometimes lives at the neighboring senior living center and gets lonely now that her children are older and busy with their own lives. Most of the time, they played hearts or spades, but Graham made a small grocery shopping trip for her as well.

“She was really proud of her children. Her daughter is a nurse and her son is in the military,” Graham said. “Oh, she beat me, by the way.”

For her inspiring account of her service, which was accompanied by a photo taken by the receptionist at the senior center, Graham will receive a 1/2-page advertisement in Blogger & Podcaster magazine. However, Graham never intended to win.

“I’ve been a member of BlogCatalog since August and they’ve become a new family,” she says. “That is what I can truly say about BlogCatalog for me. Family. It is a part of my daily life. Much like doing things for people.”

You don’t have to do big things, she adds. Just small acts of kindness that help your community. But this is no surprise coming from a woman as persevering as Graham.

Her passion for writing grew out of using it to heal after a painful divorce almost five years ago. Her passion for people was made evident in October, when she wrote about her daughter for the first time. Her daughter has autism, which keeps them apart much longer than they would like.

“She is my heart,” say Graham. “It was the happiest time for me in a long time.”

Simply stated, but inspired. Or perhaps better stated, if I am using it correctly, “One Love” as they say in Jamaica.

Remembering Greatness: Martin Luther King, Jr.

Every year, Americans observe Martin Luther King Jr.’s birthday (Jan. 15, 1929) on the third Monday in January, sometimes leaving others from around the world to wonder why. The reason is simple enough.

“The Martin Luther King, Jr. Holiday celebrates the life and legacy of a man who brought hope and healing to America. We commemorate as well the timeless values he taught us through his example — the values of courage, truth, justice, compassion, dignity, humility and service that so radiantly defined Dr. King’s character and empowered his leadership. On this holiday, we commemorate the universal, unconditional love, forgiveness and nonviolence that empowered his revolutionary spirit.

We commemorate Dr. King’s inspiring words, because his voice and his vision filled a great void in our nation, and answered our collective longing to become a country that truly lived by its noblest principles. Yet, Dr. King knew that it wasn’t enough just to talk the talk … that he had to walk the walk for his words to be credible. And so we commemorate on this holiday the man of action, who put his life on the line for freedom and justice every day, the man who braved threats and jail and beatings and who ultimately paid the highest price to make democracy a reality for all Americans.

The King Holiday honors the life and contributions of America’s greatest champion of racial justice and equality, the leader who not only dreamed of a color-blind society, but who also lead a movement that achieved historic reforms to help make it a reality.

On this day we commemorate Dr. King’s great dream of a vibrant, multiracial nation united in justice, peace and reconciliation; a nation that has a place at the table for children of every race and room at the inn for every needy child. We are called on this holiday, not merely to honor, but to celebrate the values of equality, tolerance and interracial sister and brotherhood he so compellingly expressed in his great dream for America.” — Coretta Scott King

Martin Luther King, Jr. represents someone who believed that all people could be great because all people can have a voice, can be heard, and can serve each other on the path of greatness. This idea, that we are all created equal with an equal opportunity for greatness, was part of his dream.

In addition to promoting his call to service in cooperation with the Volunteer Center of Southern Nevada, we will be placing a remembrance video on Revver and a copy on YouTube with the hope that some people will gain a deeper appreciation for his work.

Needling Romney: The Associated Press

The exchange between Mitt Romney and Associated Press reporter Glen Johnson yesterday provides an interesting glimpse into everyday media relations. It’s being covered from several angles, but not so much from a communication perspective, where my interest resides.

Here is a quick link to the video of the exchange from CBS News’ Scott Conroy.

At a press conference inside Staples in Columbia, South Carolina, Romney was delivering a point that his campaign team has identified as one of several contrasts between himself and other candidates. It’s one of the most challenging points to successfully deliver in any campaign, primarily because all candidates speak with lobbyists at one time or another.

“I don’t have lobbyists running my campaign,” Romney said. “I don’t have lobbyists that are tied to my … ”

“That’s not true, governor!” Johnson interjected. “That is not true. Ron Kaufman is a lobbyist.”

Kaufman, chairman of Washington-based Dutko Worldwide, is a well-known lobbyist, and former advisor to President George H.W. Bush. He has been frequently seen on the road with Romney during the campaign, purportedly as an unpaid advisor who is not privy to senior strategy meetings for the campaign.

"Did you hear what I said? Did you hear what I said, Glen?” Romney continued. “I said I don't have lobbyists running my campaign, and he's not running my campaign."

"So Ron's just there, window dressing; he's a potted plant," said Johnson.

The comment is a form of an aggressive reporting style, identifiable as needling. Needling is the patented rejection of whatever the speaker says (eg. “Oh, come on now, you don’t really believe that, do you?”) In this case, despite Romney delivering a not great, but fair answer to draw a distinction, Johnson continued to push his own definition of having lobbyists tied to the campaign.

I’ve never been a big fan of needling, but it exists. So rather than bemoan the interview tactic, it’s better to prepare clients for the eventuality that it will happen because it will happen sooner or later.

Romney would have been better off restating the distinction to the audience (as opposed to engaging Johnson direct) and then defusing the situation by offering to show Johnson his campaign’s organization chart (which he did anyway, but by then it was too late). While it might not have changed Johnson’s argument, it could have minimized what’s become a heavily discussed story.

Even more striking to me, despite receiving a little less attention, was the second, quieter exchange between Johnson and Eric Fehrnstrom, press secretary for Romney’s campaign. Fehrnstrom seems to push the limit in telling Johnson he was argumentative with the candidate and it was out of line.

“Save your opinions and act professional,” Fehrnstrom said.

Public relations practitioners are often put in a position where they might need to be firm, but it’s generally not a good idea to question a reporter’s professionalism. Why? Because even after the campaign attempted to mend fences with Johnson by showing him their organization chart, he published his evidence that lobbyists are an important part of the campaign.

Besides, candidates, public relations professionals, and members of the media all have varied definitions of what professionalism means anyway. These differences are about as plain as what they are all wearing and where they are speaking from in the video. No comparisons are needed.

Net sum: While there is enough difference between offering advice to a campaign and being a paid member of the campaign team to conclude that Romney wasn’t attempting to lie as some suggest, the net outcome is still a communication loss for Romney.

Case in point: In delivering what was meant to be a contrast point between Romney and Senator John McCain, most members of the media reported the opposite, writing stories that deepen Romney’s ties to lobbyists as opposed to diminishing them. By any measure, that’s a tough luck outcome for what didn’t even add up to three minutes of tape.

Catching Buzz: Richard Becker

On Jan. 4, Geoff Livingston tagged me with the popular “eight random things about you” meme, but with all the great questions recently posed by Livingston and Larissa Fair in my interview at The Buzz Bin today, the last thing I want to do is talk about me.

So this time around, I’m going to cheat the meme by directing my response to the first time I was tagged with it. You can find it over at RecruitingBlogs. Yes, that meme is the same “random eight things about me” meme that forced me to defend one of my many stranger than fiction stories.

So what I would like to do instead is to add some additional insight into something I mentioned in the interview.

Welcome, Sweat

Popular Jericho blogger Barbara Sweat (aka Jane Sweat) will be interning with us as an online research assistant, effective Feb. 1. Having watched her skills evolve over the last eight months has been very rewarding, punctuated by her interview with writer Matt Federman today.

We offered the internship to Sweat so she could start getting her feet wet in professional communication beyond social media, which she already has a strong grasp of from the perspective of an independent blogger. (Enough to win Best TV Blogger on the Hey!Nielsen site. She has received ample recognition for her blogs elsewhere too.)

While her blogs remain independent of the work we do, it’s my hope her work with us will turn into some amazing opportunities. In some ways, she herself is becoming an example of parlaying a personal blog into a professional opportunity.

On the surface, this might seem avant garde to a few, but not so much to me. We managed 40 writers around the world for a hospitality trade publication several years ago (and still work with several), much the same way: we sourced their resumes, asked for work samples, and gave them assignments via e-mail. Before that, I would pitch and write articles for magazines by contacting editors through the mail. What’s the difference?

I appreciate that some people will never adopt social media, but I do think the time has come for some to let go of the notion that new technology and tools somehow changes everything.

On the contrary, they don’t change what is done, just the way it is done. That said, I’d like to tag some other people for the “eight random things about you” meme, starting with Jane Sweat.

I’ll also tag three more bloggers who deserve some long overdue recognition for helping me with the >BlogStraightTalk group at BlogCatalog: Alan Jobe, Dane Morgan, and Mark Stoneman. I couldn’t do it without them.

Likewise, I'd like to extend an additional thanks to Livingston and Fair. It’s an honor to have been included. I truly appreciate the hospitality.

Ending Rumors: CBS Clarifies Release

If some fans are still wondering, and some of them are, CBS did release episodes of Jericho Season 2 to the media. But it only released these episodes to the media, which is a common practice in the industry.

This isn't a guess. CBS was kind enough to follow up today after I requested clarification. Given this, any speculation that the network intentionally leaked three episodes for general consumption and Internet download appears to be untrue.

Personally, I want to offer my kudos to Jericho fans for their resolve in promoting the show on their own, without links to the full episodes. Instead, many of them have sent invitations to watch the new season on Feb. 12 or asked potential viewers to visit the CBS Jericho site for abbreviated sneak peeks and promos.

Assuming there isn't another source that could have distributed these episodes, it does leave me wondering. How much has new media changed all media, when full length screenings can no longer be entrusted to critics without being openly released on the Internet?