True Lies

“I love advertising, because I love lying”.

It wasn’t me, I didn’t utter those words. I’m not as bold and brazen as veteran comedian Jerry Seinfeld; who when accepting an honorary Clio – one of the ad industry’s highest creative accolades – spoke with brutal honesty about advertising.

Though the acceptance speech was meant to be a satirical take on the industry, you could just feel the audience’s amused yet disturbed reaction. For me though, it was 4 minutes of ROFL… a must-watch if you haven’t already:

Yes, I admit it. In my 16 years as a copywriter, I’ve done my fair share of lying. They may not be outright lies, but by Mr. Seinfeld’s definition…

I have duped innocent people out of hard-earned earnings to buy useless, low-quality, misrepresented items and services.

Sounds terrible when you word it that way, doesn’t it? But in true advertising traditions, you could also say:

I convince innocent people with relevant, timely information so that they spend their hard-earned earnings wisely on products and services that deliver the best value.

Or maybe something slightly more client-friendly:

I help consumers make smart purchasing decisions with appealing, compelling and concise information that allows them to choose the products and services that best fit their lifestyle.

Essentially, all of the above versions say the same thing. It’s just the wordplay that took Mr. Seinfeld’s observations and spinned it to something more, well, acceptable.

Same message, different interpretations, multiple executions.

But then again, there’s no substitute for honest, emotionally-driven, insightful communications that consumers will appreciate and eventually trust. If you ask me, that should be the only way to execute an ad campaign instead of the usual mumbo jumbo.

Overpromise
Thou shalt not lie in wait for customers... mislead them!

And to Mr. Seinfeld, we addies aren’t all that bad. We mostly just misdirect and sometimes hide the truth as opposed to blatantly lying to people’s faces.

Unlike this ridiculous promo for a movie you did some years ago…

It’s a Miracle

We copywriters are often miracle workers.

I’ve written for cars I never drove, audio systems I never heard, beverages I never drank and even places I’ve never been to. I suppose it’s the same for pretty much every copywriter out there.

The days of getting up close and personal with the product are truly gone.

I remember when I started out as a novice – which was far too long ago if you’re wondering –  that clients actually sent their products to the office so we may check, test, use or just fiddle around with them.

Services are a bit tricky. It would be impractical to get into a huge debt just because you need to write for a new mortgage plan. But clients still took the effort to send over market insights, strategic reviews, target market analysis, competitive analysis and the works.

CopyGoogler
Yes, I Googled this image... what?

These days however, our work really does require us to create something out of nothing, especially in the last decade. Google has become the primary source of information on virtually any product or service. ‘Just Google it’ is a phrase that now replaces ‘do you have enough information?’.

While I often admire a client’s confidence in our resourcefulness, how are we as marketing writers to develop a unique tone-of-voice based on materials sourced from Google? Indeed, Google is a great resource, but it is a vastly generic resource. And when the work delivered is not insightful or outstanding enough, the finger-pointing begins.

But there have been bright sparks. As a freelancer, I’ve met clients whom are genuinely focused on creating communications that are compelling, insightful and truly unique.

Well how are they different you ask? Here you go…

They Care
Their brand is their lifeblood, they live and breathe it. They are intrinsically wired to the growth and development of their brand. They care enough to provide relevant, insightful material along with reasonable lead time to exhaust all possibilities.

They are Transparent
Every aspect of their business open to scrutiny. They give copywriters no-holds-barred access to the inner workings of their organisation, creating the possibility of uncovering unique business traits that can result in the much coveted ‘aha’ moment.

They Work
They know the ins and outs of their business, and willing to work to translate that knowledge into a solid brief. You won’t hear the words Catchy, Punch or Juicy from these guys. They know what they want as much as knowing what they don’t want.

A Breath of Fresh Ads

What happens when you invite a bunch of people, let them sample your product and allow them to speak their mind? Let’s see…

This month marks my third year as a fulltime freelance copywriter. And if you add the 13 odd years I was an agency-employed copywriter, you can say I’ve seen many groundbreaking campaigns.

From the era of experiential marketing and digital 2.0 to current industry buzzwords such as disruptive marketing and hashtag-strategies; the ad game has evolved to the point of mutation.

But no matter what you do, people will continue to form their own opinions – be it positive or otherwise – about a product or service.

The blind ‘taste test’ for Laphroaig (don’t ask me how to pronounce it) reveals an important aspect of consumer behaviour.

They prefer to think for themselves.

We as advertisers can only mould consumers to think a certain way via a concept, proposition or message. But often have no control of how they might interpret our messaging or imagery.

In the case of Laphroaig, they embraced the opinions of their focus group – made up of people who may or may not have consumed the product previously – and went on to create print ads without filtering even the negative comments.

Laphroaig Ad Hospital
How would a burning hospital taste anyway? Intrigued I am...
Laphroaig Ad Kerosene
Yes, this is a real ad. I did not make it up...

Now, that took some balls.

Granted the product is an intoxicating beverage and there is a certain degree of creative freedom afforded.

But come on… ‘tastes like burning hospital’ as part of a headline? You got to give the people at Laphroaig some props. There are more versions of the print campaign actually, which I urge you to check out.

And the best part, the agency’s copywriter didn’t even have to think of a catchy, punchy and juicy headline; the consumers did it.

Now I want to do a focus group-inspired campaign too… anyone?

Loyalty is Overrated

When I receive communications from brands that begin with ‘Thank you for being a loyal customer bla bla bla…’, I feel like strangling the copywriter who wrote that opening.

But I am a fellow copywriter too, so perhaps just a smacking will suffice.

If I can’t find Coke, I’d probably drink Pepsi. No Pringles? Yeah okay, Mr. Potato will do. When Maxis sucked, I moved on to Digi.

Like most consumers, I’m hardly loyal. And I’ve repeatedly cheated on the brands that think I am their loyal customer. There is a significant difference between being loyal to a brand and being loyal to something that influences your life such as a loved one.

That difference is called emotion.

Mind of a Consumer
Brands can never ever evoke true loyalty, there's always room for cheating

Brands try really hard to make an emotional connection with their customers, but often fail miserably. There is just no way for a brand to replace what really matters; like family, friends, career and all other attributes that make up our personality.

So I feel annoyed at the capacity of brands to assume that I am loyal to an entity that is purely after my money. But the truth is:

I am not loyal, I have no choice.

I would end my relationship with you the moment someone offers me a better deal, and as long as I have nothing to lose by moving on.

Yes, the caveat is ‘if I have nothing to lose’. Which is why, mortgages have a ‘lock-in’ period that charges a hefty sum. Also the reason behind why telcos have contracts that impose a penalty upon termination.

And then they have the cheek to call me loyal!

If brand communications were truthful, then that letter would say ‘thank you for not going to our competitor, we really need your money to pay our inflated corporate salaries bla bla bla…’

Advertising Advertising

Look, I believe in advertising, especially since I’ve toiled in the industry as a copywriter for the past 15 years or so.

But I also believe some things should not be advertised.  While most products and services can benefit from incisive communication strategies coupled with compelling creative executions and targeted message dissemination; I believe those in the ad industry itself should not be advertising themselves.

In recent months, I’ve seen newspapers proclaiming that ‘print is the way to go’ and radio stations promising ‘increased sales’. And the fact that they are advertising in their own pages and airwaves seemed rather desperate.

Print Revenue Stats
The numbers don't lie. Ignore at your own peril...

Advertisers (or clients) will naturally go where there is a large audience. I think media owners should work on strengthening their audience base rather than proclaiming that their medium is a cure-all for communication conundrums.

It’s so obvious that the digital and social revolutions are giving traditional media – especially Print and Radio – stiff competition in terms of ad revenue. These traditional players must begin to realise that they cannot remain unchallenged and must improve on content and engagement, whilst embracing the future of communication.

It will take more than just advertising in-own-media to pry the ad Ringgits that are increasingly being channeled towards online advertising. And we all know that advertising a substandard product will only make it fail faster.

But then again, here are some interesting bits to chew on, based on a 2013 Global Survey of Trust in Advertising by Nielsen for Malaysia:

  • 72% of consumers in the country trust newspaper ads
  • Credibility of traditional advertising remains high compared to online paid media
  • Trust in digital ads such as online banners and social media hover at around 50%
  • Confidence in online advertising is swiftly growing, with ad spend forecast to touch US$34 billion in Asia Pacific by 2015
  • Word-of-mouth still remains the best form of advertising, at 86% trust level

So, while traditional advertising still plays a major role in ad campaigns and strategies, online advertising is fast catching up and cannot be ignored any longer.

Traditional media owners have realised this, hence the desperate attempt to advertise themselves. Only time will tell how long they can remain profitable while clutching to fading hopes.

And in case you didn’t notice, word-of-mouth is still and will always be advertising’s top performer. Maybe it’s wise to spark conversations rather than pour money down the media drain.

How to use copywriting fundamentals to court a woman

If you’re a guy that’s currently trying to woo the love of your life, then you would know that your attempts are ridden with challenges.

In addition to convincing your potential suitor that you’re not a serial rapist, you must also appeal to her heart, mind and soul. Easier said than done, especially when women have the uncanny ability to sense jerks and see through fakery.

Women get hit on more times than we guys can even imagine; so more often than not their initial reaction is to seem disinterested or be wary. Much like how we consumers think that every piece of promotional message – be it in ads, sales calls or e-mails – are too good to be true.

So before she switches off for good, here are a few tips based on copywriting essentials that could help you close the deal, or at least improve your chances:

Love Typewriter
The art of copywriting can captivate more than just consumers...

1. Open with a Bang
Before you get the wrong impression, let me set this straight. In copywriting, the first words the consumer reads or hears are critical. Better yet, if you are able to weave in a benefit at first contact, such as a headline that answers the question “what’s in it for me?” In the case of courting, don’t just ask her out, instead find out what she enjoys and propose an outing with specifics. Example: do you want to join me for a sunset picnic this weekend?

2. Be Persuasive
But not pushy. There are certain words we copywriters use to subtly influence consumers in their decision making process. I’ve written about these power words in a previous post that you may want to check out. In the same vein, courting is also about using subtle influences to compel a desired outcome. Not only in words, but gestures, confidence and mannerisms… just take it easy or you risk looking pushy.

3. Highlight What’s Worthy
Nobody reads, and this is especially true today where people just scan through text in search of only the interesting bits. That’s why copywriting these days involve heavy use of subheads, crossheads and bullet points to highlight the more compelling points. In the same way, you’ve got to appreciate her attention and get to the interesting bits of the conversation quickly. No two hours stories about your grandma, please.

4. Maintain Authenticity
Believe it or not, we copywriters tend to be as genuine as possible when crafting our prose. We may misdirect but never mislead or overpromise, because we hate it ourselves when promises fall flat. So while courting, stay true to yourself and most importantly be believable; women are as likely as consumers to smell the rat.

5. Focus on the Relationship
Ideally, copywriting is the art of making a sale.  But before consumers can part with their money they must know, like and trust you. It is a long-term process that emphasizes on building relationships than just making a sale. So before a woman parts with her heart, mind and soul, you must endeavour to work on the relationship and build trust. It takes time, but the rewards will be worth it.

And in case you’re wondering, this doesn’t apply for courting guys, we’re easy… aren’t we?

So long, 2013…

Yes, I admit it. Since the time I started this copywriting blog in 2010, I’ve never been as laid-back as this year. My posts have been too few and far in between, and I feel like a disgrace to bloggers everywhere.

But as with all things, every downside has a reason.

You see, the momentum I built in my first full year as a freelance copywriter in 2012 spilled over rather kindly to 2013. That meant more time working on projects rather than soliciting for work.

So let’s just say I took the foot off the blogging accelerator just a tiny bit and now the New Year is staring cynically at my face.

2014
It's the 14th year of the new millennium... phew!

Ah yes… another reason for my lack of posts is also because I was busy preparing for my matrimonial plunge for the most part of the year. But this is hardly the space to talk about it, so I shall leave it at that.

Anyway, around this time last year I ended with a post that recapped my toils for 2012, along with a couple of videos that inspired me to do the unthinkable. But this time around, I’m looking forward by outlining a few things that I’d like to see happen among clients in 2014:

  1. A change in outlook to be more concerned about communicating effectively rather than calculating cost.
  2. Less emphasis on being catchy (whatever that means), and more effort in being able to identify a unique, compelling proposition.
  3. Realise that personal preference should just complement and not influence any piece of communication.
  4. Understand that copywriting is a craft that isn’t entirely based on preset formulas or guidelines; great work comes with time.
  5. Endeavour to keep things simple, concise and clear. The attention that consumers bestow is a luxury that should not be screwed with.

Amateurs get angry with clients, professionals educate them. I’ve done my bit of educating for the year; just don’t hold it against me yeah?

Here’s to a smashing New Year… cheers!

What’s the difference?

In my 15 odd years as a copywriter, the word ‘different’ is something I’ve constantly heard from clients.

There nothing wrong with wanting to be different, but the truth is copywriting alone cannot position a product or service as being different in the eyes of consumers. If what you offer is also being offered by a gazillion other competitors, then simply saying ‘we’re different’ isn’t going to cut it.

Think Different
They were truly different and sparked a revolution

Difference does not come from how copy is crafted, it comes from the core of your business itself. A few examples:

  • A totally new or innovative product that fills an existing untapped need (I know, not the easiest thing to discover)
  • The difference in serving customers (you have to go beyond saying ‘thank you’)
  • The way your company operates or a distinct difference in culture (easier said than done)

If your business cannot align itself with any of the above points of differentiation, then sadly the copywriting can only be skewed or tweaked to a certain extent. We copywriters call it tone and manner of delivery; which is to craft the same message your competitors are saying in an alternate way.

But tone and manner can only differentiate how you are saying it, but not what you are saying. Sometimes, how you say it can make a difference, but if your business can figure out something totally different to say, then your proposition becomes more meaningful.

If you want to be different, you’ve got to back it up by living and breathing distinctiveness. Don’t just expect a different copywriting tone and manner to mask the same-ol’.

You have to be the crazy one, the misfit, the rebel, the troublemaker… the one who see things differently.

Fluff is Out

Copywriting is the business of misleading people to buy things they don’t need with the money they don’t have.

Well it’s not that we copywriters tell outright lies to convince people. Sometimes it’s just about too much fluff.

While most of my clients these days understand that effective communication involves a clear, concise message with a touch of personal warmth, I do get enquiries to work on the old ‘catchy-punchy-juicy’ stuff.

FluffMarsh
If it ain't marshmallow, go easy on the fluff

I tend to steer clear from these kinds of requests because, well, the fluff isn’t all that convincing. We’re dealing with young, smart consumers whom are becoming increasingly averse to marketing speak and vague catchphrases.

We’ve all seen those websites, brochures, corporate profiles or even mail drops that are full of meaningless superlatives, mindless ramblings and generic ‘industry’ word play. That’s either a sign of a novice copywriter or a client unwilling to adapt to evolving consumer mindset.

Consumers just want you to tell it as it is so they can then decide whether to do business with you. Besides, none of us want to nor have the time to make sense of  textual mumbo jumbo.

If you still want to take the fluffy route, beware of these pitfalls:

Can you deliver as promised?
Fluff raises consumer expectations, and they expect you to deliver as fluffed. Can you?

Bye-bye repeat business
Once fluffed, twice shy. When all that fluff falls flat, the customer goes to your competitor.

Risk of attracting negativity
We live in a very social world. One disgruntled customer can start a negative crusade against your business.

Even if telling it as it is goes against convention, your product or service can still shine through and appeal to your intended target audience. A case in point is a company in Wisconsin, USA that tells the absolute truth, even it may result in some consumers not buying their product.

ZeroFLuff

Ahhh… I wish I wrote that.

Feels Two Good

Two years ago, with no serious planning whatsoever, I decided to become a full-time freelance copywriter.

24 months, that’s a pretty long time to go without a pay cheque. And the fact that I’m still standing is a miracle of sorts… almost too good to be true.

VictorySign
Two good years, but nothing peaceful about them either...

But it was not like I didn’t have to work my butt off to get to this stage. Obviously finding clients was among my major headaches when I started. Eventually, this blog (yes, this very sorry excuse for a blog) became my number one lead generator, and still is.

Now, all my clients I work with and the projects I handle are the direct result from the enquiries I get from this website. Of course, I still had to convince these leads to become clients, which wasn’t easy nor was it always successful.

Sometimes, I get a barrage of enquiries within a space of a week, which is great. The downside to this is that I can’t work on turning all these leads into clients, without creating a backlog. And recently, I had to let go many opportunities that came my way.

This is something I hate to do. It feels like I’ve let myself down.

Being a self-employed copywriter, I tend to wear multiple hats. Often the writing itself is only a small portion of my daily routine because there are meetings to attend, clients to lunch with, brainstorming sessions to go to, materials to pick up and quotes/invoices to send.

There is only so much I can handle without compromising my quality of my copy, which is often how I’m judged on.

It’s a case of keeping existing clients happy vs. bringing in new business. I suppose I’m a loyalist rather than a capitalist.

Anyway, I would like to thank all my clients and readers for making the past year a great one. I’ve learned so much over the year that no book, classroom or even job can ever teach.

Finally, for those of you who enquired about my services, and in turn received a very polite message saying that I was very busy, please accept my sincere apologies. I truly hope our paths will cross again.