Turn a Perceived Weakness Into a Strength

I’d been thinking of the Avis Rent-a-Car tagline from the 60’s: “We’re No. 2, so We Try Harder.” So later, I was IM’ing with a co-worker about a campaign idea where we would take a perceived weakness of one of our products — that it’s a “black box” solution for paid search — and turn it into a strength. For example:

“It’s the sweaty socks and dudes hitting on me at the gym that I really love about working out. I mean, it’s great to look nice, but it’s really the EXPERIENCE that I’m after.”

And I pointed out that: “In advertising, it’s never bad to turn a perceived weakness into a positive… Unless your weakness is for Boy Scouts.”

Tips for Writing Interviews

When interviewing people, I think young writers can get a little carried away with the Rolling Stone-ness of it all. They want to describe their subjects’ looks and the way they treat the waitress and the African art on the wall. And maybe that’s important. Maybe there’s enough space to fit all of that in. Maybe the person is famous enough to warrant it. But usually not.

This is the real world where you’re interviewing CEOs of small businesses. And the reader typically needs to get something out of it — if you’re not thinking ahead about why the reader would bit.ly your link and send it along, you’re dooming yourself to obscurity.
Read the rest of this entry »

Inside Sales

I had a writer editing a whitepaper today, and he was really carving into it. I suggested he take it to the author — a product manager — and start selling the edits early on.

He didn’t like the idea. Said there’s no better way than to just give back the text all marked up.

I approached it differently:

“You’re gonna scare the crap out of them with so many edits. Show them a few examples of your edits before you finish. Get them comfortable with those. Then they won’t fight as much when you hand it back mostly rewritten.”

He said he’d try.

When you have time to do so, sharing work early makes life easier. People get bought in. You can incorporate good ideas. You make them a participant. You spread the accolades.

The risk you run is that you share an idea too early, and the critical feedback you hear nips a good idea before it can bloom. This often happens when you’re still exploring a concept, and the unfinished nature of it freaks people out.

It’s more important with original work than edits. But if you deliver a piece back that’s bleeding with red ink, you’re best served prepping the soon-to-be-bruised ego. It’s not heartbreak if they agree with you.

So here’s my test about when to start you inside sales job. If you can answer yes, then go start selling:

Can you explain it to your significant other?

Does it have a catchy headline or tagline?

Do you have a specific concept or idea you want feedback on?

With those, you will represent the concept well. You will give your audience a fully-formed thought. And you will likely get some decent feedback as you put on your inside sales hat.

Ending Interruptions in the Office

Cross-posted from my Pop Art blog.

There are Two Types of People in the World: Makers and Managers

There are two types of people in your office, Makers and Managers. And scheduling a meeting with Maker can kill that person’s effectiveness for the day, according to Paul Graham.

I find one meeting can sometimes affect a whole day. A meeting commonly blows at least half a day, by breaking up a morning or afternoon. But in addition there’s sometimes a cascading effect. If I know the afternoon is going to be broken up, I’m slightly less likely to start something ambitious in the morning.

Makers Need Uninterrupted Time

Makers do the work — at Pop Art, our Makers are designers, developers, programmers, writers, designers and media planners. These people create the work that ends up online. Here’s how Graham describes the conundrum Makers face.

They generally prefer to use time in units of half a day at least. You can’t write or program well in units of an hour. That’s barely enough time to get started.

Read the rest of this entry »

A Dozen Doozies: My Favorite Pop Art Blog Posts

This cracks me up to no end.

Hard to believe I’ve been blogging and working at Pop Art for more than two-and-a-half years now. In that time, I’ve tried to write posts that other writers will find useful, and maybe even demonstrate that we know what we’re doing.

Lately, my blogging has fallen off since I’ve taken on our media planning and buying department. But I thought it’d be a good time to look back.

1. The fake layout above comes from one of the funniest jokes ever made at Pop Art. Well, it was funny to me, anyway.
2. At some early point at Pop Art, we moved a lot of the SEO responsibility over to editorial. Here’s why. Read the rest of this entry »

If It’s May, It’s Time for More Copywriter Portfolio Tips

Every May, I get about 10-15 emails from graduating copywriters hoping to share their portfolio, and looking for copywriter portfolio tips. Most of them suffer from the same problem: no context. So here’s the portfolio tip I usually email back to them.

Dear Madison/Toby/Emily/Tyler,

If I could make just one (very long) comment on your portfolio, it’s this: I want to know why you made the choices you made for each ad/campaign. What business or creative needs led you to these executions? What funny dead-ends did you find along the way? Tell me a little story that explains why you did what you did. Read the rest of this entry »

Weekends and Creative Problem Solving

Research, create, ignore, perfect. When I am learning and practicing new skills, I have to push myself to remember the “ignore” phase of creativity. Letting a problem rest so your unconscious mind can tackle it has long been known as the mark of a diciplined creative.

Telling your own internal task-master “let me sleep on it” will yield better creative time after time.

I have a tendency like most ambitious creatives to just stay head down on a problem until I can’t see the forest for the trees.

Three-day weekends can cure problem myopia better than most tricks for big new skills. It’s long enough to bring you back refreshed and eager to perfect something. It’s also long enough to let your subconscious mind make connections that your conscious mind wouldn’t.

Interactive Writing Puts the Punchline First

Writing for the web is no joke, because online copywriting always puts the punchline first. Think about the order with which you tell a joke: first you tell a little anecdote, then BOOM! Punchline. Writing for the web, however, requires you to put the punchline in a headline, in the first sentence, and in the first paragraph.

Here’s why: Putting that point of view and main message right at the top of a web page allows your reader to quickly decide if the information you’re providing is the information they want. If it is, they read on. If it’s not, you haven’t wasted their time. Read the rest of this entry »