Steve Martin has a standup comedy bit about clueless guys in bars.
“The way I meet girls,” Steve starts, “is by looking cool. The important thing is to have a great opening line.”
So he takes a sip of water, grits his teeth to take the sting out, and walk over to an imaginary girl. After a cocky pause and a twitch of his brow, he unleashes the killer line:
“Yeah… I make a lot of money.”
This is how it is in marketing, too. Most advertisers think they’re being suave, and instead put out ads full of hyperbole and empty claims. When prospects see these ads, they do what most girls would do with Steve Martin above. A roll of the eyes. Instant dismissal.
But don’t take my word for it. This was the opinion of one Gary Bencivenga, an A-lister whose star shines brightest on the copywriters Walk of Fame.
According to Gary, the two most powerful words in advertising are neither “FREE” nor “NEW.” Instead, the two most powerful words are, “Yeah, sure.” That’s why Gary’s number one commandment was to put proof above all other elements in his ads.
But you probably know all this. So I won’t go on more about proof or Gary Bencivenga. Instead, let me make a confession.
For the past several months, I’ve been working on a book about something I call “insight marketing.”
My original plan was to write this book in 28 days. Well, that didn’t happen.
I’m making progress on the book (about halfway done) but it’s taking way more research and thinking than I planned originally.
So while I continue to write this book about insight, I decided to put out more tiny Kindle books on topics I already know a lot about.
And that’s where all of that Steve Martin/Gary Bencivenga stuff above hooks in. It’s the beginning of the first chapter of my upcoming book.
How upcoming? 28 days, of course. If you want to know when it’s out, you can sign up for my daily email newsletter, in which I write about persuasion and marketing, much like you read above.