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What Do Your Ads Say?

Make a list of everything you think should be included at one time or another, in one of your ad, be it radio, newspaper or Little Jimmie's class play program.

Everything. Experience, staff, facility, product. The list will be quite long. Take the time to do it now, before you read the rest of this article.

Next, take a hard look at your list, pencil in hand, and cross off all items that are about YOU (including YOUR staff, YOUR building, YOUR ranking, awards etc). Now, x-out all the FEATURES of your products or service.

The number one rule, the only rule, for great advertising is "Sell the Benefits".

Take a poll, people don't care if you have the largest selection in town. It means nothing that "New Stuff is arriving daily". They want to know what you or your product can do for them. WIIFM or "What's In It For Me?" Ease pain and you gain.

You see and hear ads everyday that miss the point entirely. Giant billboards with pictures of the medical clinic staff standing in front of a wall of awards. Picture of a guy with a wrench and the words "See me for all your plumbing needs." Three little girls on TV yelling an unintelligible slogan about their daddy's store. It's all about them. It should be all about the customer.

Did you see the one on TV where a guy gets the water cooler dumped on him because he bought the good software? What picture does that tell? It would have been better if the guy told me (from a sunny beach location) the boss gave him another week of vacation because the new software saved the company 40 million bucks. Benefits.

How about the newspaper ad with the picture of the funeral home building and how they have been around for 85 years? Benefit?

Ads about "you you you" can look and sound really great, to you, you, you. We all love to talk about ourselves. Where are the benefits? What hook does your face on a billboard use to bring customers through the door? Your face is NOT a benefit.

We all grew up thinking "me me me". Remember how excited you got when you first saw your name or picture in the newspaper? Even the school paper. It was a BIG deal. "Me me me." Great for your ego, but take that thinking to your advertising and it flops.

The first time you make the list and cross out the me me mees and all the features, you may have only one or two points left to promote. Make a new list and think "them them them". Think benefits.

The ads that stick in your head are the ones that promise to make your life easier. The appliance store promising to deliver at the appointed time. You don't have to stay home all day waiting for the truck. A real benefit. It makes no difference if the TV is made by Acme or Zenith? They will deliver on time. Let's go there. Benefits.

The company that says their plumber will show up clean, on time, and not smell. Another benefit!

Who cares what a financial advisor looks like, but tell people they can retire and not eat dog food and you get their attention. Benefit.

Funny thing, the ads about benefits are the ones we make the mental note to remember. Hmmm.

Sell the benefits and you don't have to sell yourself.

For more about advertising, get my article "What's Your Selling Sentence?" Send a blank eMail to

©2005 BIG Mike McDaniel All Rights Reserved BIG Mike is a Professional Speaker and Small Business Consultant with over 30 years experience,

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Todays News by officejax free advertising and ad exchange solutionsMORE RESOURCES updated Sat. March / 17 / 2018

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Raising transparency in the online advertising ecosystem ... - Science Daily

Raising transparency in the online advertising ecosystem ...
Science Daily
The online advertising business, led by companies like Google or Facebook, generated over $200 billion revenue in 2017, with an year-over-year growth over 15 percent. This online advertising explosion is raising serious data privacy concerns.

and more »

What Monkeys Can Teach Us about Advertising - Scientific American (blog)

Scientific American (blog)

What Monkeys Can Teach Us about Advertising
Scientific American (blog)
As early as the 1870s, companies like Pearl Tobacco and later, W. Duke & Sons, employed social advertising, showcasing nude or partially exposed women on posters and trading cards. Although the images had no direct link to the products, sales increased ...

Indiana Senate race generates most advertising in the nation - USA TODAY


Indiana Senate race generates most advertising in the nation
Still, GOP groups had aired nearly twice as many ads in Indiana through March 12 as Democratic groups, according to the Weslyan Media Project. Their report is based on data provided by Kantar Media/CMAG for broadcast television, national network and ...
Indiana race for US Senate generates most advertising in the nationIndianapolis Star

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Why Stopping Fraudulent Advertising On Television Before It Even Starts Is A Smart Idea - Forbes


Why Stopping Fraudulent Advertising On Television Before It Even Starts Is A Smart Idea
The litany of problems that surround digital advertising should be quite familiar to anyone in the media industry at this point. There's bot traffic creating fake views. Ads disappear “below the fold.” New problems crop up almost daily: Google's ...

and more »

Raising transparency in the online advertising ecosystem - EurekAlert (press release)

EurekAlert (press release)

Raising transparency in the online advertising ecosystem
EurekAlert (press release)
The TYPES project 'protects individuals' privacy while empowering them to control how their data is used by service providers for advertising purposes,' says Rosa Araujo, from Eurecat (Barcelona, Spain), project coordinator for the EU-funded initiative ...
Raising transparency in the online advertising ecosystem - BrinkwireBrinkwire (press release)

all 1 news articles »

Life after Ford: Top advertising man Toby Barlow launching new venture - Detroit Free Press

Detroit Free Press

Life after Ford: Top advertising man Toby Barlow launching new venture
Detroit Free Press
One of metro Detroit's best-known advertising and marketing gurus is launching a new venture a year after losing his role as one of Ford Motor's top ad guys. Toby Barlow left the WPP agency last February after spending 15 years with the organization ...

Google Bans Bitcoin Advertisements in Policy Change - New York Times

New York Times

Google Bans Bitcoin Advertisements in Policy Change
New York Times
SAN FRANCISCO — Google is joining Facebook in banning advertising for Bitcoin and other cryptocurrencies. Google, the largest provider of digital advertising on the internet, announced on Tuesday that it plans to change its advertising policy for ...
Google's Advertisement Ban Is Bullish, Not Bearish, For Bitcoin ...Forbes
Bitcoin Crashes As Google Announces Cryptocurrency Advertising BanCryptoCrimson
Bitcoin and rival cryptocurrencies all lose value after Google bans advertisingThe Independent -Google Support -CNBC
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Rihanna Condemns Snapchat's Offensive Advertisement: 'Shame on You' -

Rihanna Condemns Snapchat's Offensive Advertisement: 'Shame on You'
As a promotion for the mobile game Would You Rather?, the advertisement asked if the user would rather "slap Rihanna" or "punch Chris Brown." Snapchat had already released a public apology and removed the ad before Rihanna's comments. "I'd love to call ...
Rihanna Protests Ad on Snapchat That Mocks Domestic ViolenceNew York Times
Rihanna accuses Snapchat of promoting domestic violence - CNNCNN
Rihanna condemns Snapchat for ad making light of domestic violenceThe Verge
BBC News -Snap Inc. -Twitter
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Adobe Advertising Cloud Search has a new UI and is now powered by Sensei - PPC Land

PPC Land

Adobe Advertising Cloud Search has a new UI and is now powered by Sensei
PPC Land
Adobe introduced this month a new Adobe Advertising Cloud Search with easy-to-use workflows. Adobe Advertising Cloud Search is simplifying the process of using audience targeting in search marketing. According to Adobe, the offering is designed to save ...

See who won big at regional advertising awards - Phoenix Business Journal

Phoenix Business Journal

See who won big at regional advertising awards
Phoenix Business Journal
OH ranked second among metro Phoenix advertising agencies for capitalized billings with $120 million, according to 2016 data compiled by the Phoenix Business Journal for its annual list. The Riester ad agency ranks No. 1 on that list with $166 million ...

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