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What Makes A Winning Online Ad?


Most people who have been involved with sales & marketing for any length of time have heard the axiom, "Sell them what they want. Then sell them what they need". But what does it mean? It sounds a little odd doesn't it?

Does it mean that people are frivolous & go around making irrational purchases that don't meet their needs, before more serious ones that sustain them? Should you try to sell trivial goods first, & then follow up with those that are more substantial? Should you put games & entertainment on your home page, and flour & salt in your follow up messages?

No, that's not it.

What it is trying to say is that people buy for emotional reasons. Does anybody buy a Mercedes Benz just because they NEED to get from point A to point B? Do they buy it because they NEED all of the amazing gizmos, the heated leather seats & hand polished wood trim?

No, a person buys an expensive car that they don't need because it makes them feel important. You may be shocked when I say this, but I'm going to say it anyway. Luxury purchases are motivated by vanity, envy, pride, jealousy, & narcissism, even greed. And, there is nothing sinister, or wrong with it. That's just the way we are as human beings. It's what makes us tick. In fact, these emotions are behind all kinds of everyday purchases too.

Understanding how they motivate buying behavior is critical to selling.

Look at this ad for the Wall Street Journal. It's said to be one of the most successful advertisements in the history of the world, responsible for over $1 billion in sales.

Look carefully, & see how skillfully it evokes one or more of these powerful emotions. Try to get a sense of how you feel when you read it. ------------------------------------------------------

THE WALL STREET JOURNAL "TWO YOUNG MEN" LETTER

On a beautiful late spring afternoon, twenty-five years ago, two young men graduated from the same college. They were very much alike, these two young men. Both had been better than average students, both were personable, and both - as young college graduates are - were filled with ambitious dreams for the future.

Recently, these men returned to their college for their 25th reunion. They were still very much alike. Both were happily married. Both had three children. And both, it turned out, had gone to work for the same Midwestern manufacturing company after graduation, and were still there.

But there was a difference. One of the men was manager of a small department of that company. The other was its president.

Have you ever wondered, as I have, what makes this kind of difference in people's lives? It isn't always a native intelligence or talent or dedication. It isn't that one person wants success and the other doesn't. The difference lies in what each person knows and how he or she makes use of that knowledge.

And that is why I am writing to you and to people like you about The Wall Street Journal. For that is the whole purpose of The Journal: To give its readers knowledge - knowledge that they can use in business.

The letter closes:

About those two college classmates I mention at the beginning of this letter: They were graduated from college together and together got started in the business world. So what made their lives in business different?

Knowledge. Useful knowledge. And its application.

I cannot promise you that success will be instantly yours if you start reading The Wall Street Journal. But I can guarantee that you will find The Journal always interesting, always reliable, and always useful. -------------------------------------------------------

This is a newspaper! It doesn't get much more mundane than that, but the same principle applies, do you see the power in it?

What we are talking about here are emotions that are inextricably tied to the universal desire for esteem that's hard wired into our nature as human beings. If you've got a pulse, you're under its spell. But here's the kicker. Most of the time, we are not even aware of the stimulus, only the response.

When you were reading the story about the graduates and the reunion, chances are, you were playing out your own meta program inside your head, and experiencing one of the esteem emotions. And it triggered your own personal desire to show the world what you could do, didn't it?

Esteem (to feel valued) is NOT a WANT at all. It is a basic human NEED almost as fundamental as food & water. Your prospect's hunger & thirst for it. Their emotions are the expressions of that craving.

If you can trigger them, & then associate satisfaction of the "esteem needs" with your product, you've got a winning ad!

Copyright 2005 Daniel Levis

Daniel Levis is a top marketing consultant & direct response copywriter based in Toronto Canada. Recently, Daniel & world-renowned publicist & copywriter Joe Vitale teamed up to co author "Million Dollar Online Advertising Strategies - From The Greatest Letter Writer Of The 20th Century!", a tribute to the late, great Robert Collier. Let the legendary Robert Collier show you how to write words that sell...Visit the below site & get 3 FREE Chapters! http://www.Advertising-Online-Strategies.com/ad-strategies.html


Todays News by officejax free advertising and ad exchange solutionsMORE RESOURCES updated Wed. May / 25 / 2022

Snap's Gloomy Forecast Prompts Debate Over Trouble for Broader Advertising Market - The Wall Street Journal
  1. Snap's Gloomy Forecast Prompts Debate Over Trouble for Broader Advertising Market  The Wall Street Journal
  2. Why The Trade Desk, Meta Platforms, Roku, and Other Digital Advertising Stocks Crashed Today  The Motley Fool
  3. Snap's warning sends shock across digital advertising as investors flee social media stocks  CNBC
  4. Digital advertising stocks in play after SNAP sells off  Seeking Alpha
  5. View Full Coverage on Google News

News from Google Marketing Live advertising conference - AdAge.com
News from Google Marketing Live advertising conference  AdAge.com

FTC Proposes to Strengthen Advertising Guidelines Against Fake and Manipulated Reviews - Federal Trade Commission News
FTC Proposes to Strengthen Advertising Guidelines Against Fake and Manipulated Reviews  Federal Trade Commission News

What if Elon Musk ditches Twitter advertising? - Smartbrief
What if Elon Musk ditches Twitter advertising?  Smartbrief

Advertising in the Metaverse - Fenwick & West LLP
Advertising in the Metaverse  Fenwick & West LLP

Lee Introduces Digital Advertising Act - United States Senator Mike Lee
Lee Introduces Digital Advertising Act  United States Senator Mike Lee

Why Marketers Are Returning to Traditional Advertising - HBR.org Daily
Why Marketers Are Returning to Traditional Advertising  HBR.org Daily

Meet the Notable Leaders in Advertising, Marketing and PR - Crain's New York Business
Meet the Notable Leaders in Advertising, Marketing and PR  Crain's New York Business

Save the date: FTC to host “Protecting Kids from Stealth Advertising in Digital Media” - Federal Trade Commission News
Save the date: FTC to host “Protecting Kids from Stealth Advertising in Digital Media”  Federal Trade Commission News

Advertising: A Slow-Fast Evolution - Forbes
Advertising: A Slow-Fast Evolution  Forbes

Why advertising won the streaming wars - Fast Company
Why advertising won the streaming wars  Fast Company

Google Shares Sneak Peek At New Advertising Features - Search Engine Journal
Google Shares Sneak Peek At New Advertising Features  Search Engine Journal

Reducing the harm from alcohol – by regulating cross-border alcohol marketing, advertising and promotion: a technical report - World Health Organization
Reducing the harm from alcohol – by regulating cross-border alcohol marketing, advertising and promotion: a technical report  World Health Organization

Are You Prepared To Enter The OOH World Of Advertising? - Demand Gen Report
Are You Prepared To Enter The OOH World Of Advertising?  Demand Gen Report

Fuel retailers sue state over requirement that stations post signs advertising gas tax freeze - Chicago Tribune
Fuel retailers sue state over requirement that stations post signs advertising gas tax freeze  Chicago Tribune

What social media advertising tells us about inflation - Marketplace
What social media advertising tells us about inflation  Marketplace

David Droga changed advertising. Now he wants to kill it. - Fast Company
David Droga changed advertising. Now he wants to kill it.  Fast Company

The Pitch: Advertising and marketing news for 4.26.22 - RichmondBizSense
The Pitch: Advertising and marketing news for 4.26.22  RichmondBizSense

US Podcast Advertising Revenue Report: FY 2021 Results & 2022-2024 Growth Projections - IAB
US Podcast Advertising Revenue Report: FY 2021 Results & 2022-2024 Growth Projections  IAB

Microsoft Advertising is rolling out Auto-generated remarketing lists and more - Search Engine Land
Microsoft Advertising is rolling out Auto-generated remarketing lists and more  Search Engine Land

Questions about digital advertising? – The Florida Bar - The Florida Bar
Questions about digital advertising? – The Florida Bar  The Florida Bar

TikTok introduces its first ad product to offer a revenue share with creators - TechCrunch
TikTok introduces its first ad product to offer a revenue share with creators  TechCrunch

Google Topics Resembles Contextual Advertising - Practical Ecommerce
Google Topics Resembles Contextual Advertising  Practical Ecommerce

'The ad experiences that consumers find most annoying are also bad for the environment': The business case for sustainable digital advertising - Digiday
'The ad experiences that consumers find most annoying are also bad for the environment': The business case for sustainable digital advertising  Digiday

Amazon Advertising Is 44% Cheaper Than Facebook Or Google. But That’s Not The Only Only Thing Brands Should Care About - Forbes
Amazon Advertising Is 44% Cheaper Than Facebook Or Google. But That’s Not The Only Only Thing Brands Should Care About  Forbes

PPC Advertising Ultimate Guide - Forbes
PPC Advertising Ultimate Guide  Forbes

Cinema advertising hopes to get close to pre-pandemic ad revenue totals with new tools, services - Digiday
Cinema advertising hopes to get close to pre-pandemic ad revenue totals with new tools, services  Digiday

Increase Cross-Channel Advertising Success With Data Clean Rooms - Adweek
Increase Cross-Channel Advertising Success With Data Clean Rooms  Adweek

It’s Been an Interesting Few Years in Cough-Drop Advertising - The New York Times
It’s Been an Interesting Few Years in Cough-Drop Advertising  The New York Times

Elon Musk Hates Ads. Twitter Needs Them. That May Be a Problem. - The New York Times
Elon Musk Hates Ads. Twitter Needs Them. That May Be a Problem.  The New York Times

Dream hacking: Is this the dystopian future of advertising? - Big Think
Dream hacking: Is this the dystopian future of advertising?  Big Think

Traditional Advertising Is Headed For Growth. These 7 Trends Are Driving It - AList
Traditional Advertising Is Headed For Growth. These 7 Trends Are Driving It  AList

Lamar Advertising Company acquires Burkhart Advertising - Greater Baton Rouge Business Report
Lamar Advertising Company acquires Burkhart Advertising  Greater Baton Rouge Business Report

The New Rules Of Digital Engagement: What Does Contextual Advertising 3.0 Look Like? - The Drum
The New Rules Of Digital Engagement: What Does Contextual Advertising 3.0 Look Like?  The Drum

Netflix’s Advertising Dilemma: Will Partners Get Any More Transparency? - Hollywood Reporter
Netflix’s Advertising Dilemma: Will Partners Get Any More Transparency?  Hollywood Reporter

Report shows that Amazon uses data from Alexa smart speakers to serve targeted ads - The Verge
Report shows that Amazon uses data from Alexa smart speakers to serve targeted ads  The Verge

HSBC faces greenwashing accusations from UK advertising watchdog - Financial Times
HSBC faces greenwashing accusations from UK advertising watchdog  Financial Times

Apple's Eddy Cue Is Shaking up Its Services - Business Insider
Apple's Eddy Cue Is Shaking up Its Services  Business Insider

Digital Advertising in 2022 – Stratechery by Ben Thompson - Stratechery by Ben Thompson
Digital Advertising in 2022 – Stratechery by Ben Thompson  Stratechery by Ben Thompson

Amazon has a $31 billion a year advertising business - CNBC
Amazon has a $31 billion a year advertising business  CNBC

Ban Online Behavioral Advertising - EFF
Ban Online Behavioral Advertising  EFF

Op-ed: Apple and Google are spelling the end for user-tracking, and advertisers must adjust, says Taboola CEO. - CNBC
Op-ed: Apple and Google are spelling the end for user-tracking, and advertisers must adjust, says Taboola CEO.  CNBC

Democrats unveil bill to ban online 'surveillance advertising' - The Verge
Democrats unveil bill to ban online 'surveillance advertising'  The Verge

Microsoft Advertising announces open beta for RSA ad customizers - Search Engine Land
Microsoft Advertising announces open beta for RSA ad customizers  Search Engine Land

10 Top Advertising Campaigns & Why They Work - Search Engine Journal
10 Top Advertising Campaigns & Why They Work  Search Engine Journal

The 10 most innovative advertising agencies of 2022 - Fast Company
The 10 most innovative advertising agencies of 2022  Fast Company

Privacy Preserving Attribution for Advertising - Mozilla & Firefox
Privacy Preserving Attribution for Advertising  Mozilla & Firefox

Amazon, Disney and Other Streamers Are Embracing Ads - The New York Times
Amazon, Disney and Other Streamers Are Embracing Ads  The New York Times

Google Suspends Advertising in Russia - The New York Times
Google Suspends Advertising in Russia  The New York Times

Companies Try to Sell Videogaming as the Next Big Advertising Channel - The Wall Street Journal
Companies Try to Sell Videogaming as the Next Big Advertising Channel  The Wall Street Journal

Digital Advertising Soared 35% to $189 Billion in 2021 According to the IAB Internet Advertising Revenue Report - IAB
Digital Advertising Soared 35% to $189 Billion in 2021 According to the IAB Internet Advertising Revenue Report  IAB

Is Super Bowl advertising worth it? That's the $6 million question - Temple University News
Is Super Bowl advertising worth it? That's the $6 million question  Temple University News

A Downtick Is Coming for Online Advertising - The Wall Street Journal
A Downtick Is Coming for Online Advertising  The Wall Street Journal

Federal Trade Commission accuses Intuit of deceptively advertising TurboTax as free - NPR
Federal Trade Commission accuses Intuit of deceptively advertising TurboTax as free  NPR

How CTV Advertising Can Bypass Digital Media's Awkward Teenage Years - Adweek
How CTV Advertising Can Bypass Digital Media's Awkward Teenage Years  Adweek

What advertisers need to focus on as they prepare for the metaverse - VentureBeat
What advertisers need to focus on as they prepare for the metaverse  VentureBeat

Inside Reddit's UK advertising growth ambitions - Digiday
Inside Reddit's UK advertising growth ambitions  Digiday

History Is Repeating Itself in the Current Digital Advertising Landscape - Adweek
History Is Repeating Itself in the Current Digital Advertising Landscape  Adweek

Walgreens Advertising Group Announces Launch of Self-Serve Programmatic and Clean-Room Solutions - Walgreens Newsroom
Walgreens Advertising Group Announces Launch of Self-Serve Programmatic and Clean-Room Solutions  Walgreens Newsroom

The truth in political advertising: 'You're allowed to lie' - NPR
The truth in political advertising: 'You're allowed to lie'  NPR

6 Keys to Post-Pandemic Out-of-Home Advertising Success - Entrepreneur
6 Keys to Post-Pandemic Out-of-Home Advertising Success  Entrepreneur

Microsoft to acquire Xandr to accelerate delivery of digital advertising and retail media solutions - Microsoft
Microsoft to acquire Xandr to accelerate delivery of digital advertising and retail media solutions  Microsoft

Disney+ to Introduce an Ad-Supported Subscription Offering in Late 2022 - The Walt Disney Company
Disney+ to Introduce an Ad-Supported Subscription Offering in Late 2022  The Walt Disney Company

Atlanta's 25 Largest Advertising and Marketing Firms - Atlanta Business Chronicle - The Business Journals
Atlanta's 25 Largest Advertising and Marketing Firms - Atlanta Business Chronicle  The Business Journals

Walmart outlines plan to grow its advertising business - Arkansas Online
Walmart outlines plan to grow its advertising business  Arkansas Online

Netflix CFO has no plans for advertising but 'never say never' - Reuters.com
Netflix CFO has no plans for advertising but 'never say never'  Reuters.com

When TV Manufacturers Do Ads: State Of The CTV Advertising And OEM Union - AdExchanger
When TV Manufacturers Do Ads: State Of The CTV Advertising And OEM Union  AdExchanger

Is Momentum Shifting Toward a Ban on Behavioral Advertising? – The Markup - The Markup
Is Momentum Shifting Toward a Ban on Behavioral Advertising? – The Markup  The Markup

Facebook is the big loser of the fourth quarter's advertising wars - CNBC
Facebook is the big loser of the fourth quarter's advertising wars  CNBC

The cases for and against the annual TV advertising upfront model - Digiday
The cases for and against the annual TV advertising upfront model  Digiday

Facebook's $10 Billion Advertising Exodus - The Journal. - WSJ Podcasts - The Wall Street Journal
Facebook's $10 Billion Advertising Exodus - The Journal. - WSJ Podcasts  The Wall Street Journal

Comcast Advertising Rolls Out Nationwide, Multi-Screen Media Solution for Premium TV Advertising with the Relaunch of its AudienceXpress Brand - Business Wire
Comcast Advertising Rolls Out Nationwide, Multi-Screen Media Solution for Premium TV Advertising with the Relaunch of its AudienceXpress Brand  Business Wire

Biden Puts Surveillance Advertising on Notice - WIRED
Biden Puts Surveillance Advertising on Notice  WIRED

Marketing Briefing: 'Skipping steps': Why advertisers may reconsider responsive, real time advertising post Peloton ad - Digiday
Marketing Briefing: 'Skipping steps': Why advertisers may reconsider responsive, real time advertising post Peloton ad  Digiday

This Often-Overlooked Strategy Is Actually an Advertising Breakthrough — and It's Here to Stay - Entrepreneur
This Often-Overlooked Strategy Is Actually an Advertising Breakthrough — and It's Here to Stay  Entrepreneur

Spain moves to rein in crypto-asset advertising - Reuters.com
Spain moves to rein in crypto-asset advertising  Reuters.com

Advertising Acts as Another Vehicle of Protest to Ukraine War - The New York Times
Advertising Acts as Another Vehicle of Protest to Ukraine War  The New York Times

Advertising Platform OpenX Will Pay $2 Million for Collecting Personal Information from Children in Violation of Children's Privacy Law - Federal Trade Commission News
Advertising Platform OpenX Will Pay $2 Million for Collecting Personal Information from Children in Violation of Children's Privacy Law  Federal Trade Commission News

Are advertisers going to infiltrate our dreams? - The Hustle
Are advertisers going to infiltrate our dreams?  The Hustle

Advertising - FOX 11 Los Angeles
Advertising  FOX 11 Los Angeles

Top Biden strategists launch new advertising firm - POLITICO
Top Biden strategists launch new advertising firm  POLITICO

Microsoft Ads Chief Rob Wilk On Why Advertising Is The Company's 'Newfound Religion' - AdExchanger
Microsoft Ads Chief Rob Wilk On Why Advertising Is The Company's 'Newfound Religion'  AdExchanger

Why traditional advertising needs to be kicked to the curb in Web3 - VentureBeat
Why traditional advertising needs to be kicked to the curb in Web3  VentureBeat

Podcast advertising could be a blueprint for cookieless advertising - VentureBeat
Podcast advertising could be a blueprint for cookieless advertising  VentureBeat

Does Personalized Advertising Work as Well as Tech Companies Claim? - HBR.org Daily
Does Personalized Advertising Work as Well as Tech Companies Claim?  HBR.org Daily

Advertising Market Keeps Growing Much Faster Than Expected, Forecasters Say - The Wall Street Journal
Advertising Market Keeps Growing Much Faster Than Expected, Forecasters Say  The Wall Street Journal

MLB to add jersey advertising for first time in league history as part of new CBA, per report - CBS Sports
MLB to add jersey advertising for first time in league history as part of new CBA, per report  CBS Sports

Internet Advertising Revenue Report: Full Year 2021 - IAB
Internet Advertising Revenue Report: Full Year 2021  IAB

Through Group Black, P&G Pledges Nine-Figure Advertising Buy in Black-Owned Media - Adweek
Through Group Black, P&G Pledges Nine-Figure Advertising Buy in Black-Owned Media  Adweek

Marketing vs. Advertising: Which Should You Be Doing? - The Motley Fool
Marketing vs. Advertising: Which Should You Be Doing?  The Motley Fool

U.S. Advertising Forecast Cut Slightly Amid Geopolitical Uncertainty - Hollywood Reporter
U.S. Advertising Forecast Cut Slightly Amid Geopolitical Uncertainty  Hollywood Reporter

Social Advertising Doesn't Have to Be Complicated or Stressful - Adweek
Social Advertising Doesn't Have to Be Complicated or Stressful  Adweek

The Power of Diversity, Equity and Inclusion in Advertising - Adweek
The Power of Diversity, Equity and Inclusion in Advertising  Adweek

Google's advertising tech targeted in European publishers' complaint - Reuters
Google's advertising tech targeted in European publishers' complaint  Reuters

Burger King accused of false advertising in lawsuit alleging Whoppers are too small - NBC News
Burger King accused of false advertising in lawsuit alleging Whoppers are too small  NBC News

The Big Story: Surveillance Advertising - AdExchanger
The Big Story: Surveillance Advertising  AdExchanger

Facebook ads are suddenly doing better despite Apple advertising debacle - 9to5Mac
Facebook ads are suddenly doing better despite Apple advertising debacle  9to5Mac

Ageism In Advertising: Common Stereotypes And How To Avoid Them - Forbes
Ageism In Advertising: Common Stereotypes And How To Avoid Them  Forbes

Chrome’s “Topics” advertising system is here, whether you want it or not - Ars Technica
Chrome’s “Topics” advertising system is here, whether you want it or not  Ars Technica

What Is Web3 Advertising? - MediaVillage
What Is Web3 Advertising?  MediaVillage

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