Photo by D Sharon Pruitt on Flickr
Recently I started reading The Art of Writing Advertising: Conversations with Masters of the Craft. It brings to light one of the universal truths of advertising: everything depends on the big idea. Today, with such a fragmented media environment, those ideas matter more than ever. A sharp, strong, well-executed idea will cut through the noise and stay with you.
The first chapter of the book is an interview with William Bernbach, one of the founders of DDB. He makes many striking statements in just 14-pages, but this quote stays with me:
“We think we will never know as much about a product as a client. After all, he sleeps and breathes his product. He’s built it. He’s lived with it most of his life. We couldn’t possibly know as much about it as he does. By the same token, we firmly believe that he can’t know as much about advertising. Because we live and breathe that all day long.”
Here’s the tough part. To do good work, you’ve got to bind that client and agency knowledge together. Here’s something else from Bernbach:
“Your cleverness, your provocativeness and imagination and inventiveness must stem from knowledge of the product… And you must be as simple, and as swift, and as penetrating as possible. And it must stem from knowledge. And you must relate that knowledge to the consumer’s needs.”
Clients and agencies need each other. One must play off the other’s strength. That’s easy to understand. However, it’s hard to achieve this synthesis of knowledge and imagination, because there is no formula for achieving it.
But like any good copywriter, I’ve got some ideas.
At the risk of reducing creative professionals to a tankful of sea monkeys, here are some ways to feed them. These tips aren’t magic, but I think they’re helpful:
Figure out “the thing.”
One of my favorite things to do is listen to clients and wait for “the thing.” Sometimes it’s a carefully crafted mission statement. Sometimes it’s an off-hand comment. Either way, it’s always something simple and unique. It sums up perfectly what the business cares about and what its customers care about. When I hear it, my brain says, “That’s the thing!” Then I write it down, and our creative team can try to do something awesome with it.
You could also call this the differentiator. Figuring out what it is can be hard. Here are some places to start:
- Define why you do what you do. This won’t only help your marketing. It could give your company a new outlook and sense of purpose. Write down your beliefs, motivations and desires. Why do your employees come to work every day? Hint: it’s not just to build great products or deliver great service.
- Bring the creative team into your place of business. This is where you’re comfortable. If you feel like the expert you are, you will inevitably say something brilliant. Believe me. I’ve seen it happen.
- Ask your creative team to take a stab at it. As outsiders, they might have an easier time seeing what’s really different or appealing about your company. It’s not a perfect process, but the observations they make could surprise you (in a good way).
Tell them everything your products and services do… and I mean everything.
You’ve tackled the big, inspiring question of why! Now, how about a bit about the product? “It saves time and money” is good, but not good enough. Maybe your product is so easy to use that it makes you feel smarter than you really are. Does it give you an excuse to avoid doing something unpleasant? Perhaps it makes a noise that sounds like the guitar riff from Purple Haze. Maybe it just looks cool.
These facts could build a great campaign, and they say a lot about who you are. Get it all down on paper – and hand it to your account executive, pronto.
Give them everything you’ve done before… and I mean everything.
Your website, old brochures, even user manuals can give creatives a sense of what you can do for a customer. But be careful. If your materials are hard to understand, outdated, incomplete or just plain wrong, your team will need some extra guidance.
Put your product in their hands.
Pictures and brochures are fine, but nothing compares to holding that thing in your hands, feeling it, smelling it, pushing the buttons, reading the instructions, hearing it and seeing what it can do. A client of ours, Bobcat, gives its communications vendors opportunities to operate its equipment. Besides being one of the highlights of the year (who doesn’t love playing in the dirt with a skid-steer loader?), it’s an inspiring experience. I learn a lot from trying things out on my own. Not only that, I generate a lot of ideas for when I return to my desk.
Set a comfortable deadline.
Bringing a creative idea to life can be ugly. Good ideas rise from false starts; dead ends; awkward, silent brainstorming sessions; gallons of coffee; and possibly some whining. It’s important to have enough time to get all that in!
It’s possible to send ideas in 24 hours, but it could still take a week to find the right idea. Creative ideas come out of nowhere, and usually after the subconscious mind has had a while to chew on it. If you’re like me, it might not happen until you start mowing the lawn.
“Comfortable” means you should be happy with the timing as well. Still, if you have the luxury of time, consider the difficulty of the task, and its impact on your brand, before setting the deadline.
That’s all for now. What types of activities and information feed your creative brain?
The hardest thing to do as a business is to obtain new customers. It requires a huge financial investment, a great marketing strategy, time and effort. So why would you pour a majority or all of your money into this at the expense of ignoring those who already know you – and more importantly, like you?
