Friday, April 17, 2015

Ad Copy: The Miracle on 34th Street Putdown

Ad copy can sometimes border on the insensitive, especially when you're in objection-killing mode. To some people the BATNA is way too strong for them to try your product, and our instincts steer us to a last-ditch objection-killing language that attacks what they love.

Ex: "If you want the fastest car, buy an F1 racer, if you want the most luxury, hire the company that builds the custom Rolls Royces for the Saudis. If you want a great car that looks great on you and has some punch, buy a Cadillac CTS."

I call this the "Miracle on 34th Street Putdown" because while it suggests great alternatives (like the Kimbal's Santa in Miracle on 34th Street), it does so by insulting the core objection of the customer. 

However, its a great verbal fencing tool when you're confronted with a jerk.