We must first determine which things in life are most valuable to us. We also must determine our feelings about such things as patriotism, pride, love, freedom, excellence, ownership and tolerance.

These are values in society; the moral, ethical and fundamental judgments that we, as individuals, deem important.

Without a clear system of values for ourselves, it is impossible to believe in something with a passion that has no value to us.

Once we have established our individual value system, we are then able to determine how we can achieve success based on our priority of values.

It’s like holding one hand up to accomplish what we desire on the other. Without a value system we can never move forward. Why? Because we may be doing business without increasing our potential for success!

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Ask anyone what their primary sales strategy is for selling their products or services and their response might seem shocking to you. Why? They make harmonious bonds with their customers!

Simply put, these are advertisements which represent the hidden benefit to reinforce the need for a desired outcome. The consumer makes an emotional connection, whether it’s your customer service, your product, or other factors of human behavior.

Before you develop this style of ad, you must understand the five basic needs or motivating forces from a consumer’s point of view. The theory is that until a lower ranking need is satisfied there is no desire to pursue a higher ranking need.

Below are the five human motivators, beginning with the basic or lowest ranked need and continuing to the highest.

Physiological needs - Include hunger, thirst, reproduction, shelter, clothing, air, and rest.

Safety-security - The need for security, stability, dependence, protection, structure, order, law, tenure, pension, and insurance.

Love-belonging - The need for belonging, acceptance, love, affection, family, group acceptance, and friendship.

Self-esteem - The need for recognition, respect, achievement, responsibility, prestige, independence, attention, importance, and appreciation.

Self-actualization - The need for satisfaction, the desire to achieve fulfillment through reaching self-set individual goals or aspirations.

If you can become familiar with this theory, then you will understand that motivation is always an individual act. The most your advertising message can hope to do is to present an appeal strong enough to stimulate action toward satisfying one of the basic human needs.

If there is one rule that will be most helpful in preparing effective advertising, it is this: The message must put the desire of the potential customer before the advertiser’s desire. Please read that one more time! The rule may sound like a simple one to follow, but frequently advertising messages take the form of a plea to customers to respond rather than solve the advertiser’s problem.

The buying decision is seldom a purely rational one. Emotions always influence behavior. As you explore various techniques for presenting your advertising message, do not ignore psychological and harmonious appeals.

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Since the headline is the first contact your readers have with your message, it must reach out to them. Promise them a benefit. Tell them how they will be better off if they read the rest of the ad. Use action verbs. Save ten dollars is a stronger heading than Savings of ten dollars because of the verb.

Headlines can be classified into the following five basic types; effective headlines frequently combine two or more of these kinds.

News Headlines

This form tells the reader something he or she did not know before. Using the word news does not make it a news headline. “Now – a copy machine that copies in color” is an example of this type headline.

Advice and Promise Headline

Here you are promising something if the reader follows the advice in your ad. “Switch to Amoco premium, no-lead gasoline, and your car will stop pinging.”

Selective Headline

This headline limits the audience to a specific group. For example: “To all gray-haired men over forty.” Caution! Be absolutely sure you do not eliminate potential customers with this type of headline.

Curiosity Headline

The intent here is to arouse the reader’s interest enough to make him or her read the ad. The danger is that this headline often appears “cute” or “clever” and fails in its mission. An example: “Do you have trouble going to sleep at night?”

Command or Demand Headline

Watch out for this one as most people resist pushiness, especially in advertising. “Do it now!” or “Buy this today!” This headline generally can be improved by changing to less obtrusive wording such as: “Call for your key to success!”

One common misconception about headlines is that they must be short and easy to understand. This is not always true. Here is a headline that was used extensively in print ads by Ogilvy and Mather for one of their clients: At 60 miles an hour, the loudest noise in this Rolls-Royce comes from the electric clock.

Illustrations

There are three primary reasons for using illustrations in an advertisement.

- To attract attention to the ad.
- To illustrate the item being featured.
- To create a mood in the mind of the reader.

Everyone has heard, A picture is worth a thousand words; in advertising, the illustration frequently helps the reader visualize the benefits promised. You can almost feel the warmth of the tropical sun when you see the photos in January travel ads. Cost and practicality may dictate whether your ad uses photographs, artists’ drawings or merely canned artwork. Any of these can make the ad more appealing to the reader’s eye.

Copy

If you follow the three principles of good copy, your ads will be effective:

- Good copy should be clear.
- Good copy should be crisp.
- Good copy should be concise.

Clear, crisp and concise . . . the three Cs of copywriting suggest that the words in your advertising message merely do a good job of communicating. Do not use big words when small words can make your meaning clear. Use colorful, descriptive terms. Use the number of words necessary to make your meaning clear and no more-but also no less! Selecting the right words is critical to the success of the ads. Recent research conducted at Yale University found that the following 12 words are the most personal and persuasive words in our language.

You       Discovery    Safety

Money   Proven        Results

Love     Guarantee   Save

New     Easy           Health

Notice the overused word free is not on the list.

REMEMBER THAT WHEN YOUR MESSAGE IS PRINTED IN ALL CAPITAL LETTERS INSTEAD OF UPPER- AND LOWERCASE LETTERS, IT IS FAR MORE DIFFICULT FOR THE READER TO FOLLOW AND REMAIN INTERESTED. EVEN IN HEADLINES ALL CAPITAL LETTERS SHOULD BE AVOIDED.

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