How to Say No to Blah: Can It Pass The “So What” Test?

Timing is a funny thing. The other day I read the Miles & Co What Are You Bragging About? blog post, in which Lynn 

Does your messaging truly reflect your above-and-beyond-brand of Shareworthy Service, or are you promising what every customer simply expects?

radio advertising sales tip: get rid of the blah

photo by chrisdorney/dpc

The very next day I received an email from a television advertising salesperson on the West Coast. She was looking for a creative idea for a roofing company. She had asked the client what made his roofing company different, and got this answer back:

“We will complete the job to the customer’s satisfaction. We are here before, during and after the job.”

That’s the company’s unique selling proposition? They’ll complete the roofing job to a customer’s satisfaction? That’s an awfully small hook to hang their hat on.

Looking for something more, I went to the company’s website, where I learned that they are “Roofing Experts”.




Customers expect a job done to their satisfaction. They expect a the people who work for a roofing company to be roofing experts. Any of their competitors can make exactly the same claim.

Advertising Sales Tip: Say NO to Blah

If you are an advertising salesperson tasked with coming up with a strong campaign, you have a responsibility to say NO to blah. need to dig for something more.

What else can your client talk about? Do they offer a guarantee that’s better than anyone else in town? Offer a product, or installation technique, that’s unique to the area — and better than the alternatives?

What does your client do that nobody else does? What can they offer that nobody else can? Find the answer, and you’ve got your campaign.

Question: What’s the most interesting claim you’ve ever been able to put into an ad? You can leave a comment by clicking here.


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