Demand Curve - Growth Newsletter #202

The Growth Newsletter #202

Harry’s three fundamental rules for good copy

Today, we talk about why this classic ad was so effective.

This ad from 1958 increased Rolls Royce's sales by 50 to 100% with only a $50,000 advertising budget—just 2% of Cadillac's.

Let's dive in 🚙

– Neal

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Harry’s three fundamental rules for good copy

Insight from Harry Dry’s interview.

Harry Dry is my favorite copywriter.

He obsesses over brevity and clarity.

And leverages visuals to enhance both.

Here are Harry’s three fundamental rules for good copy:

1. Can you visualize it?
2. Can you falsify it?
3. Can nodody else say this?

As Harry says:

“If you have three no’s, you’ve probably written a lot of rubbish. If you have three yes’s, you’re on to something”

Let’s dive into each.

But first, here's an ad that does all three:

Rule #1: Can you visualize it?

If you can’t visualize it, you won’t remember it.

The more concrete and specific the visual, the better.

For example, most companies write copy like this:

• Worn by everybody
• Get fit again
• 32GB storage capacity

You can’t visualize the first. The second is ambiguous. The third is too broad.

Here are better examples of each:

• Worn by supermodels in London and dads in Ohio
• Couch to 5K
• 1,000 songs in your pocket

Rule #2: Can you falsify it?

Can your words be proven to be true or false?

This weeds out meaningless copy like this:

• Revolutionize an industry
• Quality you can trust
• Next-generation technology
• World-class service
• To do this, point at concrete facts and examples. Don’t just describe.

Let’s illustrate with an example:

You’re setting up a date for your best guy friend. Most people say things like:

• Smart
• Funny
• Good values
• Tall and attractive

Those are all subjective descriptions that don’t tell you anything about him.

But instead, if you say:

• Reads every day
• Has made me pee myself laughing
• Volunteers with seniors
• 6’2” and looks like Ryan Gosling

Now they have a real idea of who your friend is, what he'd be like to be around, and whether he might be someone they’d be interested in.

Just like Heinz can prove that people put competitor’s ketchups in Heinz bottles:

Rule #3: Can nobody else say it?

Draw a line in the sand and say something unique to you

That makes someone buy your product instead of your competitors.

For example, Volvo points to their uniquely six-digit odometer:

Note: Volvo used “speedometer” because, at the time, “odometer” was an uncommon word. 

Chevrolet points out that Corvettes are the fuel for countless songs:

Next time you’re writing copy, pass it through this test

1. Can you visualize it?
2. Can you falsify it?
3. Can nodody else say this?
4. Keep re-writing until you get three yes’s.

I highly recommend watching the entire interview with Harry Dry on How I Write.

And if you want to get more of Harry’s copywriting tips directly from the man himself, subscribe to his newsletter, Marketing Examples. It’s one of my faves.

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Something fun

I love Land Rover’s reaction to Rolls Royce’s iconic ad.

Car companies used to draw a line in the sand. Today, they all sell all types of cars and write copy that breaks all three of Harry’s rules.

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Thanks, everyone! May the owl image haunt your dreams.

Neal O'Grady

Justin Setzer

Nick Costelloe